How to reignite your sales strategy after Q1
The world seems to be ever changing, preparing for my podcast one of my future guests said
"you business is either disrupting or being...
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We are Digital Leadership Associates experts in Social Media Strategy, Social Selling and Social Media Management
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Help, I Can't Advertise My 'Adult' Toys!
The 'adult' product industry say they're struggling to be able to 'market' their products on social media because of the naughty word...
How To Solve (part of) The Retail Inflation Dilemma For Consumers!
Retail prices continue to remain stubbornly higher, there's even talk by the UK Government about retailers introducing price caps - crazy...
I know you are posting on social, but let's be honest, how much revenue are you generating from those posts?
Switch on LinkedIn, I will use that as an example of a "business" network and you can check out thousands of people that are posting on...
Research shows that CEOs expect 60% of their net-new revenue will come from existing customers – an increase from just over 40% at the end of 2022
Just seen some research from SBI where they state ..
"A couple of recent SBI surveys bear this out. CEOs and go-to-market leaders said...
Salesforce found that only 13% of MQLs convert into SQLs. Out of that small pool of SQLs, sales departments generally only close 6%
I recently found this blog by Jordan Abbott, where he stated this research from salesforce
Salesforce found that only 13% of MQLs convert...
Why your employees network growth has a value to you as a business owner
I often write about conversations and why as a business you need conversations to live, trive and meet your growth targets.
- Sales need...
10 new prospect meetings a week, per sales rep, scaled across your sales team - now that would make a pipeline difference
At that start of 2023, we started an exercise and created a benchmark. We ran a team of SDRs, to get meetings using social selling.
No...
Cold calling days? - It's 2023, surely there must a more efficient way of creating pipeline and creating it fast?
I recently spotted post from Alex Abbott who is a CEO of a partner of ours, anyway I nicked some of his words to create this blog, thanks
“If a seller cannot talk to a customer's P&L and tell them what is going to be done to enhance it, then they won’t be successful as modern sales rep”
This is a quote from a customer in a recent McKinsey report, you can access the report here.
“If a seller cannot talk to a customer's...
Average contract values are down 20.3% QoQ - Marketers need to find 20% of additional pipeline - Sellers need to close an extra 2 customers -- each
I've been made a speaker of a LinkedinLive, how do I invite people?
LinkedinLive is a great way to use the medium of video / podcasting to reach your prospects and customers with your influence and...
Why buyers avoid at all costs the "debt of obligation" they have with salespeople and what you can do about it
I've just interviewed, Antonia Wade, for my podcast, she has just written a book called "transforming the B2B buyer journey".
You...
10 books to kickstart your leadership skills this summer
“Virtual Society” by Herman Narula is a great, non-technical, introduction to the Metaverse and the impact it will make on society....
SDR call reluctance - How to overcome it
I was reading recently about the impact of call reluctance, some research on Linkedin which asked the question "what stops your B2B sales...
It now costs much more to acquire a new customer
The cost of acquiring new customers is going up and up, with the return from old legacy sales and marketing methods get less and less.
Old...
WTF Is AI And Will It Replace Me?
By no means am I purporting to be an expert or have an in depth understanding of how to harness AI - fortunately it seems I'm the same as...
We need pipeline and we need it now!
Having a coffee with a friend the other day they said to me ...
"We need pipeline, but there again, nobody's got any pipeline".
In all...
With the average tenure of an SDR being 14 months, how do we make life for SDRs more bearable and productive?
I was recently reading an article on LinkedIn and the person mentioned that
"the average SDR tenure is 14 months and at best, more...
"While social selling can be effective, outbound prospecting has proven to yield a higher return" ... er, social selling IS outbound prospecting
Yesterday I wrote and posted this article
Why outbound prospecting is a must - why social selling gets you 9% return on cold outreach and...
Why outbound prospecting is a must - why social selling gets you 9% return on cold outreach and 33.6% conversion to next action is your best option
I was reading a Linkedin post the other day and it offered up this research, a Linkedin poll is not an exact science, but it gives a...
How your buyers use social media to buy - Data update
Thank you to Simon Kemp for creating this digital snapshot, it's an amazing piece of research if you are in the world of digital, like we
How can you make sure you are meeting your pipe-multiple?
On Friday last week, I was asked to join Andy Paul to talk on his latest podcast about win rates. Eric Stine joined us and it was a...
Average attempts in cadence to reach a buyer for cold calling is 11.3, for social selling it's 3, are you still flogging the cold calling dead horse?
I was reading an article the other day and it shared this research
It states that the average attempts to get the attention of a person...
The 22 best business books of all time ..... ever
Tim Lewis asked me onto his podcast where I had to pick my 22 business books of all time and here they are
- Creativity, Inc – Ed Catmull
GROWTH STRATEGIES: Whilst Your Still Thinking 'Macro' They Operate 'Micro'.
It took over 100 years for 'mail order' to reach 10% of retail sales - but when eCommerce arrived it took just 10 years.
You don't...
What can I do from a top of funnel prospective to save my a$5£?
A friend of mine was in a meeting this week, the call was attended by sales, marketing, sales enablement and biz dev (business development).
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