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PROFESSIONAL SERVICES BUSINESS DEVELOPMENT AND MARKETING INSIGHTS

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The 2019 study below echoes the findings of previous years. It starts with a definition of Thought Leadership (below). I think this is...
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We may have long ago grown weary of Brexit but at last things appear to be happening. That helped ensure this morning's PM Forum event...
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Often, when selling, we think we need to compete on the things that matter to us; which is usually money. This often drives salespeople...
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Back in 2011 Google told us that capturing the key decision making moment or ZMOT (Zero Moment of Truth - the first step of the customer...
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Last week I was on Linkedin Marketing Labs webinar where Hillary Lyons and Johnny Cullen took us through some of their tips for building...
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I stumbled across this update on LinkedIn and it really struck a chord with me. Every day I talk with experts who are keen to get their...
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I recently posted a short insight on Linkedin. A good friend read it and reached out for some advice about writing and whether he should...
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Towards the end of 2018, I received an email asking for my address so Reid Hoffman could send across a copy of his latest book. A few...
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In the fifth of our "five"-minute Podcast series, it's my turn to have a quick chat with Sam.  We look at sales and marketing alignment,...
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I met Team GB Rower Charles Cousins yesterday. As we talked, I was reminded of a poster that hung on the wall of my own rowing clubhouse,...
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I saw the brilliant video (30s) below and thought I should write a post about the importance of clear communication in building trust....
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The Edelman Trust Barometer looks at 'Trust at work' and what they call the new employer-employee contract.  I was particularly...
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Last week I had the pleasure of attending the annual Legal Services conference hosted by Jepson Holt. Whilst it was a great event with...
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Growing by 37x in a year or contracting by 97%. That is the compound mathematical effect of being 1% better every day, instead of 1%...
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Once upon a time, Cyance were a demand generation agency, doing traditional high volume approaches with the hope that some of the mud...
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In the fourth of our five-minute Podcast series, it's my turn to have a quick chat with Sam.  We look at the buyer journey, why it's...