Social Expert Blog

What Makes a Business Social Centric?

By Alex Low | @Alexander_Low In my experience, there are currently three trains of thought in the market today when discussing to what extent a business is social. We don’t need it. Our brand speaks for itself and our buyers don’t use social anyway. We are already...

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Social Media ROI – How to Demonstrate Real Value

By Dan Purvis | @DanPurvis Business investment in social media is growing. In the U.S. alone social media spending is expected to increase to $17.34bn in 2019 , indicative of the value social can bring to business. However, once you have invested in social media...

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TimTalks – How WeChat Leads in Social Media

In this interview Tim Hughes (@Timothy_Hughes) talks about the three reasons why WeChat is the number one social network; why its innovations continue to be copied by silicon valley; and whether the likes of Facebook, LinkedIn, Apple Pay, and Amazon will be able to...

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How to Sell a Lamborghini on LinkedIn

By Adam Gray | @AGSocialMedia Social media sometimes provides interesting insights into the human psyche. How people, despite their own experiences, sometimes fail to see and believe what’s going on. Whilst travelling to Canada I had an experience of this which made...

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How the Well Meaning Marketing Webinar is Killing Sales

By Tim Hughes | @Timothy_Hughes We were called in to see a prospective customer the other week by the marketing director and were told we needed to meet the marketing manager. “I don’t know why you are here really” said the marketing manager, “we are already social...

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Why We Need to Stand Up to Stop Social Spamming

By Tim Hughes | @Timothy_Hughes While sitting in the speaker lounge at the recent sales hacker conference, there was a conversation that I see many times on-line and off-line. It usually revolves around the fact that people think that “social selling means selling...

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Your Lack of Social is Losing You Deals to the Competition

By Tim Hughes | @Timothy_Hughes One area of the modern buying process that often isn’t discussed is the last “33%” of the buying process. What do I mean by that?  We often hear the CEB research that buyers are 57% of the way through the buying process and at 57% they...

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Why Sales Hacking is Dead

By Tim Hughes | @Timothy_Hughes I was at a conference the other week, where there was a presentation about how sales people can use manipulative techniques to get people to open emails. Let’s think about that for a second.  You are going to spend time and effort...

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Why Go Through the Motions When You Can Be a Leader?

By Adam Gray | @AGSocialMedia I am passionate about social. I am passionate about business. I am passionate about the future. That’s why I often “rant” about things. I feel as if the soapbox was invented just for me! As I sit here early one Saturday morning thinking...

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Innovate or die

By Adam Gray | @AGSocialMedia It’s early on a Saturday morning, the family are all still asleep, so I’m checking messages and I come across a video clip of Gary V that Tim has drawn my attention to: “Innovate or die”. Gary is talking about why Toys-R-Us has gone...

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Why You Should Always Plump Your Cushions

By Alex Low | @Alexander_Low I have just had an amazing weekend away with my wife, celebrating her birthday and getting some much-needed rest from being the parents of a two-year-old. We stayed at the Dormy House Hotel in the Cotswolds and it is an amazing place:...

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How to Turn Tweets into Measurable Actions

By Tim Hughes | @Timothy_Hughes Somebody recently told me about their social media campaign and how it “did nothing”. And I’m sure there are many such campaigns. So how do you (with few followers) create a campaign that people interact with or better still generates...

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DLA in Australia: Being Social, Going Global

By Adam Gray | @AGSocialMedia As I sit in a shopping centre in Melbourne in between meetings, I am spending a moment to reflect on where my life has gone…and how I got here. Why? Because perhaps as you in your business, despite your best efforts you simply cannot know...

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Gone in 1.3 seconds

By Alex Low | @Alexander_Low I was at the Insurance and innovation disruption event a few months ago and Nicola Day from Facebook shared this stat: “You have 1.3 seconds to engage someone with content before they thumb down” In the first instance, this sounds crazy....

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Sales is Hard Work. Get Used to it or Get Out!

