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Common sense…

…is not common practice. by Adam Gray | @AGSocialMedia Since I started working in the social media field (over a decade ago) one thing hasn’t changed. Our hunger to use social networks. Landscape In this last decade, every few months a new series of infographics,...

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5 Reasons to Applaud GDPR

by Ian Moyse | @imoyse With days to go until GDPR becomes enforceable as law, I continue to be invited to keynote at events, speak on webinars and the like, finding even at this late stage that many in the audience are only just started on their GDPR journey. It is...

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How to Measure the “art” of your Sales Force

by Tim Hughes | @Timothy_Hughes Sales force Automation (SFA) and Customer Relationship Management (CRM) products have been around 20 years, we have all used them at some point. But a CRM or Salesforce Automation is just that.  It takes the science of selling and...

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What Do You Do When You Have Too Many Leads and Meetings?

by Tim Hughes | @Timothy_Hughes I was talking to one of our clients the other day and they complained. “Too be honest Tim” they said “since implementing your social selling program, we have so much inbound, we don’t know what to do with it”. We always teach clients...

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The Secret to B2B Influencer Marketing

by Tim Hughes | @Timothy_Hughes Most people who write about influencer marketing write in a B2C context.  We all see stars walking on red carpets and they are just walking billboards / advertisements for this designer or that.  This set of earrings or that, this make...

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Goodbye Klout!

by Adam Gray | @AGSocialMedia Today sees the demise of Klout, the “standard for influence” in the social world…but is that a good or bad thing? Like so many things it has its plus and minus sides. Klout was created to give social media users a “score” for their...

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Measure and Governance of a Social Selling Programme

by Tim Hughes | @Timothy_Hughes When you start a Social Selling program it is critical that you measure the program from the “get go”.  As it’s vital you can prove: It’s making an impact to your business You can show the individuals are progressing and demonstrating...

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Why LinkedIn Does not Equal Social Selling

by Tim Hughes | @Timothy_Hughes LinkedIn is social selling? We often get asked, (probably as LinkedIn has such a massive hold on the social selling marketing) and that (obviously) they want to sell you there product.  So many times people ask us is Linkedin = social...

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How Salespeople and Employees Can Blog (with Example)

by Tim Hughes | @Timothy_Hughes As part of our Social Selling / Employee Advocacy program here at Digital Leadership Associates we teach people how to blog. Blogging is a great way for sales people and employees to demonstrate they are “experts”. We know that any...

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Take action before it’s too late for you and your company.

by Adam Gray | @AGSocialMedia Before I get in to the meat of this blog, let me just run a few facts past you. These are facts that you already know, but nonetheless it’s a good idea to be on the same page: 2008 Barack Obama was elected President of the United Staes of...

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Another Social Media Expose ! – This Time On ‘YOU’ !

by Ian Moyse | @imoyse Want another ‘oh my god’ social media moment?  Then Read on! We have undoubtedly all heard about the Facebook – Cambridge Analytica scandal and the ongoing rumbles and concerns over our own data’s privacy and how our data is being used. Well...

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How to use Social to Run Your Business

by Tim Hughes | @Timothy_Hughes In this blog we are going to talk about how you as an organisation can use social to run your business as well as give you 10 tips on how to make using social in your organisation a success. Using social to run your business has become...

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Why your Digital Transformation Project will Fail!

by Tim Hughes | @Timothy_Hughes According to research from Genpac two thirds of Digital Transformations will fail. https://www.consultancy.uk/news/2656/two-thirds-of-digital-transformation-projects-fail Must admit, I thought they must have got that wrong. Having been...

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The 4 Step Journey Companies Go Through with Social Media

by Tim Hughes | @Timothy_Hughes I was talking with a customer the other day and they said, “you know people go through 4 steps as part of their social media journey?” I was amazed so I got her to explain. The first step on a companies social media journey is to employ...

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7 Myths About Social Selling

by Tim Hughes | @Timothy_Hughes I often write about social selling and in posting these blogs, I often get comments on LinkedIn, I have no idea where they get these ideas from or which joker is saying “social selling is …” but I wanted to clear some of these up. Here...

