Monthly Archives: September 2016

CRM Hijacks Customer Experience Strategy

CRM Hijacks Customer Experience Strategy

Customer Relationship Management needs to be a strategy that’s focused on creating the best possible customer experience, supported by well…

How to Build Your LinkedIn Center. Social Selling 3.0

How to Build Your LinkedIn Center. Social Selling 3.0

2015 will see the dawn of the rise of “LinkedIn Centers” to steadily replace traditional B2B marketing activities for demand…

Cultural Fit – The Toughest Element in Hiring Salespeople

Cultural Fit – The Toughest Element in Hiring Salespeople

There is massive latent brand risk in any employee who is a cultural misfit or emotionally disconnected from positive values….

The Ingredients For Successful Selling

The Ingredients For Successful Selling

The ability to sell is especially important in leadership and business because failure creates the most severe problem an enterprise…

Your ‘Quota Crusher’ Profile Is Hurting You

Your ‘Quota Crusher’ Profile Is Hurting You

Jill Rowley advises sales people to avoid the persona of a ‘quota crusher’ and Koka Sexton at LinkedIn says members…

Trust Is The Foundation Of Every Sale

Trust Is The Foundation Of Every Sale

Even in large complex selling, it’s individuals who actually make purchasing decisions and they care about value for money and…

Six Things Politicians Can Learn From Sales

Six Things Politicians Can Learn From Sales

There is more to sustaining the support of the voting electorate than ‘bagging bin Laden’ or ‘shirt-fronting Putin’. Leadership is…

Eight Secrets of Personal Success

Eight Secrets of Personal Success

Success is about being the person worthy of it (I think the guy in the middle of this picture looks…

Artificially Intelligent Selling

Artificially Intelligent Selling

Sales, the final frontier… Social, Mobile, Cloud and Big Data have dominated the ‘trend’ conversations in 2014, and all four…

The Rocks & The Sand

The Rocks & The Sand

“The key is not to prioritize what’s on your schedule, but to schedule your priorities.” – Stephen Covey There’s never…