By Tim Hughes | @Timothy_Hughes A salesperson friend of mine called me up and the conversation went like this … Salesperson: They have re-organised again and I have a set of fresh accounts. Me:  What a great opportunity. Salesperson:  But I’ve got to ring them all up....

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What Social Selling Is. (And what it isn’t)

By Alex Low | @Alexander_Low I still get asked the question, "What is social selling?". But I'm not surprised. I still see lots of posts from other businesses that claim to offer social selling as a service, but which misunderstand the basics. As more and more of...

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Why I Love Cold Calling

By Tim Hughes | @Timothy_Hughes I was cold called today, the conversation went something like this. "Hi is that Timothy?" "Yes, who’s that?" They tell me their name: "I've been on your website and see you don't use video, would you be interested in using video?" "I...

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Are You Social Selling or Social Marketing?

By Tim Hughes | @Timothy_Hughes If you didn't know, social selling is a reaction to the self-educated buyer. But in spite of the name, it is not selling on social. It's subtler than that. Let's start at the beginning This isn't about social selling vs cold...

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Social media: the Email Killer

By Alex Low | @Alexander_Low I have been working for myself for the last six months and it has been an amazing eye opener. It is the first time in my 15-year career that I have not been wedded to a corporate mothership, and boy does it feel good. One of the biggest...

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Social Selling: The Symbiosis of Human and Technology

By Alex Low | @Alexander_Low Don’t worry. This isn’t another post about how we are about to be overrun by cyborgs and that this is the end of humanity as we know it. What is evident, however, is that the sales and marketing functions are about to move into an entirely...

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10 Things I Have Learned about Social Selling in the Last Year

By Tim Hughes | @Timothy_Hughes It’s now a year ago to the day that Adam Gray (Twitter: @agsocialmedia) and I set up Digital Leadership Associates (Twitter: @digitalleadersA). It’s been an interesting year and yes, I’m having the best time of my life.  Living the...

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Forget Cold Calls. What Do You Think About Warm Calls?

By Tim Hughes | @Timothy_Hughes What is a cold call? It is a way of using the telephone to interrupt somebody.  Email marketing is similar, you send emails to a stranger to interrupt them to try and sell them something. This works up to a point. But the problem is...

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We Are Entering the Golden Age of Selling. Here’s Why

By Tim Hughes | @Timothy_Hughes Selling has changed in the last five years.  Why?  Because the buyer process has changed. Whenever something is purchased, from a car to a multi-million dollar IT system, people are using search engines and social networks to...

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Martech and Marketing Operations: Perfect Match for Growth

By Dan Purvis | @DanPurvis In the past we've challenged the role of martech in the future of sales and lead generation. But there are some elements, especially in the field of data analytics and automation that have an important role to play. In the first of a series...

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Why We Run Our Business on Social

When I worked in the corporate world I was lucky enough to work for a sales leader who "got" social.  Not in a, "I say I do because I need to politically", but in actual deeds. As somebody once said to me "leadership that "gets" social is a competitive advantage"....

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Why Traditional Sales is so Much Better than Social Selling!

By Adam Gray | @AGSocialMedia I seem to keep seeing articles (on LinkedIn primarily) about why traditional telephone sales and meetings are better than social selling…and whilst usually I don’t rise to such bickering I felt compelled to write something this time. For...

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Why Martech is Like a Pair of Flared Trousers

By Tim Hughes | @Timothy_Hughes My business partner tells a story about the time he drove to St. Albans, which is a town a few miles outside London. When he got there, his client was very excited and agitated.  What’s up, Adam asked.  “Did you see our ad?”, was the...

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Stop making excuses before it’s too late

By Adam Gray | @AGSocialMedia At Digital Leadership Associates we are fortunate enough to work with a load of great companies, some of whom are household names. Many of them are globally successful organisations and have recruited (and retained) some of the most...

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The Transformational Power of Social Media and the BIP

By Adam Gray | @AGSocialMedia The transformational nature of social media is something that we couldn’t possibly have envisaged even 20 years ago. That’s something I can’t stop talking about (if you’ve met me you’ll know what I mean!). So, let me tell you about where...