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How to Get Eight Figure Sales with Social Selling

by Tim Hughes | @Timothy_Hughes Adam Gray and I were in a meeting with a senior sales leader the other day and he asked “can you help me make eight figure deals?”. “Of course we can” was my answer.  This wasn’t some glib response, we can. It’s worth noting that this...

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You Want Your Sales Team to be Efficient? Try This…

by Tim Hughes | @Timothy_Hughes I recently read on a Facebook group about a person that spent Friday afternoon and Monday morning creating a list of 100 target people.  Apart from doing this at the weekend, I guess those are probably the best days to sit and invest in...

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I’m a radio star!

By Adam Gray | @AGSocialMedia Well, I’m not actually, but I do get asked to speak on radio shows most weeks to give an opinion on social media issues when there’s something in the news about it. Today, I was asked to speak on Talk Radio on the Julia Hartley-Brewer...

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Why Objectives are a waste of Time

by Tim Hughes | @Timothy_Hughes In his book “Obliquity” John Kay points out that actually objectives are a waste of time, what do I mean? If we go back to 1940, Prime Minister Churchill stood up in the UK Parliament and said that the United Kingdom would be...

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Purpose, passion and emotional stuff…

by Adam Gray | @AGSocialMedia I find it fascinating how often life gives you a reminder to practice what you preach. I like to think that we at Digital Leadership Associates are pretty good at taking our own medicine - we blog at least once per day, we are extremely...

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Why We Have Gone “All in” on Social Selling

by Tim Hughes | @Timothy_Hughes Adam Gray my co-founder and I were recently in Australia presenting to a number of large B2B companies about social selling and we were asked, why don’t we do a bit of cold calling and a bit of social selling? Seems like the perfect way...

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Who Here Has Had a “Road to Damascus” Moment?

by Tim Hughes | @Timothy_Hughes That was a question, my co-founder Adam Gray asked 17 attendees at a training session on Social Selling their company had commission us to provide. It was an hour through the training. How many people do you think put their hands?...

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The difference between training and empowering

by Adam Gray | @AGSocialMedia The other day we were running a two day “training” session for a new client and at lunch on the first day the client said that they were concerned that the training wasn’t effective, that it lacked energy, and that the pace was too slow....

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Why Endorsements on LinkedIn Are Worth Your Time and Effort

by Tim Hughes | @Timothy_Hughes eBay, Amazon, Airbnb, Trip Advisor, and Uber have all built their business models on people giving each other a rating.  Third party validation is important to all of us when we buy something. That book on Amazon, checking out an eBay...

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Why Advertising Has Failed Us

by Tim Hughes | @Timothy_Hughes At a recent workshop in Melbourne in Australia, Adam Gray my business partner painted the following metaphor. You get up in the morning and ignore the ads on the TV, then you get in the car and drive to work. As you listen to the radio,...

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Guest Blog – The 2018 Small Business Social Media Checklist

Guest Blog by Ashley Lipman | @outreachmedia 2018 social media marketing means working smarter not harder! With so many different platforms and ways to reach your audience, it’s normal to feel overwhelmed with your social media as a small business. This checklist will...

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The Inefficiency and Ineffectiveness of Cold Calling

by Tim Hughes | @Timothy_Hughes Back in the day, cold calling was the best game in town.  You created a list and called people up. Being on the phone was the quickest way to reach people and we always like to talk to people. The problem was that that it means...

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Using Social as a New Business Sales Person

by Tim Hughes | @Timothy_Hughes In the old days people used cold calling as a way to get hold of people too sell them something. When I use the term “cold calling” it is a metaphor for all cold outreach, telephone, email, inmails or advertising.  It is both...

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The 5 Myths of Social Selling Training and How to Avoid Them!

by Tim Hughes | @Timothy_Hughes My co-Founder, Adam Gray and I tour the world, changing lives with social, I’m sitting here in Melbourne, Australia, it’s something we are highly privileged to be able do.  What we often come across are people that say, “oh yes, I’ve...

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Let’s face the music and dance…

by Adam Gray | @AGSocialMedia A lot of time has been spent writing and talking about GDPR and its ramifications. We laugh when people say “that’s not going to effect my business”…because this simply is delusional behaviour. GDPR is going to effect every business....

