Here is a message to sellers from a real buyer...
Outbound tactics without strategy are sheer lunacy. We must lead with an insight-driven value narrative ('hypothesis of value') or hammering away in blended channels is worthless. It’s not...
Marketing experts, particularly those with a vested interest in selling digital marketing products, have been predicting the death of cold calling for a long time.
They are wrong!
Not only is cold calling alive and kicking, it’s more...
You’ve finally scheduled that meeting you’ve been trying to get with a high level executive in one of your biggest target accounts.
You know that first impressions are critical and you want to make sure you get it right and don’t...
The most gobsmacking aspect of “The Big Short”, Michael Lewis’ brilliant book and the resulting (and highly recommended) movie detailing the 2007-2008 collapse of the world financial markets, is how many supposedly brilliant people...
The fifth hammer doesn’t contribute beauty and magic by fitting in. The fifth hammer makes a difference by standing out.” – Seth Godin.
Ever said those words? Ever said those words and it worked out? Ever said those words about a new...
I’d love to play at Wimbledon, or at least I would have 30 years ago, even if I would have been quickly hammered off the court. But, luckily for spectators, feckless amateurs can’t just rock up at Wimbledon with their...
We've all heard of Yo Yo Dieting. You realise you've put on more weight than you want. You starve yourself to get to your goal weight and, once there, go back to your old habits only to regain the weight. So you diet again...
Value propositions are notoriously difficult to craft, particularly in B2B. If you Google “value proposition” you’ll see a vast range of corporate blandness and predictable similarity.
Why is this so?
It’s rather...
I remember hearing someone say once ‘Bernadette, the answer is always no, unless you ask’ and I have always remembered that.
Whether I am lost in the car and can’t get the directions right, I will stop and ask someone for help,...
There is a quote in business that has been attributed to many people over the years…“Nothing happens until someone sells something” But from a sales perspective, the reality is..
“Nothing happens until you generate a lead!”
And...