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How Do We Get More Leads and How Do We Get More Meetings?

By Tim Hughes | @Timothy_Hughes Things have changed in the last few years.  Buyers start their own buying process, they self-educate on-line advising us sales people.  Why?  Well, today we have a bad rap.  There are too many people with manipulative scripts...

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How to Be a Hit on Social Media

By Tim Hughes | @Timothy_Hughes Founded in 1957, The Shirelles were an American girl group, that had their first hit with “Tonight’s the Night”, in 1960.  They went on to have seven top 20 hits.  “Will You Still Love Me Tomorrow?” was also released in 1960 and gave...

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Turning Social Into Real World Connections

By Ian Moyse | @IMoyse Having been on social networks for many years, starting with Linkedin, progressing to Twitter and then others, I have found that the real benefit is meeting great people that you would have missed otherwise. Many people in business often ask me...

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Digital Marketing is Dead. Here’s why

By Tim Hughes | @Timothy_Hughes In the blog "Take a Long Hard look at your Social" I make the comments: People don't read ads anymore We fast forward through ads on the TV If you call me and I don't recognise your number in my phone I won't take the call Send me an...

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Lurker marketing. The next evolution in advertising?

By Tim Hughes | @Timothy_Hughes For those of you that don’t me, I have 190,000 followers on twitter, all grown organically over the last eight years.  Even our company twitter handle DigitalLeaderA grows organically by 1,000 followers a month. The secret?  Good...

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Too busy to plan social? It matters more than ever

By Adam Gray | @AGSocialMedia When I first started out in sales a sales mentor sat me down and explained that “less is more”.  He respected my energy and tenacity but pointed out that sales wasn’t about “plate spinning” and “numbers”, it was about winning.  The more...

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Summer’s over – who pulled the plug on my pipeline?

By Tim Hughes | @Timothy_Hughes Why is it like this every year? Budgets are tight all year round, even through some of the best demand generation months. For example, in Spring and the run up to summer.  Then we all get back from holiday in September and the...

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JD Wetherspoon and the death of the email database

By Adam Gray | @AGSocialMedia Since the advent of digital marketing one of the key objectives has been to “build an email list”. This is because a database of customers and prospects has been thought to be a highly valuable asset for the business. So, the marketing...

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Six Social Tools You Haven’t Found Yet

By Ian Moyse | @IMoyse Through my work both as a sales leader and as a social sales advocate I am always on the look out for new tools and approaches that can make social engagement easier and help you to stand out from the crowd. Here are a few I have found that you...

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How Do I Make My Sales Number This Year?

By Tim Hughes | @Timothy_Hughes As we move into the summer session many of us will have time to think as we go on out holidays. One question which will be on many people’s lips will be, “how will I make my sales number this year?”. The lucky few will have already made...

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A Social Media Project Can Get You Promoted. Here’s How

By Adam Gray | @AGSocialMedia Social media: It’s funny how sometimes there’s an elephant in the room We talk to lots of businesses about their social media: Social strategy, social selling, social marketing, even managing social on their behalf. We have yet to come...

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Has GDPR Killed Email Marketing?

By Tim Hughes | @Timothy_Hughes Must admit I missed this article, it was only after Alex Low, who runs my Social Selling practice pointed it out, that I read it. Wetherspoons just deleted its entire customer email database – on purpose To save you reading it,...

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Every Business Needs a Content Strategy. Here’s why

By Peter Springett | @PeterSpringett What’s your content strategy? This is a critical question every business needs to ask itself in 2017. In this article, I’ll explain the key activities and skills that are needed, and why they’re so important. Firstly, content...

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Investing in marketing automation? Read this article first

By Adam Gray | @AGSocialMedia In the past, I worked for a large technology company and they had some fantastic marketing automation software which promised to revolutionise marketing. And it did, but not in the way that clients had hoped for. Let me rewind a little...

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What Are You Famous for? How SEO Impacts Personal Branding

By Tim Hughes | @Timothy_Hughes Get your next job by creating an on-line presence Go on-line and search and you will see many articles about search engine optimisation (SEO) and how websites can be tuned for the algorithms in Google.  There is a whole industry built...

