20 May, 2020 How to sell Professional Services? Harvard Business Review's 1966 advice still holds true today By Tom Elgar This HBR article from 1966 is the first I have ever seen to have really analysed the psychology and processes behind the purchase of...
13 Mar, 2020 Your customers need your help! By Tom Elgar A fascinating article from HBR on buying processes in B2B. The idea is that the buyer, with the greatest information source the world has...
16 Apr, 2019 How to 3x the LinkedIn engagement of your firm By Tom Elgar One of the classic objections to going ahead with Passle is maybe best characterised as "let’s not run before we can walk". The idea is...
19 Oct, 2018 Gartner - the idea of Marketing handing over to Sales is both wrong and damaging By Adam Elgar The shift in B2B buyer behaviours continues to drive change in vendor organisations. People are no longer researching online, reading...
07 Sep, 2018 Report: Only 53% of salespeople make target - sellers have not adapted to changing buyer behaviour By Samuel Page Marketers and salespeople have known for some time that buyers are reaching out to vendors less and less. There is an excellent study...
27 Aug, 2018 Why does Content influence so effectively? By Adam Elgar I had an interesting conversation recently with Sam Page here at Passle, during which he asked why Content is so influential in...
14 Aug, 2018 A Practitioner's Guide to Account-Based Marketing - The Role Content Plays (Chapter 10) By Passle I was suggested to read this book by Andrea Clatworthy, Head of ABM at Fujitsu, as a good insight into the world of Account-Based...
30 Jul, 2018 Is your organisation a genuine thought leader? Find out with this three-way test. By Samuel Page The benefits of thought leadership are clear - positioning your firm and your people as experts should be an aspiration of every...
18 Jun, 2018 Great piece of content - who is it for? By James Barclay If your job is to encourage your team to write public facing content, then there are two questions to ask whenever someone creates a...
03 May, 2018 GoTo Post: A powerful - and easy - way to follow up By James Barclay The follow-up email. You know you should do it but it can easily slip to the bottom of your large pile of things to do. Example: Your...
23 Apr, 2018 How Sales can play a key role in content creation that will make an unaware, engaged prospect or current client buy By Passle Earlier today I watched this webinar by Edelman PR and LinkedIn who have leveraged their high-value network to ask 1300 senior decision...
22 Mar, 2018 How Content Can Industrialise Your Sales Process and Setup Value-Based Selling By Passle We all agree that content needs to exhibit key attributes to be effective. Edelman and LinkedIn found the following attributes to be most...
19 Mar, 2018 5 Simple Tips to Start Winning Business on LinkedIn By Connor Kinnear Here are five simple things to do to start generating new business through LinkedIn. These are things we do ourselves here at Passle and...
12 Mar, 2018 How to get experts to write content By Samuel Page In every organisation, there are those people in our organisations who know their field inside and out. Knowledgeable, experienced...
01 Feb, 2018 Five things that make content influential and how to get all Five. By Adam Elgar According to Edelman, the five components of good thought-leadership are that it is: Relevant, Insightful, Digestible, Trusted and...
29 Jan, 2018 How to nurture leads, the authentic and personal way. By Passle The statistics below strongly demonstrate that best-in-class sales organisations, whether a law firm, consultancy or technology business,...