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Relationship Selling in 2018 – It’s New and Improved!

by Tim Hughes | @Timothy_Hughes I was on a call with Microsoft the other day and they told me that their go to market is all about “Relationship Selling”.  You as reader are probably like me are pretty cynical and I thought I’ve been told that selling is all about...

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An uncomfortable truth

by Alex Low | @Alexander_Low I am going to tell you an uncomfortable truth. You are not as good at what you do, as you think you are. None of us are. There is always room for improvement. If you believe you have reached your best, then time to get out and either...

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How to Create a Sales Play Book That Everybody Will Use

by Tim Hughes | @Timothy_Hughes One of the things we often see is the use of “play books”, this is where a process that “worked” is captured and then rolled out across a company.  The assumption is that if we capture “best practice” and cascade it throughout the...

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How The Last Nail in the Cold Calling Coffin Got Hammered In

  by Tim Hughes | @Timothy_Hughes Many years ago there was a marketing practice called Direct Mail (DM).  The concept was simple, as a marketer you created a piece of DM and you sent as many by post as you could.  If you throw enough mud at the wall, some of it will...

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A thought about Zuckerberg

by Adam Gray | @AGSocialMedia Mark Zuckerberg is the fifth richest man in the world. he has an estimated wealth of $72,000,000,000 yes, despite this he wears the same jeans, hoodie and trainers every day (I believe he has several of each), he drives a 10 year old car...

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You Have Heard of #FakeNews Well What About #FakeViews ?

by Tim Hughes | @Timothy_Hughes You will have heard about #FakeNews it’s been around for 100s of years, where people have tried to control the minds of other people, usually for a political gain.  In the old days it was called propaganda. In the internet and social...

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Why Cold Callers Are Too Scared To Sell High!

by Tim Hughes | @Timothy_Hughes Think about it, any executive of any note has a personal assistant, spam filters, voice mail, ad blockers and AI on their email so any attempt to contact them will be blocked by a gate keeper, either alive or a bot. Add that to the fact...

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Why Cold Calling is Like Drunk Driving!

by Tim Hughes | @Timothy_Hughes My friend Graham Hawkins published one of our articles last week and I was surprised by the response and it got me thinking. The article was about GDPR, which if you didn’t know is new data privacy regulations in Europe.  Data privacy...

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The Boilerplate approach to Social

by Alex low | @Alexander_Low Can we have a template for InMails? Can’t I just get a content writer to author my Profile, or just copy yours? I will get my PA or Marketing to post on my behalf.   These are questions I get asked regularly in my workshops or 121 coaching...

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Email is Dead! – The Case for Enterprise Wide Social

by Tim Hughes | @Timothy_Hughes OK  it’s not dead yet but it is dying. In my personal life, I email nobody, even my 80 year old parents now use Facebook Messenger.  All my other personal contacts are -  on Facebook, Twitter, Snapchat, and WhatsApp etc.  In my personal...

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The biggest challenge your organisation will face…

…whilst trying to deploy social media. By Adam Gray | @AGSocialMedia We are fortunate enough to work with a number of very large organisations and help them to add scale to their social media. In doing so, we sometimes get to see patterns arise. I think it’s...

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Social strategy…and how it works

by Adam Gray | @AGSocialMedia Over the last 18 months we have worked with a number of organisations that have an appetite to become truly social. They see that social media provides the glue to hold their organisation together and bind it to its customers. They see...

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6 Lessons I learnt leading a Social Selling programme

by Alex Low | @Alexander_Low I have sat where you are sitting. 2 board presentations, convincing them of the merit of investing in Sales Navigator and why social is the way forwards when it comes to sales, business development & marketing. I was even able to give a...

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Why The Moving Image Is The Social Grabber

by Ian Moyse | @imoyse A picture paints a thousand words, but a moving image tells a story. Video traffic is expected to be responsible for the overwhelming majority of internet traffic by 2021 according to recent Cisco research. Last year it accounted for 73% of...

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Why a global social solution?

by Adam Gray | @AGSocialMedia It’s been great to be in Australia (and Singapore) for the last three weeks, a burst of warmth whilst England has been gripped by yet more snow, and a chance to work with some great companies, courtesy of our friend Graham Hawkins from...

