Are you thinking about pipeline generation the wrong way?

So many companies I speak with, and I’ve spoken to more than 150 of them in the...

I’ve spoken to more than a hundred and fifty technology and services companies (in 18 months) and not one of them can pin point their...

Firstly, social selling implies that you’re selling on social. I see plenty of sales posts on LinkedIn which usually get ignore...

Building consensus has long been an objective for B2B sellers selling to multiple stakeholders influencing a purchase decision. In theory...

I’ve started reflecting on moments in my career and have found it to have almost healing like benefits, particularly when reflecting on...

As I think about an upcoming panel discussion I’ve been invited to, called; The evolution of the outbound animal, I heard some feedback...

Have you ever used an ROI calculator to help you in a deal?

Over the last 10 years as a sales leader I’ve asked many sales reps what they...

If you do this successfully you are on your way to significantly improving close rates and maximising deal value.  

Introduce this as...

Too often qualification is considered a linear step in the sales (buyer) process. A step that the sales and marketing team take when...

Really, have you looked in the mirror lately!

What’s even more ironic is when I talk with management consultancies who provide digital...

Well, it depends what stage of their growth journey they’re on. For the most part it boils down to Compound Annual Growth Rate (CAGR) and...

Rapport and trust is everything in business. 

From the first impression we make in the first 30 seconds of meeting someone, as humans...

The challenge marketers are facing today is that the MarTech ecosystem they operate in is complex, with content and data being generated...

There are many reasons MarTech companies are cautious about entering a new region, whether it’s brand recognition, business culture,...

Wouldn’t this be a lovely response from marketing when sales asks, can I have some new leads please. I don’t know about you but I’ve...

The Customer Data Platform (CDP) industry is growing fast, with the industry expected to reach $1.5 billion this year. Still, this is a...

CDPs (Customer Data Platforms) combine data from multiple tools to create a segment-able database of your customers, helping to create...

This is the first in a three-part series focusing on Marketing Strategy Execution – which costs nothing, yet is the single biggest...

What’s a ‘Retail Warm Up'? 

The answer is;

When consumers choose one channel to get warmed up over a brand and go on to make a...

What do Tomatoes, Peppers, and Cucumbers have in common? 

One of the hardest-to-find items in retail right now is a chief executive.

It doesn’t matter how good your eCommerce marketing strategy is, it will fail without robust execution aligned tightly with other leaders...

This article in Forbes is making a number of predictions, that we have been saying for years, but are gradually becoming the agreed...

This article from marketingProfs lists 23 sales tactics for 2023 and which is number 1?

Like it or not, virtual selling is here to stay....

There is a great bit of research from eMarketer you can get a copy of the report here, sorry they gate the report. :(

So what about these...

Did you know that a flea has learned behaviour? 

If you put a flea in a jar with a lid on, the flea will jump, hit the lid and go not...

Do you ever need to have “difficult conversations” with people or employees?

Maybe you are in leadership and need to talk to your directs,...

“Half the money I spend on advertising is wasted; the trouble is I don't know which half.” 

John Wanamaker (1838-1922) was a very...

In this article on The drum, Glen Scott of employer branding agency Wiser argues that social media channels are your most valuable...

Near me in Teddington, in west London is the Lensbury Club.  The Lensbury Club was first formed in 1920 as the sports and social...

We talk to many leaders about growth and and when we talk about how the modern buyer is digital, at that point leadership freeze.

It was Henry Ford, who went on to popularise the car that said

“If I had asked people what they wanted, they would have said faster horses.”

In part 1 of this blog, I explained the research that have made by Matthew Dixon and Ted McKenna's new book "the jolt effect".

There is a...

This article points out

"A lot of resources are spent on a brand or company's social media. Why isn't more time spent on the social media...

On the 8th March 2023, will be International Women's day, something we at DLA Ignite have celebrated a number of times and support.

We...

In part 1 of this blog, I explained the research that have made by Matthew Dixon and Ted McKenna's new book "the jolt effect".

There is a...

As I was paging through my LinkedIn feed today, it does seem that posts are from people with no pipeline. 

It is also a common...

A "Growth' mindset is defined as a leader who encourages teams to work across the company, fostering an agile culture of collaboration...

No frogs were hurt during the making of this blog and "don't try this at home".

There is a saying that if you take a...

In this article, it explains that Gen Z are rejecting jobs because the companies don't have the same values and purpose as them.  My...

There are two fundamentals truths at the moment in sales and marketing.

1. You don't have enough pipeline.

2. What you sell requires you to...

In part 1 of this blog, I explained the research that have made by Matthew Dixon and Ted McKenna's new book "the jolt effect".

Part 1 of...

Chances are you've already invested quite a lot of time, resource, and no doubt hard cash into 'optimising' your website for all the...

Why we need digital soft skills now in business and to prepare our business for the future. 

In this 45 minute video by the world...