21 Oct, 2020 LMA 2020: Is sales still a dirty word at law firms? By Alistair Bone This week saw the return of the Legal Marketing Association's Annual Conference - normally a throng of busy 'fee-enablers' networking,...
09 Dec, 2019 Differentiating yourself in a digital world: Why you need to tell YOUR story By Freddy Dobinson The need to differentiate is not a new phenomenon in business-to-business service lines. What has changed however, is the number of...
12 Sep, 2019 The post-sale handover: A nightmare experience and how to avoid it By Eugene McCormick I write this in a frustrated tone after having spent the weekend moving into my new house in London. Without getting into the details, as...
30 Jan, 2019 What does the 2019 Edelman Trust Barometer mean for sales enablement? By Passle The challenge and objective in sales is to build a trusted relationship with the buyer early enough that you position yourself as the...
28 Jan, 2019 Follow Up & Follow Through - What you can learn from Tiger Woods and Aaron Smith By Freddy Dobinson 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...
25 Jan, 2019 Edelman Trust Barometer 2019: Activate employee voices. Celebrate expertise... By James Barclay Edelman's Trust Barometer 2019 just got published. Once again this year it states that the source within your firm that people trust...
18 Dec, 2018 Marketing and Sales Must Come Together to Build the Right Content for their Clients By Connor Kinnear The article below quotes a Salesforce stat saying that 85% of marketing content is never used. This is of no surprise to me as we see...
17 Dec, 2018 Small Change; Big Difference. The impact of just a little nudge... By James Barclay It has been my experience that salespeople will often acknowledge the role luck plays in a successful close (at least in private). ...
29 Nov, 2018 B2B Sales & Marketing post-GDPR - New Regulation By Passle GDPR was not created to ban cold calling or cold emailing; its purpose is to protect individuals from the EU's data. There is, however, a...
23 Nov, 2018 Buyers need content - 4 steps to make sure yours is hitting the mark By Passle Research from Forrester has shown that the average consumer reads 11.4 pieces of content before they buy. This is a figure that would...
07 Nov, 2018 Faiz Rehman of Microsoft - enabling your team to be confident & comfortable online By Passle During a great morning with the Bridge Agency, The Sales Enablement Experts, Faiz Rehman of Microsoft provided a helpful insight into how...
31 Oct, 2018 If you aren't building consensus for a sale from day one - you're losing. By Samuel Page I've been reading a lot recently about marketing and how B2B firms need to reach out to buyers earlier in the sales cycle. (related: Only...
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...
01 Oct, 2018 Building commercial relationships through social media. Advice from the digital leaders. By Eugene McCormick We asked a group of business leaders in professional services one important question: “What do you do to build valuable relationships...
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...
15 Jun, 2018 The sales nudge nailed - via content By James Barclay The sales nudge. You really want to interact with a prospect or client but do not want to send a 'just checking in' or even worse 'just...