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Why We Need a Social Selling Suite

Why We Need a Social Selling Suite By Tim Hughes | @Timothy_Hughes In the conclusion to my book “Social Selling - Influencing Buyers and Changemakers” (available on Amazon) I leave with this rallying cry: When will software suppliers legitimise social selling by...

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Input vs Output – What Do You Do in Sales?

Input vs Output – What Do You Do in Sales? By Alex Low | @Alexander_Low I was reminded recently about an old sales adage that still rings true - Does Black & Decker sell drills or holes?  You start with the problem. You need to make a hole in the wall to hang a...

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Do You Have the Right Mindset?

Do You Have the Right Mindset? By Alex Low | @Alexander_Low I read this paper by Microsoft, and it was this piece by Carol Dweck which stood out for me: I like the way it is simple and to the point. Are you a fixed mindset person or do you have a growth mindset....

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Is New Business Sales Dead as We Know It?

Is New Business Sales Dead as We Know It? By Alex Low | @Alexander_Low Based on recent conversations with Microsoft and LinkedIn it would seem so. Microsoft now market Dynamics 365 and Sales Navigator as a relationship sales tool. LinkedIn are focussing more on Sales...

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If You’re on LinkedIn and Not Active, why are You There?

If You’re on LinkedIn and Not Active, why are You There? By Richard Doyle | @Deverons1 Ask yourself this question: Would I go to a networking event and not take any business cards? Unless you are going to be a people watcher the answer is no. Ask your self this...

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What is your ROI (Return on Influence)?

What is your ROI (Return on Influence)? By Alex Low | @Alexander_Low I was fortunate enough to listen to Brian Solis speak last month. He was sharing his views on the role of influencer marketing and how “pay to play” as he put it - think Kim Kardashian - is losing...

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Why I Gave up on SnapChat

Why I Gave up on SnapChat By Tim Hughes | @Timothy_Hughes I think I must have been a fairly early adopter of Snapchat.  My partner has two boys and I tried to find ways to build some connection with them.  I don’t and never wanted to be a step-dad, but at least buy...

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Why Riding the London Underground Is Like Social Selling

Why Riding the London Underground Is Like Social Selling By Alex Low | @Alexander_Low If you live in London like I do, or have been fortunate enough to visit, you will no doubt have used the world famous “Underground” or “Tube”.  The map of all the stations is like a...

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The Beatles Changed Their Business Model. Will You?

The Beatles Changed Their Business Model. Will You? By Richard Doyle | @Deverons1 I am a huge fan of The Beatles. From the first time I saw them on Ed Sullivan to this day, I regard them as the most inventive writers and musicians in rock/pop history. While I love the...

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How I Learned to Stop Worrying and Love Social Networks

How I Learned to Stop Worrying and Love Social Networks By Tim Hughes | @Timothy_Hughes Ever since I started in work some 25 years ago I’ve been creating networks. In the early days that meant a folder that I put business cards in, my paper diaries, the people I met,...

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200 Blogs Published: A Million More to Go!

200 Blogs Published: A Million More to Go! By Adam Gray | @AGSocialMedia We’ve been going just over a year and we have written 200 blogs (in fact we’ve written a fair few more than that as we have many unpublished blogs that will gradually go-out over the next few...

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Why You Must Read Sales and Marketing Books

Why You Must Read Sales and Marketing Books By Tim Hughes | @Timothy_Hughes The other day I spotted a message from a social media guru where he said that people shouldn’t read sales and marketing books. Maybe it’s because he hasn’t written one, and I have, that I...

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How Many Facebook Ads Do You Need?

How many Facebook ads is optimum in a social media marketing campaign? By Adam Gray | @AGSocialMedia How many Facebook ads do you need in a social campaign? This was one of the questions that was recently posed on a Slack group which of which I am a member, amazingly...

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13 Things to Ask Your Sales Department

13 Things to Ask Your Sales Department By Tim Hughes | @Timothy_Hughes Earlier this week we posed a series of questions that sales professionals could ask the marketing team as we head into 2018. In the interests of balance, here are some questions that sales must...

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As we head in to Christmas everything will stop…

As we head in to Christmas everything will stop… …but you shouldn’t and here’s why By Adam Gray | @AGSocialMedia We work with lots of companies to help them develop their social presence. Often this takes the form of working with them to use social selling as a way of...

