12/17/2024 12:57:58 PM Thinking of AI as an engine, not a solution By Adam Elgar Like many others, we see step-change advantages for our clients in the use of Generative AI over the pre-AI technologies, and it is now...
9/25/2020 12:00:00 AM The What, When, Why, Where & How Of Account-Based Marketing In Professional Services By Will Eke I tuned in to a very interesting virtual talk yesterday by the self-named 'Grandmother of ABM' Bev Burgess who is the ABM practice lead...
7/6/2020 12:00:00 AM Content Sales - what we can learn from the old school By Adam Elgar I recently met with a senior sales professional at a global software company and while we were talking about using content to advance...
2/24/2020 12:00:00 AM One event attended + one blog post = 3 new clients... By James Barclay Everyone loves a bit of Return On Investment. Proven results, a nice list of ingredients in, and a lovely cake out! Life (and sales) is...
2/13/2019 9:48:13 AM This is worth watching, trust me By Adam Elgar I saw the brilliant video (30s) below and thought I should write a post about the importance of clear communication in building trust. ...
1/28/2019 4:26:23 PM GDPR prepares to "wreak havoc" on Martech By Adam Elgar For a while as we approached the May 2018 deadline, everyone we spoke with was obsessed with GDPR compliance. However, since it came into...
1/23/2019 9:18:19 AM Being the only salesperson eating 3/4 of the pie By Adam Elgar 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...
1/21/2019 3:00:53 PM The Secret to Successful Account Based Marketing (ABSAM) By Connor Kinnear 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...
1/7/2019 11:43:35 AM "Audio is going to be titanically important" - Marc Andreessen By Adam Elgar 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...
12/3/2018 12:00:00 AM “Attitudes drive Behaviour and Behaviour delivers Results” By Passle Brian Curran explains about customer behaviour very well here. But I want to think about this behaviour in the context of evolving ABM...
11/28/2018 12:00:00 AM “Great leaders do not create followers, they create more leaders.” Tom Peters By Adam Elgar I met with a CMO of a leading law firm a while back and he was describing how his firm's direction was determined by "Four hundred...
11/16/2018 12:00:00 AM All content needs a purpose. Without it, it's just noise. By Passle Over the years I’ve been asking myself how bespoke does content need to be? Do we need to create truly personalised 1:1 content? In...
11/16/2018 12:00:00 AM The art of cross-selling By James Barclay Cross-selling is a key goal for most professional service firms and especially the law firms I talk to. Done well, it can generate...
11/14/2018 12:00:00 AM Open source. The $34 billion idea that marketers have a lot to learn from. By Samuel Page Open source is an approach to software development that sacrifices a measure of control in order to gain engagement from a wider...
11/14/2018 12:00:00 AM Writing outperforms speaking at conferences - CB Insights By Adam Elgar My first job coming out of university was organising conferences about the big business issues of the time, which was mainly the collapse...
11/13/2018 12:00:00 AM When should an email become a blog post? By Passle I recently ran a workshop with a leading law firm where the discussion focused on Expert-to-Expert marketing and how they as the subject...