12 Oct, 2020 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...
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...
06 Nov, 2019 Why you need to demonstrate that your firm are 'true professionals' By Adam Elgar Harvard Business Review published a great article in 1966 that looked in detail at how people buy and sell Professional Services and how...
09 Oct, 2019 London Law Expo - How to turn your busy experts into recognised thought leaders. By Samuel Page Yesterday, Passle was lucky enough to sponsor the London Law Expo at the Old Billingsgate. Over 1,400 people came to understand the...
12 Jun, 2019 63% say they are “totally capable” of developing an RFP based on content they find themselves By Passle New research from Forrester tells us that 68% of B2B buyers prefer to conduct online research on their own, with 63% of them doing so...
26 Apr, 2019 57% of Salespeople missed their target in 2018 By Samuel Page If your sales team fell short last year - you might not be the only one. In fact, the majority of salespeople failed to hit target in...
10 Apr, 2019 LMA 2019: Marijuana, legal changes and the power of content marketing. By Eugene McCormick I just sat in another great talk around how to grow a niche market in a mid-sized law firm at the Legal Marketing Association Annual...
11 Mar, 2019 Two ways to increase your margins now! By Tom Elgar It is important to engage with your customers early in the sales cycle; I came across the post below by Rachael Evans & Alexandra Kent of...
04 Mar, 2019 3 must-haves for Marketing & Sales in 2019 By Samuel Page Sales organisations in 2019 have started to adapt to the way that digitally enabled, information wealthy consumers want to buy. But there...
04 Mar, 2019 What B2B sales and marketing can (and probably should) learn from how we buy cars... By James Barclay When I was 17 my Dad asked me to go and buy him a car. To be clear he did not want me to pay for the car - he just really did not want...
25 Feb, 2019 LinkedIn Marketing Labs - building a content strategy By Samuel Page Last week I was on Linkedin Marketing Labs webinar where Hillary Lyons and Johnny Cullen took us through some of their tips for building...
07 Feb, 2019 Passle Podcast Episode 4 - 5 minutes on engaging earlier in the buyers' journey By Passle 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...
19 Nov, 2018 The Buyer Journey - when should you be engaging with your customers? By Samuel Page As buyers have gained more and more access to information, they’ve begun to make more of their buying decision before reaching out to...
15 Nov, 2018 Do the people that matter know what you do? By Passle If perception is reality, how do prospects or even clients perceive your business? There are a number of pieces of research that indicate...
22 Oct, 2018 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...
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...