10/12/2020 12:00:00 AM Join the buyers' journey earlier as a trusted advisor. By Passle Both leading analysts Gartner CEB (below) and Forrester have found that the buyers' journey has substantially changed prior to contacting...
11/26/2018 12:00:00 AM Taking on the big boys - 5 challenges for smaller technology firms By Will Eke I had the pleasure of attending an event last Thursday in London hosted by a tech company in the marketing technology space. The event...
10/22/2018 12:00:00 AM We don't care about what you sell. What we do care about is your capabilities - MS Amlin's Dr. Paul Taffinder By Freddy Dobinson "The market landscape is shifting quite dramatically for what startups and incumbents need to be thinking about on behalf of their...
12/4/2017 12:00:00 AM How to drive employee advocacy... What you can learn from 'Commander's Intent' By Freddy Dobinson I first came across the concept of Commander's Intent reading The Challenger Sale by Matthew Dixon and Brent Adamson. In brief, this is...
12/4/2017 12:00:00 AM Constructive Tension, Thought Leadership & Education: The keys to a successful business relationship By Eugene McCormick Following a recommendation from Spencer George of Pegasystems, I recently got hold of a copy of The Challenger Sale, a very well regarded...