The Cure For What Ails Your Elevator Speech

We’re all familiar with the concept of an “elevator speech.” A concise but effective sales monologue. A way of describing and positioning your product, service or idea that, while succinct, is compelling enough to consistently pique the interest of a listener. Your target audience.  I recently spoke with a corporate marketing chief who is having trouble crafting his [...]

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The Golden Sales Question

Everybody knows that effective selling requires attentive listening. But in order to listen, sales reps must get customers and prospects talking. John Warrillow and the team at Warrillow & Co. believe they’ve discovered the query to crack open productive dialogue with small businesses (<100 employees). Warrillow & Co. specializes in helping big companies (e.g., American Express, Staples, Xerox) [...]

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