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Latest Blog Posts

Monday, Sep 1, 2014 Jim Karrh
What is the value of professional meetings when one can GoToMeeting without going to a meeting? As someone who speaks at meetings, attends meetings, and uses virtual-meeting tools on a regular basis I am continually evaluating what works in various settings these days. And by “works” I consider the degree to which meeting participants gain knowledge (including cultural knowledge),...Read More
Thursday, Aug 28, 2014 Jim Karrh
What’s your sales pitch? I recently led a “Pitch-IT” program at the Arkansas Venture Center for a group of salespeople, entrepreneurs, solopreneurs and everyotherpreneurs. The goal was to, in less than 90 minutes, help these (mostly young) business people learn to quickly position their product or idea. The program was titled “Elements of the Perfect Pitch.” Before getting into the meat...Read More
Friday, Aug 1, 2014 Jim Karrh
It can be exhilarating to be elevated to the role of “coach.” But that rush can give way to a crash—for the coach, learner, and organization—if the coach doesn’t know what he or she is doing. When it comes to customer conversations, I find that good coaches are few and far between. Several factors are at play: flat or reduced training budgets, leaner teams (in terms of headcount), and often...Read More
Thursday, Jul 10, 2014 Jim Karrh
Does your company’s culture enable a great customer conversation? “Culture” can seem like such a big, squishy concept that it’s (1) nearly impossible to define, (2) difficult to connect to daily behaviors, and (3) an imposed force which can’t be changed. My experience is that none of these are necessarily true. I like the pithy definition of culture from Alan Weiss: “that set of beliefs...Read More
Tuesday, May 6, 2014 Jim Karrh
The joke years ago was that the world had become so complicated we were destined for lives with blinking "12:00" on our VCRs. Does anyone believe our world is LESS complex, now that we’re beyond VCRs? The products and solutions of today are so complicated that they put tremendous pressure on both buyers and sellers. No buyer wants to be stuck with something that won't work--or won't work...Read More