Why 25 likes beat 1,000 views in B2B sales
In B2B sales, social media is not a broadcast channelIt’s a conversation starter
Yet too many people still judge success by views and...
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When everyone “helps founders,” no one stands out
It’s probably because I’m a CEO, and probably because of the state of the market, that I’ve noticed a huge increase in the number of...
Lost in translation: A name, a city, and a lesson from Prague
Prague has a way of slowing you down
Even when you’re there to speak at a conference, the city insists you look up
From the conference room...
When the world’s best compare notes
My father was a sound engineer at the BBC in Birmingham
Through his work, he spent time with some extraordinary musicians, including
We're not losing web traffic to ChatGPT. We're losing it to irrelevance!
I really enjoyed Kerry Cunningham’s post, not least because it echoes something I saw first-hand years ago in the world of ERP and...
What you learn when you show up (and why it changes the sale)
One of the parts of selling I’ve always enjoyed most is learning
Learning about a company
Listening to real business issues
Walking the floor
The crushing realism of sales and marketing today
I was sent a spam email yesterday“We support firms in your sectorWe mitigate risksWe have 20 years’ experience.”Anyone could say thatIn...
The signals we don’t know we’re missing and why that's holding us back in business
In 1901, Guglielmo Marconi received a faint Morse code “S” sent from Cornwall to Newfoundland, over 2,200 miles away
At the time, this...
Don’t walk on the grass (Especially at the MCG)
I was reminded of this story as the England cricket team were playing Australia in The Ashes
For anyone who doesn’t follow cricket, The...
The time my dad met Kate Bush (and lived to tell the tale)
My Dad was a BBC sound engineer
One of those quiet professionals who made everything work but never stood in the spotlight
He was promoted...
The slide no one wanted… except the buyer
I was reminded yesterday why I’ve always used a risk register in buyer presentations
Especially early in my sales career, when I was selling
7 AI trends leaders are betting on in 2026
In this recent article by Corey Noles, he talks about 7 trends that will impact AI in 2026 and I would say he is pretty spot on
My view...
When yesterday’s success becomes today’s constraint
In a recent video conversation with Kerry Cunningham and Matt Heinz, Kerry asked a deceptively simple question, why is it that
“People...
What we don’t know, is often what holds us back
I was reading the Financial Times on Saturday and came across a great piece by Gillian Tett
The article was about starting the new year...
How to pay a fine in Moscow
I spent five years in an EMEA role at Oracle, responsible for the go-to-market strategy for a supply chain demand planning product Oracle...
When food met television — and dad was there
My Dad worked as a BBC sound man and was there at the very beginning of the “celebrity chef” era
When we lived in London, he worked at
I was let go, an hour later they are calling asking if I wanted my old job back
I guess for anyone who’s ever been laid off, this question crosses your mind at some point
There I was, driving back to West Kirby, when...
When television was live… and anything could happen
Back in the day, when we lived in Harrow, my Dad worked at the BBC at Television Centre
He was a soundman and worked on many programmes...
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