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We Sent 200 Inmails and Got Nowhere …

by Tim Hughes | @Timothy_Hughes Adam Gray my co-founder from Digital Leadership Associates www.social-experts.net and I had a customer say this to us the other day, the conversation went like this. Adam: So how are you using LinkedIn? Customer:  Well not very well, we...

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Will Twitter Go Too Far?

by Ian Moyse | @imoyse Social Network providers such as Twitter, Facebook, Instagram and Linkedin are having to adapt and change their rules much like Google has had to consistently enhance its indexing methods. For example, in the old days of Google simply putting...

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LinkedIn – The Cheapest and Best Lead Nurturing Platform

by Tim Hughes | @Timothy_Hughes Whenever you prospect whatever method you use, there are always going to be 5 different responses:- No Responce Please go away Yes, interested Sorry, purchased one of these X weeks ago Interested but contact me in x weeks or months time...

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On Social and in Real Life, Nobody Likes a Smart Arse…

by Tim Hughes | @Timothy_Hughes Was recently reading some comments on LinkedIn and I had to laugh.... “I stopped cold calling and using content marketing over 10 years ago.... “ “The clever people have been using social for over 10 years ... “ Not sure if you have...

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Is Your Organisation Future Centric?

by Tim Hughes | @Timothy_Hughes Previously we have written about operating models and how many companies business models are no longer fit for purpose.  Why? Business models were designed around IT systems or were designed to be used for ten or twenty years.  We all...

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GDPR – Why De-Nile is Not a River in Africa

by Tim Hughes | @Timothy_Hughes There has been a lot written by GDPR the regulations that come into force on 25th May and a lot of it written by people who have a conflict of interest.  That is they have a company that business will be impacted by the GDPR...

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Mark Zuckerberg, Cambridge Analytica…and YOU!

by Adam Gray | @AGSocialMedia I’m sure you have heard the comment “You’re not the customer…you’re the product” and I think this needs exploring once again in light of recent revelations in the press about Facebook data being “harvested” by Cambridge Analytica to...

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Employee Advocacy Program? How To Get Executive Support

by Tim Hughes | @Timothy_Hughes There is a lot of talk and articles about Employee Advocacy, many of them are pretty “fluffy” and certainly wouldn’t stand up to any financial rigour.  As business leaders we don’t want to be shown research figures, they are all “so...

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Are they in job protection mode?

by Alex Low | @Alexander_Low But we have always done it this way. Feels like the William Wallace cry for freedom in Braveheart, except this is not a cry for freedom, more like an excuse. To protect their job.  People for the most part, especially under the watchful...

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Hey Salesperson – Now Is The Time to Rebel!

by Tim Hughes | @Timothy_Hughes Time and time again, we talk to organisations where the sales people get “social” and want to try social selling but are held back by management. Often these very same sales people, have read my book and have run their own pilots,...

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10 Straightforward Pointers for Great Content!

by Tim Hughes | @Timothy_Hughes I was reading an article the other day which came up with a load of new-fangled ways of creating content, measure this and measure that …. these are all things that will delay creating content as you will measure so many things, that...

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You are Going Full In on Digital Marketing, Why?

by Tim Hughes | @Timothy_Hughes In the old days, what I mean by that is pre-internet, we had a different why that we bought things (and we marketed and sold differently) didn’t we? First there was Advertising.  As we didn’t have the connected economy, the only way...

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We’re hiring!

Since Adam Gray and Tim Hughes started Digital Leadership Associates www.social-experts.net 18 months ago, they have been careful to understand the market, be very clear about the value proposition and build an impressive list of corporate clients reference sites....

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If Columbus can do it, why can’t you?

by Alex Low | @Alexander_Low Ask yourself this.  How and why do my customers/clients buy from me? If you don’t know the answer to this question. Stop reading this blog and pick up the phone to Chris Lang at Acuigen and he will be able to help you answer this...

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20 Reasons Why I Will Stick to Cold Calling

by Tim Hughes | @Timothy_Hughes I’ve always done it this way and there is no way I will try anything new. The cold calling gurus tell me not to change, I don’t agree they have a vested interest. What do you mean there are no gatekeepers on social?  I’ve spent my life...

