This time last week, I was introducing speakers and fielding questions in the Future Leadership track of the UNLEASH conference and expo in Paris. I was also speaking to close out the Leadership track of presentations. My presentation focused less on Developing 4th Industrial Age Decision-Makers to create outcomes while dealing with VUCA: the volatility, […]
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Information is not knowledge, to make a decision you do not need more information, you need more knowledge and insight. But where does this come from? Information is abundant; what there is a shortage of is insight. What has changed in recent years is not the selling process, but rather the buying process is more demanding […]
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The internet has changed the way we all buy products and services, and this is no different in the B2B sales environment. No longer are we willing to be interrupted with sales with adverts, cold calling or cold emails, the buyer now has a glut of readily available information literally at their fingertips. Sales and […]
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I recently spoke to a group of Speaker’s, CEOs and Sellers and asked, “how many loves to sell and think they are a skilled salesperson?” Shockingly, only 10% of the room put their hand up. Given that selling is fundamental to business growth, then this is an issue. The reasons that many Speaker’s, CEOs and […]
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Today, social (that’s networks, platforms, selling) is a critical part of any sales process. I know it’s another thing to do, however, your buyers are already doing it. If your sales team have the wrong attitude towards what is a present day essential go-to-market strategy, then you have already lost the sale.
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The Military enters new markets first on social before they step foot on the ground (my source is Timothy Hughes). Do you think your first point of contact with an unfamiliar connection should be through social engagement? If the Special Air Service (SAS) is engaging on LinkedIn, so should you be?
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