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Question: What shall I write about? Answer: What you want to be known for. Focus on your niche!
I read with disappointment that UK tech firm Blippar has collapsed. It is always a shame to see great talent and ideas not pulling...
Marketing and Sales Must Come Together to Build the Right Content for their Clients
The article below quotes a Salesforce stat saying that 85% of marketing content is never used. This is of no surprise to me as we...
Small Change; Big Difference. The impact of just a little nudge...
It has been my experience that salespeople will often acknowledge the role luck plays in a successful close (at least in private).
Emotion in a digital age - a must in today's professional services
Having read a great article titled "Want to master the art of negotiation? You need emotional intelligence" by Helen Brand (CEO of ACCA)...
90% (!) of buyers said that they would be open to engaging with salespeople earlier in their buying process
Another great piece in the CSO Insights Buyer Preference Survey shows that buyers want to be engaged by salespeople but 70% of buyers find "
53% of Customer Loyalty is from The Sales Experience
Another way to look at the diagram below is that 'Company and Brand Impact' only contributes 19% to customer loyalty.
Here are the...
Your voice is unique & valuable - Insights from Michelle Obama
Michelle Obama spoke openly last week about how she still to this day feels impostor syndrome. If one of the most powerful and...
Digital transformation - Enable and empower those that want to lead
Unfortunately and unsurprisingly you cannot decide at HQ after a week of brainstorming and some group sessions to do 'Digital...
The Physics behind Distributed Leadership
Imagine you are the only point of contact for every last one of your firm's clients. Within a complex or multinational...
“Attitudes drive Behaviour and Behaviour delivers Results”
Brian Curran explains about customer behaviour very well here. But I want to think about this behaviour in the context of evolving ABM...
Make the change - 5 steps to reaching the people that matter
I recently read The Willpower Instinct by Dr Kelly McGonigal. The book specifically deals with how to make a change in your personal life...
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