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13 Things to Ask Your Marketing Department

13 Things to Ask Your Marketing Department By Tim Hughes | @Timothy_Hughes Whatever your business,  these are the questions you should be asking your marketing department,  especially if you work in sales. And if you're in marketing, drop everything and do them now!...

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Influencer Marketing: An Introduction

Influencer Marketing: An Introduction By Tim Hughes | @Timothy_Hughes Selling has not changed, since I started 25 years ago. What has changed is the ability to use new technologies that help us sell. For example, social media listening, LinkedIn and enterprise social...

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In Sales? Your Personal Brand Matters More Than Ever

In Sales? Your Personal Brand Matters More Than Ever By Tim Hughes | @Timothy_Hughes Beware of the social media guru! I recently read an article by one of them about why personal branding for a salesperson was useless. Really? Let’s remember where we as sellers (and...

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Disruptonomics: The Storm Worsens

Disruptonomics: The Storm Worsens By Ian Moyse | @IMoyse I have written and spoken many a time on Disruptonomics, the economy of rapid change in which we now live - and survive.  We have seen an accelerating growth of large reputable and seemingly safe brand names...

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What Japanese Whisky Teaches Us About Social Selling

What Japanese Whisky Teaches Us About Social Selling By Richard Doyle | @Deverons1 I was watching TV one Sunday morning recently and I was struck by an article about Japanese whisky. Although it divides opinion, there is no question that the Japanese whisky industry...

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Spammers: Please Knock It Off!

Spammers: Please Knock It Off! By Richard Doyle | @Deverons1 If you are like me, you hate the number of spamming emails, messages and InMails that come with the new digital age. The digital world has opened up a whole new landscape for lazy people. They can sit at...

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Stick to it!

Social Selling: Stick to It! By Richard Doyle | @Deverons1 Reading a recent management journal, I came across a new article by Ken Blanchard that reads “Too often companies spend too much time finding and peddling the hot new management concept. How many leadership...

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Why 2018 is the Year of Change in Digital Marketing!

Why 2018 is the Year of Change in Digital Marketing! By Tim Hughes | @Timothy_Hughes I know digital marketing hasn’t really changed that much over the last few years. For example, we changed our website, so it could be accessed via mobile. We also needed to change...

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Black Christmas: Good or Bad for Customer Experience?

Black Christmas: Good or Bad for Customer Experience? By Daryn Mason | @CxDaryn Black Christmas is the period that starts when the big UK retail brands decide to launch their Christmas TV campaigns and ends on Black Friday (or Cyber Monday if you have any cash left!)....

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Is Social Selling the New Oil?

Is Social Selling the New Oil? By Tim Hughes | @Timothy_Hughes Clive Humby, UK Mathematician and architect of Tesco’s Clubcard, is widely credited as the first to coin the phrase: “Data is the new oil.” In fact, the whole quote reads: “Data is the new oil, valuable,...

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Using Sales Navigator in Q4 to Smash your Q1 and Q2 Number!

Using Sales Navigator in Q4 to Smash your Q1 and Q2 Number! By Tim Hughes | @Timothy_Hughes We have just won a piece of business with a large global company. While I cannot tell you the name of that company, I can share with you their business issues and the solution....

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Guerrilla Marketing and Social. The Killer Combination?

Guerrilla Marketing and Social. The Killer Combination? By Adam Gray | @AGSocialMedia Guerrilla marketing is a great alternative to traditional marketing. It thrives on original thinking and creativity, where imagination and ingenuity beat big budgets. It involves...

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Top ten tips for a successful cold call!

Top ten tips for a successful cold call!  By Alex Low | @Alexander_Low Cold-calling still works in 2017. But only if you've done the digital groundwork in the first place. Here are 10 straightforward steps you can take, from LinkedIn to working with your marketing...

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Blogging success? BWA (Be Writing Always)

Blogging success? BWA (Be Writing Always) By Peter Springett | @PeterSpringett Can’t write a blog? Yes, you can. Most of us already have the raw skills to draft a blog. Look at the caption you just wrote for a holiday photo on social media. Or that online argument...

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Black Friday Sale…

Black Friday Sale By Adam Gray | @AGSocialMedia A Black Friday Sale…is one thing you certainly will never see from Digital Leadership Associates and there are a whole host of reasons for this. Greed isn’t one of them. A very clever friend of mine once said, “never...