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Gestalt thinking: Why it matters to your sales pitch

By Adam Gray | @AGSocialMedia The human brain is extremely complex. It processes data in multiple streams simultaneously and it is able to grasp and hold multiple and disparate concepts at the same time. To do this it employs some very interesting techniques and you...

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Is Digital Transformation the way forward?

By Katie King | @katieeking Today, the growth and evolution of an organisation strongly depend on its ability to integrate technological innovations, and the general thought process is that to thrive in these changing times, a company must adapt quickly.  The rapid...

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All the gear and no idea

By Alexander Low | @alexander_low We have all seen them, I have probably even been one of them myself in the past. You know who I am talking about. Be it in the gym, on the running track, ski slopes, sports field – there is always “that guy”.  He is sporting the...

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Social Telephones Go Unanswered

By Ian Moyse | @imoyse The standard telephone has been a stalwart of our working lives going back decades. Customers would call during normal working hours and out of hours get a “we are closed between X & Y o’clock, please call back” message. This was something...

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Why we run our business on social

By Tim Hughes | @Timothy_Hughes When I worked in the corporate world, I was lucky to work for a sales leader who "got" Social.  Not in a "I say I understand because I need to politically", but in actual deeds. As somebody once said to me, "in leadership, somebody that...

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How GDPR Will Drive Marketing To Social

By Ian Moyse | @imoyse Marketers, you have a problem - and it’s not a small one. In addition to the much discussed changes in buyer behaviour and research showing the demise of traditional marketing approaches,   GDPR (General Data Protection Regulation) is now...

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We have news

IMPORTANT ANNOUNCEMENT To all of our subscribers, followers, clients, suppliers, networks and of course friends we have some really really exciting news that we have been keeping under our hats for a little while. As you know Digital Leadership Associates is...

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How to make yourself the go to person in your industry

By Adam Gray | @agsocialmedia You know how some people seem to get all the breaks? For some reason they are really well regarded in their industry and everyone seems to talk about them as if they are an expert? You know how sometimes these people are not as good as...

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Using Social Media Marketing to dominate like a shark

By Izi Singleton | @DigitalLead_Iz Social media networks are now firmly accepted channels that need to be catered for and embedded in a company’s integrated marketing plan.  Whether it’s Facebook, Twitter, LinkedIn, Instagram or Snapchat, the effective use of social...

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How to mobilise your enterprise to be social

By Adam Gray | @agsocialmedia When I started my previous business, “Adam Gray Social Media”, like many small businesses I engaged with mainly other small businesses. And whilst it was great to get hands-on and make a difference for these guys it was also quite...

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How the Hashtag Became Ubiquitous  

By Tim Hughes | @Timothy_Hughes Hashtags have now become a part of our modern language #JustSaying. They seem to have seeped into every part of our lives; every marketing campaign has to have one (does anybody track them or engage with the users afterwards?). Above is...

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White Gold celebrating today’s professional salespeople

By Katie King | @katieeking https://www.youtube.com/watch?v=EJsaHrrmFc8 Watching the UK’s new BBC Two double-glazing TV sitcom White Gold these past few weeks, I’ve been transported back to the flash, brash attitudes of the 1980s salesman. The characters ring true; my...

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Sales Navigator, the worst best lead generation tool ever

By Alexander Low | @alexander_low Buying Sales Navigator (SN) makes me a social seller and I will smash my sales targets. Wrong. Very, very wrong. SN is just an external CRM system which should augment your internal CRM system, even integrate with it if you have...

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Why bacon and eggs is now “digital bacon”

By Adam Gray | @agsocialmedia Alex Low, one of our team, the top Sales Navigator expert in EMEA…and possibly the world, wrote a social selling rap the other day…and he coined the phrase “digital bacon”…which got me thinking… About 15 years ago I took a redundancy...

