Why companies are becoming ‘museums of technology’
"Antony Jenkins, the former group CEO of Barclays and founder of core banking startup 10x, has stated that companies were becoming
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3 rules for activating your social media superpowers on LinkedIn
"As an executive, you hold a great deal of influence within your organization. Your team depends on your leadership and looks to you as...
The 4 questions you need to ask to create any go-to-market strategy
This week I interviewed Eric Stine on my #TimTalk podcast, you can see the recording here.
Great discussion, Eric has so much experience...
The 3 things salespeople need; Substance, empathy and trust
This week I interviewed Eric Stine on my #TimTalk podcast, you can see the recording here.
Great discussion, Eric has so much experience...
Are you selling $100 bills, for $99?
In sales and marketing, we assume that if we spend $100, you will get back at least $101 back.
Clearly, you would want more than $1 back.
Social enablement - How you can easily socially enable your sales and marketing team for maximum impact
I was on a call today with Rob Durant, where he reminded me of a great interview we had with Theresa Anderson, Head of Marketing at
Why "connect and pitch" isn't social selling ... it's spam!
We've all been there.
Somebody sends you a connection request on Linkedin, you accept and then they come straight back with a pitch.
This...
The all new spam email fashion ..... that's got boring
We all get spam email, people pitching to us through email.
It's funny that spam email started in the 1990s and STILL people think it's a...
How as an AE you can self-source 30% of your pipeline
In this blog, I'm going to walk you through, with a case study, how you can self-source 30% of your pipeline.
(You can actually...
82% of organization leaders agree “companies must invest in digital transformation or be left behind.” Innovation is key to business today, but how?
In a recent report by IDC and Insight, here, they say ....
We’re experiencing accelerated technology innovation amidst a continuous...
Why, June, July and August are great times to be prospecting!
I often hear about people talking about the "summer slow down" and how it's so difficult to get hold of people during the summer because...
How to gain market momentum in sales and marketing. Now.
Not sure if you've seen the most recent article by SBI on market momentum?
In it they say ....
"No one knows for sure what’s going to...
We tried telemarketing, and got nothing from it. NSS.
A friend of mine was telling me that there needed to do some lead generation, who doesn't afterall.
They did some telemarketing and guess...
Our sales leadership has banned the sales team from using LinkedIn - Is this the biggest act of self harm a business can inflict on itself?
I had a call from a friend of mine, she said
"The world's gone crazy"
"We've just had an all hands call with the sales
What is FUD and how can you use it in sales?
If you have not come across FUD before, it's stands for "fear, uncertainty and doubt".
It can often be used in sales, as we know we should
Would you hand out other people's brochures at a conference? - Then why are you sharing other people's content on social media?
This Is The Biggest Mistake People Make With A Social Media Strategy?
Are you still getting bombarded every day on LinkedIn with 'follow/subscribe' to my newsletter?
Reading everyone's newsletter, or...
I'm not very good on social, can you post these photos from this event for me?
I have to admit this is pretty shameful that companies are not empowering their people to use social.
Here we have a person going to an...
What can a bidet teach us about sales and marketing today?
Back in the 1970s, or was it the 1980s a bidet was the height of sophistication in a home.
We laugh now, but society was very different,...
Why companies in similar market conditions have shifted from growth at any cost, to focus on EBITDA
According to SBI recent webinar, here.
"CEOs and senior GTM leaders. The headline - have shifted from growth at any cost to focus on...
Case study: How to generate pipeline for your business ... fast
Wanted to share with you, a case study of a salesperson who came to us, he had little or no pipeline and and using legacy sales methods...
Motor racing legend Ayrton Senna once said, “You cannot overtake 15 cars in sunny weather…but you can when it's raining.”
In this Forbes article from 2022,
"Motor racing legend Ayrton Senna once said, “You cannot overtake 15 cars in sunny...
Why is it that some companies are gaining serious commercial momentum in 2023 while others keep lagging behind?
Just read an email from SBI where they ask the question
"Why is it that some companies are gaining serious commercial momentum in 2023...
How to strengthen your sales strategy in times of uncertainty
Interesting article from Forbes that starts
"Business uncertainty is rampant today, with market headwinds threatening economies...
Digital sales transformation, are we there yet?
When Adam Gray and I started DLA Ignite 6 and half years ago we assumed with digital and social media so prevalent, even then we...
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