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How Social Will The Future President Really Be?

How Social Will The Future President Really Be? By Ian Moyse | @IMoyse We all know Donald Trump for his tweets – every day seems to bring a more provocative post. In fact, the President is more closely associated with social media than ever. From the sheer volume of...

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They Fired the Whole of the Marketing Department

They Fired the Whole of the Marketing Department By Tim Hughes | @Timothy_Hughes At a meeting recently in London with a Venture Capital (VC) company, they told us that whenever they take over a company, they fire the whole of the marketing department. Now it’s worth...

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Why Your Sales Team is Average (and a Little Bit Dull)

Why Your Sales Team is Average (and a Little Bit Dull) By Tim Hughes | @Timothy_Hughes Motivational speaker Jim Rohn famously said that we are the average of the five people we spend the most time with. It stands to reason that social influence has an impact on us. We...

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Social Isn’t Just for the Cool Kids

Social Isn’t Just for the Cool Kids By Alex Low | @Alexander_Low I am fortunate enough to sit on the board of the Army & Navy Club, known as The Rag. Recently I was at our annual club dinner. I don’t think the Chairman will mind me saying this; I am usually the...

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How Social Selling Can Increase Cold Call Results

How Social Selling Can Increase Cold Call Results  By Tim Hughes | @Timothy_Hughes On LinkedIn in the US and Australia we (in Europe) have watched an ongoing battle between cold callers and social sellers.  Strange. Because from where we sit in Europe the argument was...

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Banging Your Head Against a Wall? It’s Lovely When You Stop

Banging Your Head Against a Wall? It’s Lovely When You Stop | By Adam Gray | @AGSocialMedia I have written about human nature before. But I keep seeing the repeating patterns of people espousing the virtues of “the old ways”. Not because they think the old ways are...

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Is It Time to Rethink Sales Altogether?

Is It Time to Rethink Sales Altogether? By Alex Low | @Alexander_Low “When does your quarter end?”. That was the first question that was asked by a prospect of a sales person I was talking to last night.  Why did the client ask that? Because they knew that if it...

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UberEATS Bites Off More Than It Can Chew

By Adam Gray | @AGSocialMedia You know what social media is. Social media is a gift to humanity, social media is a tool to bring people together, social media helps friends keep in touch and businesses to engage and woo their customers. But is social media a platform...

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A Rose by any Other Name Would Smell as Sweet

By Alex Low | @Alexander_Low First, big congratulations to a lot of my network. I am seeing many updates and changes to profiles where you have been promoted or started a new role. It is always great seeing friends and peers progress in their career. The problem is...

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How to Sell at C-Level with Social Selling

By Tim Hughes | @Timothy_Hughes Selling at C-Level has always been the “holy grail” of selling. Many people say they do it, but few achieve it. I recall sitting in a meeting, in a previous company, where a senior manager said that we would run a telesales campaign, to...

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Why Q4 is the Best Time to Make Your Q1 Number

By Tim Hughes | @Timothy_Hughes A friend of mine recently had a conversation that went something like this: “Friend: Hi, I want to talk about how we can run some campaigns in your accounts Supplier: That’s all very interesting but it’s Q4 and we are closing Friend:...

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Assemble Your Team of Content Super-Heroes

By Peter Springett | @PeterSpringett Where’s Tony Stark when you need him? Or Professor X? If you’re a fan of action movies, you’ll know them respectively as the mentor-figures in the Marvel and X-Men franchises. And both come to mind when it comes to unlocking the...

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The Best Advice I Ever Got

By Richard Doyle | @Deverons1 “Richard, not everything is black and white!” Those are the words from a great mentor of mine, Jim Wallace. At the time and over the years, they have served me well. He was the President at S. J. Johnson Canada and I was the Director of...

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Social Selling: Five Things I’ve Learned

By Richard Doyle | @Deverons1 I was recently engaged by a client to develop their customer base. They manufactured a product that needed to be sold through non-traditional channels of business. Although it has been years since I have actually had to develop a virgin...

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North America Lags At Social Selling. Why?

By Richard Doyle | @Deverons1 In many subjects, we in North America are very myopic. We see ourselves as being on the leading edge of various technologies. And while it may be true that we are on the leading edge sometimes, our ability to lead by adopting new...