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The Rise and Fall of Advertising

By Tim Hughes | @Timothy_Hughes Today I’m presenting at the B2B Marketing Ignite Conference in London. In the presentation, I develop the argument for social media (you are, after all, reading this and not an advert). Advertising worked in the “old days” because...

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The Customer Wall Challenge

By Ian Moyse | @imoyse By 2020 it is expected that customer service will overtake price and product as the key brand differentiator (Source : Walker ‘Customer 2020’ Study) Customers perception of service has changed in the past 10 years as new mediums such as slick...

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How SMAC Can Impact Your Organisation

By Tim Hughes | @Timothy_Hughes There has been a lot of talk about SMACI (Social, mobile, analytics, cloud and IoT) in the press and on the internet but really, is this the revolutionary change it seems to offer or is this just another “shiny object’ and fashion,...

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The whole is greater than the sum of the parts!

By Paul Ellis | @PaulEllisUK I have always been impressed by the teamwork exemplified by the Royal Air Force Red Arrows display team. A group of highly skilled and accomplished individuals that when working together in sync demonstrate impressive agility and...

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Need Leads and Meetings Quick? Read this then give us a call!

By Tim Hughes | @Timothy_Hughes We are not LinkedIn trainers, we are Social Selling trainers.  LinkedIn is only 30% of your social graph. Social Selling is a change of behaviour and while the tool is important "A fool will a tool is still a fool".  Our training and...

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Stop. Collaborate & Listen (The Remix)

By MC Alex Low | @alexander_low  Yo, Social Selling, Let's kick it!!!! Social & Digital Baby, Social & Digital Baby All right stop, Collaborate and listen Alex is back with my brand new invention Social grabs a hold of me tightly Then I flow like a blog post...

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Why that strategic kick-off is so…well…strategic

by Adam Gray | @AGSocialMedia At Digital Leadership Associates we do three things: i) we provide strategic social media guidance (helping organisations articulate a social vision and create a strategy to deliver it), ii) we deliver departmental social media...

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Social Selling: An Interview with Ian Moyse

By Izi Singleton | @DigitalLead_Iz I have been fortunate enough to work at DLA for nine months now and am frequently in awe of the people I get to call my colleagues.  In an effort to get to know them all a bit better; to find out what makes them tick; to get under...

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Lawyers are anti-social. Can they use social selling?

By Alexander Low | @alexander_low  Originally written for and published in The Lawyer  Simple answer is yes, and they should be. The problem is that any organisation faces today is that the old school approach to business development and marketing is no longer working...

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Why are some people afraid of change?

by Adam Gray | @AGSocialMedia When Tim and I set up Digital Leadership Associates we had a dream. We both said, independently, “I want to change the world”…and we will. We have made amazing progress so far as we are currently working with (or about to work with) some...

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Goal setting and why it’s so important in social media.

by Adam Gray | @AGSocialMedia Human nature is a funny thing isn’t it - we have dreams and ambition and desire…but too often we are not able to temper our behaviour around these things. You see it every day in work and in yourself probably. People are either workaholic...

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Why your Sales OnBoarding Process is Broken

By Tim Hughes | @Timothy_Hughes Visiting a company recently, it was being explained to me, what a success the digital transformation was.  It certainly seemed to be; revenues were up, profits were up and there was a clear vision of direction of travel for the company....

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Why Your Sales Methodology No Longer Cuts It

By Tim Hughes | @Timothy_Hughes I’m sitting in a Starbucks at a motorway service station on the M40, thinking how things have changed. I’m speaking at a sales conference today, on social selling.  20 years ago I would have used maps, maybe printed directions... today...

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Social Selling and the death of the traditional salesperson?

By Katie King | @katieeking It’s 14 years since years since LinkedIn launched. It took a while to get going, with as few as 20 new sign-ups some days. At last count, there were 500 million users. Imagine being able to harness anything like that kind of growing power,...

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Why Social Sits with the CEO

Before sitting down and writing this, I thought I would Google “CEO” and find out what is the definition of a CEO. Wikpedia states, a CEO is  “charged with maximizing the value of the entity, which may include maximizing the share price, market share, revenues, or...

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