Becoming part of The Tangerine Dream- 5 key business learnings for us all
On Tuesday I was in Manchester for the yearly Legal Services conference hosted by Jepson Holt. One of the real highlights was being...
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'What got you here, won't get you there' - Change is coming for traditional law firms
Change was the over arching topic of the LS19 event up in Manchester last week and the presentation given by Chris Bull of Kingsmead...
How PwC are enabling Distributed Leadership with Salesforce and Introhive implementation
During today’s event at PwC, Andy Dwyer explained how and why PwC have deployed Salesforce and Introhive across the firm.
It reminded me...
What does the 2019 Edelman Trust Barometer mean for sales enablement?
The challenge and objective in sales is to build a trusted relationship with the buyer early enough that you position yourself as the...
Marketing fails without subject matter expertise
A couple of years ago, I worked for a documentation software company. We made a clever software that saved doctors, lawyers and other...
GDPR prepares to "wreak havoc" on Martech
For a while as we approached the May 2018 deadline, everyone we spoke with was obsessed with GDPR compliance. However, since it came into...
Follow Up & Follow Through - What you can learn from Tiger Woods and Aaron Smith
For anyone that has watched or played golf you will know how important your follow through is in driving the ball to the target. I always...
Edelman Trust Barometer 2019: Activate employee voices. Celebrate expertise...
Edelman's Trust Barometer 2019 just got published. Once again this year it states that the source within your firm that people...
Nudge Economics
Behavioural Economics was popularised in 2008 by the book Nudge. For the uninitiated, it's the study of effects of psychological,...
2019 will be a good year for "Glass Half Full" Professional Services Marketers
I had the pleasure of attending my first ever PM Forum event on Wednesday evening set in the grandiose Clyde & Co Offices near...
3 things I learnt about Podcasts
1 Time:
One of the first things we decided to do was to limit the time of our initial podcasts to 5-minute interviews. Partly this was...
Passle podcast EP2 - 5 minutes on LinkedIn & why Experts struggle with it
In the second in our 5 minute Podcast series, it's my turn to have a quick chat with our resident compère Sam Page. This time we discuss...
Being the only salesperson eating 3/4 of the pie
I have come across the statistic below more and more frequently over the last few weeks. I first saw it in a presentation by Fujitsu at...
The Secret to Successful Account Based Marketing (ABSAM)
Maybe it's not a huge secret but I see on a regular basis with my clients, (of those that have or are implementing Account Based...
Black Box Product verses a Lazy Consultancy - the IT sales conundrum
This issue was raised by a Senior Sales Leader at a major IT services company and it is a problem that faces all of the traditional IT...
My Podcast Recommendations - Scaling your Business, Innovation, Technology and Healthy Living
As Adam and Marc agree below, audio is becoming increasingly valuable as a means to engage your audience. I am a big fan of podcast and...
Why 'Customer Intent' should be part of your 2019 B2B Strategy
ThinkWithGoogle predict that in 2019 one of the highest growth areas in marketing will be around 'Intent'.
Defined as the thoughts...
Take Ownership, Beat your Competitors
When I was first promoted to manage a team I was advised to read all sorts of management books, which I duly did. The one that...
Learnings on Leadership from Stuart Lancaster: Be Authentic and Build "Distributed Leadership"
I was reading this rugby article in the Irish Times last week which looks at how Stuart Lancaster has used "public failure" to become a...
Applying a 1-2-1 approach for a 1-2-many business model
Expert-to-Expert. One expert communicating with another. Sharing insights, discussing ideas and navigating differences. This is how we...
Use Your Own Employees & Experts As The Magnet To Recruit Top Talent
2019 is upon us and candidates often use the festive break to assess and evaluate life with current employment normally high up the list....
"Audio is going to be titanically important" - Marc Andreessen
I'm not sure, as an investor, that I'd use the term "Titanic" as a descriptive but instinctively, I feel Marc Andreessen is right about...
Passle podcast EP1 - 5 minutes on Distributed Leadership
In this episode, Sam Page & I discuss how advisory and consulting firms have different leaders responsible for different aspects of...
Why do you brush your teeth? Consistency: how the accumulation of your actions leads to success
What does brushing your teeth for 2 minutes achieve?
Absolutely nothing unless you do it twice a day, every day.
It is the
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