LATEST POSTS

Webinar Recap: High-Touch Coaching in a High-Tech World

Posted November 21, 2019 by Vertical IQ

The final installment in Vertical IQ’s free fall webinar series was last week—a presentation entitled High-Tech Coaching in a High-Tech World, presented by Tony Cole of Anthony Cole Training Group, a company that specializes in banking, financial advisory, and insurance sales and management training. 

Leadership Spotlight: Vertical IQ’s New CMO, David Buffaloe

Posted November 14, 2019 by Laura Stidham

David Buffaloe recently joined Vertical IQ as chief marketing officer (CMO). David brings more than 25 years of proven experience leading high performing marketing teams in the technology space to Vertical IQ. You can read more about David’s background in this press release.

Webinar Recap: Playing Offense and Defense to Prepare for the Future

Posted November 07, 2019 by Vertical IQ

The second installment in Vertical IQ’s free fall webinar series was last week—a presentation entitled A Winning Game Plan: Playing Offense and Defense to Prepare for the Future by Mary Beth Sullivan, managing partner at Capital Performance Group.

Building SMB Client Relationships with Insight and Foresight

Posted October 31, 2019 by Susan Bell

Of course every business services firm that calls on small- to mid-sized businesses (SMBs) says they are a trusted advisor to their clients, but reality doesn’t always support that claim. I read a great article this week about how most firms that call on SMBs instead tend to provide “Random Acts of Consulting.” 

Helping Change How SMB Owners Think About Cash Flow

Posted October 25, 2019 by Bobby Martin
“If I had to run a company on three measures, those measures would be customer satisfaction, employee satisfaction, and cash flow.”—Jack Welch, Former CEO of General Electric

 

3 Motivations to Become a Better Value-Added Advisor

Posted October 18, 2019 by Bobby Martin

A value-added advisor is someone whose ideas and advice you respect enough to invest time and money into having them around. The business relationship is about more than just the product purchase itself. 

How to Help Small Businesses Compare Their Financials to Their Industry

Posted October 15, 2019 by Bobby Martin

“Are we keeping up with the Joneses?” Owners of small and mid-sized businesses (SMBs) are always interested in how their competition is doing…and how they compare to them financially. Yes, it may be about ego to some degree, but it also tells a business owner how their company is faring financially. Are they middling, above average,...

Webinar Recap: Red Ocean vs. Blue Ocean Sales Strategies

Posted October 03, 2019 by viqadmin

Last week, we hosted the first installment in Vertical IQ’s free fall webinar series—a presentation entitled Red Ocean vs. Blue Ocean Sales Strategies by Ray Adler, banking sales coach, strategist, and change catalyst with BTI Growth Advisors. While Ray’s presentation discussed sales from a banking perspective, the lessons are highly...

Adding Industry Knowledge into Your Contact Strategy

Posted September 26, 2019 by Vertical IQ

When it comes to gaining trust with small to mid-sized business (SMB) owners, absence definitely does not make the heart grow fonder. In fact, it’s much more likely that if you’re out of sight, you’re also out of mind. Not a good situation if you want business owners to come to you when they have a need for your services.

Upgrade Your Prospect Presentations with These 3 Tips

Posted September 19, 2019 by Vertical IQ

You’re pulling together a presentation for a new small to mid-size business (SMB) prospect. You have checked it again and again to be sure your i’s are dotted and your t’s are crossed. Your high school English teacher would be so proud! But perfect grammar likely won’t be enough to convince a prospect that you are the right fit for...