Stop Racing to the Lead, Start Racing to Consensus
Let's be honest about complex B2B sales: speed is great, but alignment wins the deal
Winning a major account isn't a race to see who can...
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We are Digital Leadership Associates experts in Social Media Strategy, Social Selling and Social Media Management
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The Day I Nearly Sparked an International Incident in Lanzarote
Back in 2022, we took a trip to Lanzarote and stayed at the lovely HPB property, Santa Rosa, tucked away in Costa Teguise on the eastern...
The Soundtrack to Saying "I Do" (and Saying Goodbye)
I have a mate who writes band discographies for music mags, tracking down every obscure vinyl press and CD release a group has ever put...
Your Brand Doesn’t Need More Content. It Needs a Point of View
There’s a brand I’ve been watching recently that posts like clockwork. Reels, carousels, Stories, the inevitable cross-posts to TikTok....
The Creative Friction Behind a Masterpiece
Just returned from holiday, where I spent some time reading One, Two, Three and Four by the legendary recording engineer Richard Digby Smith
Stuck in Pilot Purgatory? How to Bridge the AI Leadership Gap
While I was away, the Chartered Management Institute (CMI) dropped its Artificial Intelligence; Real Leadership report. If you are trying...
The "AI Can't Do That" Delusion: How We Proved an Enterprise Skeptic Wrong
As the CEO of a small company who still rolls up their sleeves to do new business sales, I’ve always viewed objections as a fantastic...
The Infinite Leverage: Why Being an AI-Native, Zero-Code Business is Actually All About the Humans
There is a massive misconception floating around the business world right now. People look at the rise of "AI-native" organizations and...
Why Clinging to Cold Calling is Like Waiting for a 56K Modem to Connect
Remember the internet cafe?
There was a time, back before ubiquitous WiFi, when we actually relied on them. If you wanted to check your...
Beyond the Pages: What Seeing My 4th Book ‘In the Wild’ Taught Me About Leadership
I am incredibly honored and humbled to see my 4th book out in the wild and making an impact!
Seeing leaders like Tim Ohai taking it along...
The British Guide to Surviving the Wild West (or: How I Almost Died of Embarrassment in Wyoming)
It all started with a classic American road trip. The plan was simple: drive from Denver up to Cody, Wyoming, use it as a base camp for...
From the Derby to the Classroom: The Long Walk for Social Change
We recently had an election here in the UK, and while it was for local councils, I still believe that exercising our democratic right is...
I was in Pans People (Sort of)
My parents were massive fans of the Scouting movement. Back when we lived in London, I was part of the 6th Harrow Cubs, a group that was...
Why Your "Closed Lost" Column is Actually Future Pipeline (If You’re Doing Social Selling Right)
In the world of B2B Go-To-Market (GTM) strategies, we tend to look at the CRM through a very binary lens: you either won the deal, or you...
Are you really using AI or are you AI washing?
It seems like you can’t open LinkedIn, read a tech newsletter, or sit through a pitch deck these days without being bombarded by the...
The "Easy Button" Myth: How AI Teammates Actually Upgrade Your Entire Sales Force
Someone recently dropped this comment on a post about our Sales and Marketing AI Agent:
"On AI: I'm not convinced automating the output...
The James Bond of the American Highway (and the Art of the Mid-Trip Supply Drop)
If you caught my last post, you’ll know all about our Denver trip and British Airways’ decision to send our luggage on its own solo...
The Millennium Bug That Never Bit
I’ve written about my Nan (My Mum's Mum) before, blog here. Born on November 12th, 1910, she was orphaned at just ten years old and sent...
The Illusion of the Glide
I used to work with a salesperson who was the definition of a journeyman. When the market was up, he was flying high; when the market...
The 4-Step Pitch Formula: How to Get Booked on Your Favorite Podcasts
Every week, my inbox fills up with podcast pitches. Most of them are long, rambling, and completely miss the mark. But lately, I’ve...
AI without trust is just noise
The AI hype train is running at full speed, and frankly, the noise is becoming deafening. Every day, another tool promises to automate...
Why Your LinkedIn Profile is Killing Your Sales Pipeline
Is your LinkedIn profile a better salesperson than you are?
It’s a question I ask a lot of salespeople.
They usually look at me as if I’ve...
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