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Clone Buyers, 57% & Other Bullsh*t
I’ve read too much bullshit about buyers recently – who they are, what they like, how they buy. While profiling a specific buyer or team can be helpful, a lot of this generalisation… well, isn’t. Talk to Us About Creating Better Sales Conversations Now...
Creating Assets that Sales & Marketing Teams Actually Use
Mark often uses a story about a time he bought a weights bench, stuck it in his garage, and failed to get an Arnie body. It didn’t work… because he didn’t use it. Talk to Us About Creating Assets Your People Will Use Investing in sales and...
Digital Chops Won’t Save Sh*t Sales People
Basically, this quick read boils down to a one-line, even quicker read: digital is just another tool kit. There are a lot of sales people out there with an ‘all the gear, no idea’ approach to digital – they’ve scraped together solid, high-value networks...
Useless Frontline Sales and Marketing Teams? It’s All Your Fault.
NEWSFLASH: Sales and frontline marketing pros who aren’t properly equipped to socialize and share their (your) messaging are more or less useless. And whose job is it to ensure that they are properly equipped? You can point at enablement all you like, or...
Marketing is Selling… So Why Aren’t We Equipping Marketers?
The sales/marketing lock in gets a lot of airtime. Sales ‘gurus’ all peddle their own line on what it will take to streamline that relationship and drive bottom lines, but one thing is certain – if you take away where in the buying cycle they are engaging...
Coffee Shop Pitching – Whiteboarding… Without the Whiteboard
In the right hands, the humble office whiteboard is the perfect tool for socializing and sharing ideas, communicating value, and persuading audiences. But it is just that – a tool. Sometimes it’s everything else – the idea, harnessing visuals to...
Selling & Marketing with Emotional Monsters
When dealing with people, remember you are not dealing with creatures of logic, but with creatures of emotion - Dale Carnegie Last week I sat watching a massive, muppet-style monster dancing with a little boy on TV while my partner quietly teared up next to...
Drawing Your Ideas: The Secret Weapon for Sales and Marketing Pros
A combination of design tech, the idea of doodles being ‘juvenile’ and sales and marketing professionals with no self-confidence have all contributed to the idea of visual comms as something fenced off, set apart from everyday sales and marketing tasks, sent to...
Brexit, Social Selling & Sound Bites
Watching Theresa May trying to get Brexit talks back on track has got me thinking about when Michael Gove uttered that immortal line “people in this country have had enough of experts”. It was rubbish, and he was widely ridiculed… but then it turned out...
