A "personal brand" is a must have in Business today. For many people "personal brand" seems like it is something "grand" but I wouldn't...
Must admit I treat many surveys with cynicism. This one certainly, I take the results with a large pinch of salt. If an ABM agency runs...
Recently we were in Singapore looking out at the Singtel building. Singtel is the big mobile / cell operator over there. Looking up...
There is only one closing strategy you need. James Muir covers it in his book "the perfect close". Far too many people, have a vested...
Interesting article, in the world I work, which is B2B Enterprise, the top 6% of sales people have not cold called, certainly not for the...
Software is eating the world and its social media. The election of Barack Obama, the election of Donald Trump, the Arab Spring, Brexit...
At my previous company, we took the salesforce through a sales transformation, at the time we were under massive competitive pressure as...
We've all been there, your phone rings and somebody starts pitching to you. The ability to cold call, in the world and certainly in...
Account Based Marketing or Account Based Sales as I prefer to call it, has created a dilemma for many companies. Most companies are...
This is a great article, it is after all an extract from Seth Godin's new book. I remember as a salesperson getting a copy of his book...
Social Selling. In this video SAP outline some of their research on their own salesforce https://youtu.be/pFTRa5MI7N0 We know from other...
This article explains about creating a "bench" of top talent. One of our customers wrote a blog to get salespeople and they got 40 people...
Digital Transformation is no longer the IT systems replacement that people once thought it was. Nice new shinny cloud systems, more toys...
Want to sell more than your competition and have more market share? Here's how you do that. Do a competitive analysis between you and...
One of our clients, came to us and admitted that "Marketing doesn't work anymore". It's quite an admission if you think about it. Not...
In the world of B2B Enterprise where we work, the use of Account Based Marketing (ABM) or Account Based Selling (ABS) as I prefer to call...