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7 Management Ideas From my Favourite Manager

by Tim Hughes | @Timothy_Hughes One of the managers I had at my previous company was certainly the best manager I had, now I’ve had a number of good managers, maybe I’ve been lucky.  Like everybody, I’ve had some terrible managers too.  So what makes a good manager?...

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Social is about to pivot. And Microsoft are leading the way.

by Alex Low | @Alexander_Low 26bn buys you a lot. I mean a serious amount. So why did MSFT pay that for LIKD? Well now this is all starting to come to life. The applications that will now sync with Sales Navigator (link), and more importantly general LI data is moving...

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Why Your Current Operating Model is Out of Date and Broken

by Tim Hughes | @Timothy_Hughes Back in the 80s and 90s, when Soft Cell and Nirvana were flying high in the charts, accountancy companies and auditors sold you a set of “best practice processes”, often described as an “operating model”.  The objective behind this was...

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What is AI in Sales & Marketing?

by Alex Low | @Alexander_Low There is much hype around AI in Sales & Marketing. Having witnessed this in the Legal Sector for the last 2 years where every headline, practically every week talks about another law firm embracing AI for Legal Service delivery. Law firms...

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Why you need to (you know what) or get off the pot…

by Adam Gray | @AGSocialMedia Social media is here. 3,500,000,000 use social media regularly. 57% of the buying process is complete before the seller even knows that they buyer is buying. 80% of job vacancies are now filled via LinkedIn…these stats (and many more)...

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Why I don’t care about your awards dinner…

by Adam Gray | @AGSocialMedia It’s funny isn’t it. Every time you switch on LinkedIn you see loads of “awards dinner’ photos of people being given a trophy for the “most successful door to door vacuum cleaner salesperson in High Street Luton” or “best advert placed...

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Why Your Next Sales Guru is Not an Accountant!

bu Tim Hughes | @Timothy_Hughes Yes, accountants are jumping on the sales guru bandwagon! If you think about it, it makes sense, accountants run businesses and many large companies will be audited by accountants so why would’t they transform your sales team?  As you...

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Why it’s never too late to innovate.

by Adam Gray | @AGSocialMedia When I first moved from “digital marketing” so social media, some 10 years ago I had a successful design agency catering for SME businesses, and selling social media to these organisations seemed like the obvious next step in my...

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Why “Eyeballs” Has Never Been a Substitute for Revenue!

by Tim Hughes | @Timothy_Hughes I was called into talk with a customer the other day. The conversation started in a very guarded way but it soon became obvious they had been burned by many a “digital marketing agency”.  Well every “old school” PR agency and...

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Getting snowed-in and why the interruption it causes is good

by Adam Gray | @AGSocialMedia Today, I’m looking out of my home office window at 1/2 foot of snow and a blizzard blowing. Despite the fact I have a 4WD car I would get stuck if I tried to go any distance. I was thinking about how this “interruption” to business could...

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What makes an A-Player Salesperson?

by Tim Hughes | @Timothy_Hughes People often ask me what makes an A-Player salesperson and how can we take our B-Players and turn them into A-Players? While I don't have any formal research as part of the sales transformation at a previous company, I did interview a...

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The fundamental cornerstones of a successful social seller

by Adam Gray | @AGSocialMedia  At Digital Leadership Associates a fair amount of our time is teaching teams to be social sellers, partly it's because this is one of the things that we're really passionate about, and partly because it's something that clients...

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Only 22% of Marketers Understand GDPR!

by Tim Hughes | @Timothy_Hughes Here at Digital Leadership Associates (DLA) we are counting the days now until the European GDPR regulations are place.  So we undertook this twitter poll. Now we understand that 23 votes isn’t a massive sample, but a sample...

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Social Selling and Machine Learning

by Tim Hughes | @Timothy_Hughes Right before we start, I want you to know that this isn’t a blog that you need to be a data scientist or an egg-head to read. I’m writing this for somebody like myself, the average salesperson, who is interested in reading about how...

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It’s time to be brave

by Alex Low | @Alexander_Low I listened to Cindy Godwin talking about what it means to be brave. She cited examples of her colleagues running marathons after Chemo, herself working with Grayson Perry and the British Museum to promote unknown art & reposition their own...

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