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Curation, Cook Shops and a Smart Call to Action

By Peter Springett | @PeterSpringett How much further can you take curation? Walking through Prenzlauer Berg, a fancy district of Berlin, we passed one of the new wave of cooking shops that ‘curates’ food and recipes. Step inside and you’re confronted by dozens of...

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TimTalks: Artificial intelligence and consumer choice

In this #TimTalk, Katie King joins DLA co-founder Tim Hughes to talk to Steven Struhl about his book "Artificial Intelligence Marketing and Predicting Consumer Choice: An Overview of Tools and Techniques". Published by Kogan Page. Digital Leadership Associates: We are...

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The Truth About Employee Advocacy Programs

By Tim Hughes | @Timothy_Hughes Employee advocacy programs seem to be in vogue at the moment. The plan is very simple: with many employees now on social media, why not get them to tweet on the company’s behalf?  If you have 100,000 employees and they are all tweeting,...

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“We Employed Interns to do the Social Media”

By Tim Hughes | @Timothy_Hughes “We employed interns to do the social media”. This was an actual response from a large software company we recently talked to. Put it another way, they were telling me I was wasting my time. As I had nothing to lose I thought I would...

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A New Chapter in Berlin

Our content-strategy expert Peter Springett has just relocated to Berlin. In this article he posts his first impressions of life in the German capital and the business opportunities around the city. By Peter Springett | @PeterSpringett Someone once described Berlin as...

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Sales People You Only Have 200 Days a Year! Use Them Wisely

By Tim Hughes | @Timothy_Hughes There are 365 days a year. Taking out weekends and holidays leaves you with about 200 days. That is only 200 days to make or, better still, over achieve your number. As sales people we don’t have time. A key skill of all sales people is...

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TimTalks – Five Steps for AI Success

By Tim Hughes | @Timothy_Hughes Artificial intelligence (AI) is coming after your job, your business. Are you ready? In this video, Tim Hughes talks with DLA's Artificial Intelligence (AI) expert Katie King about the revolution that will transform every business,...

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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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Uber vs Maslow – More Than a War of Words

This week our customer experience expert, Daryn Mason, looks at the challenges facing businesses as they adapt to new business and consumer behaviours. Today he looks at how Uber has a lesson for all organisations trying to align their goals with core customer needs....

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The Art Of War For Customer Experience Leaders

This week, our Customer Experience expert Daryn Mason looks at the challenges for businesses meeting the needs of customers as societies and technologies evolve. Today he looks to the past and finds lessons for the present day. Over 2,500 years ago a prolific Chinese...

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Meet Our Customer Experience Expert, Daryn Mason

Customer experience is fundamental to the success of any client and consumer facing business. Our expert, Daryn Mason, introduces himself along with the key challenges facing organisations today. Tell us a little about yourself and your background I’m passionate about...

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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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AI, a Tale of Two Cameras, and the Future of Content

By Peter Springett | @PeterSpringett Today’s content strategy blog post is a tale of two new cameras. First of all, Google Clips, a tiny ‘always on’ device that uses machine learning and artificial intelligence to take photos automatically throughout the day, serving...

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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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How digital marketing can grow your business

By Andrew Ford | @AndrewFordUK Entrepreneurs are the powerhouses behind our diverse, successful small businesses. Whilst experts in their fields, though, not all entrepreneurs are entirely up-to-speed on digital marketing, which remains a minefield to many SMEs. Most...

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Meet Andrew Ford, Digital Strategy Expert

Welcome to our new Digital Strategy Expert, Andrew Ford (@AndrewFordUK). In this profile he talks about his background, the good and bad of digital strategy deployments and the best advice he received along the way Tell us a little about yourself and your background I...

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Content Shock Versus Content Verbiage

By Tim Hughes | @Timothy_Hughes The other day I read an article where the person used the term “content shock”.  I had no idea what this was so I had to Google it. Content shock is the position where there is so much content, that it’s a waste of time creating it. So...

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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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Human beings, what’s your USP?

By Peter Springett | @PeterSpringett Getting around the Berlin marathon last weekend was at times a painful experience. Especially at an age where I ought to know better. As the song goes, things ain't what they used to be. Knees, ankles and quads for starters.  Take...

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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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