The sublime efficiency and elegance of Japan’s bullet train
Riding the Shinkansen, Japan’s famous bullet train, is an experience that combines precision, efficiency, and understated elegance
When...
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The deal where our competition had a spy in our company
When I sold Oracle Financials to Swindon Borough Council, everything appeared to be perfectly lined up
We had an ally in Finance whose...
Why we taught the sales team storytelling
When I worked in corporate, like so many leaders, I was constantly searching for that elusive edge, something that would make our sales...
MIT unveils “Iceberg Index,” warns AI risk much broader than headline layoffs
The prestigious MIT, together with partners at Oak Ridge National Laboratory has just published a landmark study estimating that...
Why you should write the RFP before your buyer does
I was having separate conversations recently with Guy Lloyd and Scott Schnaars about RFPs and both took me right back to my early sales...
The new reality of buying — Why elite sales teams have changed
You may have seen the new research from 6sense about how buyers actually buy
If not, here’s the short version
Buyers have access to an...
My journey to Everest base camp
It was actually 25 years ago that I traveled to Everest Base Camp
There is probably a Starbucks there now :) it was pretty primitive back...
The strange playdate: A lesson in mumps and motherhood
When I was growing up in Harrow, my mum once said we were going to a boy’s house to play
I thought it odd, I didn’t know the boy, and he...
The rise of the AI empowered buyer — And why buyers are using AI to “cold call” sellers
AI is no longer just something marketers bolt onto the stack to make legacy processes faster
According to Scott Brinker’s latest chiefmartec
Why is “dull” seen as professional?
Somewhere along the way, “professional” became a synonym for “beige.”
We were told to flatten our personality, iron out our quirks, and...
Agentic AI: The coming earthquake for SaaS
Buyer behavior is shifting fast, and SaaS vendors should be paying attention
Just a decade ago, Google was still a reliable traffic driver
The buyer has already decided — Why B2B sellers must show up long before the RFP
Monday I watched the latest 6sense webinar on emerging buyer trends, delivered by Kerry Cunningham and Sara Boostani (Frazier), M.S. The...
Why a “meet me go-to-market” wins every time
One of our clients recently said something that stopped me in my tracks:“We’ve moved to a meet me go-to-market strategy.”
While the rest...
The sound of rock in the Andes – Discovering Los Jaivas in Valparaíso
“Alturas de Macchu Picchu” is a studio album by the legendary Chilean rock band Los Jaivas, originally released in October 1981
During
How we finally got dad to quit smoking
Please don’t read this if you’re easily disgusted
My dad smoked a pipe for many years
Back then, it seemed a bit of a middle-class badge,...
Which side of the sales parallel universe are you on?
You may have seen the new research from 6sense on how buyers actually buy today
If not, here’s the quick version
Buyers now have infinite...
Buyers haven’t changed — But how they buy has (my take on the new 6Sense research)
If you think about it, the fundamentals of buying haven’t really changed
A group of people still sit in a room, recognise they’ve got a...
Social selling - Did you know the wheel has already been invented?
This week, I completed a LinkedIn training course on how to create and publish great content
I'm part of the LinkedIn Creator Program, we...
Do you speak French and want to learn social selling?
Over the years, we’ve trained thousands of sales professionals, marketers, and business leaders in our Social Selling methodology,
Grateful and honoured: Named one of the top 5 most influential people in the world for sales by Thinkers360
I’m humbled and deeply grateful to share that I’ve been recognised by Thinkers360 as one of the Top 5 Most Influential People in the...
Cycling through the Devil’s Throat – Finding perspective in the Atacama
Recently, Julie Harris and I took on La Garganta del Diablo, The Devil’s Throat, in Chile’s Atacama Desert
What an unforgettable adventure...
How being thrown Into the bottom French class made me fall in love with France
I was once accused of cheating in my French exam
French had never been my strong suit, and eventually my teacher had me thrown out and...
We are trying to break into the supply chain market (or any new market) how do we do it?
Every company, at some point, wants to break into a new market
When I was at Oracle, we faced this exact challenge
The goal was to move...
A new way to partner in sales: Our risk-sharing proposal for Social Selling success
When we work with clients on social selling programmes, one of the first conversations we have is about risk
“Will this work?”“How quickly...
Why “exclusive events” are the new sales trap
Week after week, I get messages like this from different companies:
“Hi Tim. I’m hosting an event for senior business leaders in Central...
Meet your new sales co-pilot: How AI is powering the next evolution of social selling
For years, I’ve been saying that sales has changed forever
Buyers don’t want to be sold to
They want to be inspired, educated, and engaged...
3 years on… and Social Selling is still changing how we connect, influence, and inspire buyers online
It’s hard to believe, but my third book, "Social Selling: Techniques to Influence Buyers and Changemakers", turns 3 today!
Link here
Our street art lesson in Valparaíso, Chile
I’ve just got back from a holiday in Easter Island and Chile
Our final stop was Valparaíso, a two-hour drive from Santiago, a port city...
The day I learned to tie a tie
When I was eight, life took a big turn
We moved from Harrow in London to a tiny village on the edge of the Cotswolds called Upton Snodsbury
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