There are a number of best practices for employee advocacy and the first thing is, you don't need to buy any tech for this.  The...

One of the things I don't understand is the lack of investment people are willing to make in their companies staff.  We hear all the...

I was at a Sales and Marketing conference this week and it struck me that here we have a bunch of people that are moving the same old,...

When Adam, Hugo and I wrote "Smarketing - How to achieve competitive advantage through blended sales and marketing" we pointed out that...

Great article by Keenan.

One of the things we learn as we get older is that not everybody likes us, we cannot get on with everybody.

That's what you have on your Linkedin Headline Summary, and arguably it is the most important 120 characters you have on the internet. 

I often cite Matt Meckes, CTO of Cohaesus, when musing on this subject. I loosely paraphrase his view on life, you will know when an...

Great article that positions many of the change management issues that you need to look at as part of your digital transformation.

Digital...

There is no doubt that social media is here to stay and the benefits of appropriate positive, consistent use have been lauded in recent...

This article picks this up nicely, which is the ability to communicate.

What do I mean by that? - The ability to listen, the ability to...

If your sales team is still in the business of cold calling, then the article recently posted in Martech Advisor might be up your street....

I used to work for an American corporation in terms of our sales forecast, it was very simple.

Being Nasdaq quoted, we had to be accurate...

So often we see a talent strategy that involves posting on job boards, adverts on LinkedIn or other sites, jobs being posted on Twitter...

A friend of mine came to me and asked me advice on his job situation.

If jobs were advertised there would hundreds if not thousands of...

The mistake that people always make with employee advocacy initiatives is thinking about this from the company's prospective and thinking...

Stop it now, please don't "reach out" to me when you can "call" instead, I'm not bereaved. This is a simple example of a hackneyed use of...

I remember when I started first playing around with social media, I reckoned that about third of people were not on LinkedIn and it was...

I often cite Matt Meckes when asked how do you know that digital transformation is working. He was asked this question by an audience...

In my last role it was pretty common (25% of deals) the reason that an accounting system was being replaced, was that the current...

Research from Investec suggests that only 32 per cent of vendors are hitting or exceeding their channel sales targets.  Surprisingly...

We are often party to discussions where the answer is "tech" or a "tool".

Usually the tool is going to magically do work that people are...

In Tom Goodwin's book "Digital Darwinism" he talks about disruptive technology and how it isn't actually disruptive, it's old technology...

We have all been in the situation where we buy something and it does not work and you want a replacement and you cannot find a telephone...

Great Linkedin article and I highly recommend you watch the Forrester webinar.

This backs up the recent Gartner (what was CEB research)...

I remember in my second sales job doing what I thought all sales people did, which was prospect.  One of the "older" sales guys came...

There was a major sea change last year with the passing of the GDPR regulations and while if you live in Europe or sell to Europe this...

Alfie Kohn is celebrating 25 years since he published his seminal book Punished by Rewards: The Trouble with Gold Stars, Incentive Plans,...

Some interesting research (you have to click through the article for the dissertation).

Using Crimson Hexagon (which is now part of...

Right, get your notebook out and a pen, or get your iPad out and create four columns, these are the names of your 4 competitors....

You have a challenging role, balancing the needs of your employer with the goals of the partners you manage.  Getting that right can...

Social is making a transformational impact on business and I'm not talking about Twitter, Facebook, LinkedIn etc.

I'm talking about this...

While I agree with the sentiment of the article it’s very social Selling circa 2016. 

The article is 100% in saying you need a great...

It's amazing to me how often writers and articles are behind the curve.  This article talks about the "Smarketing" concept, when in...

We onboarded a reseller in Vienna last week and they were the first people that we have ever met to get this question right.

We always ask...

Where did she come from the small person, who looked no more than ten years old shot passed me as I stood nervously at the top of my...

Some interesting research, which seems to be heavily IT related.

If we look at digital transformation it means using digital  to make...

Can languages be sexist? Short answer, yes. Even English.

Sure, unlike Spanish, French, and German, English words aren’t gendered. But...

I was emailed last night by a company that sell cutting edge, digital transformation technology, would I like to attend an event?

Now if...

Sales is about helping people, we all have a fantastic product or service which we know can change a person's life.  So of course we...