Creating pipeline seems to get harder and harder as the old ways of selling, such as cold calling and email seem to be drying up. Many of...

Cold calling has many issues, one of the problems is it's massive inefficiency.   After all it's a numbers game.  The more you call, the...

Does having somebody in your company that has “social selling” in their job title, mean that you are a social selling business? No, of...

My partner's 26 year old son stayed with us for a night this weekend. It's always amazing to hear his view on the world, he's off to work...

Last week I posted a list of areas that we see have changed in sales and the type of skills that are needed for the modern salesperson....

My partner's 26 year stayed with us for a night this weekend. It's always amazing to hear his view on the world, he's off to work in...

I've just seen an excellent post by my colleague Kevin Milne, the post is on LinkedIn here. Kevin says "A few insights from the Gartner...

Let's think of the business scenario, we need to get to the CEO to talk with the stakeholders of the business, the investors, the...

I'm currently delivering the last module in our social selling course to a team of salespeople.  We have trained and coached them on why...

This is an interesting piece of research by McKinsey.  Honest it is! McKinsey open with the paragraph "McKinsey global survey of 2,500...

Yesterday I was preparing for an up and coming podcast.  I will be interviewing, Ira Wolfe and he and I had a call to agree what we will...

I was asked recently about how sales had changed and I think the person expected me to talk just about the changes that had taken place...

I recently put out a blog about how to do big deals using social selling, and the conversations under the post turned into a discussion...

A friend of mine, who works for the German, accountancy software company SAP, laughed at me, when I asked him if he cold called. At the...

In this report by Gartner, they say that you can win more deals with buyer enablement.  What does buyer enablement mean? To quote Gartner...

I recall back in my corporate life, I got a new job and my first day was at the start of the quarter.  In fact, my first meeting, was a...