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We have published literally hundreds of articles…please help yourself!

Why Your Social Selling Has Become a Joke

by Tim Hughes | @Timothy_Hughes | LinkedIn Somebody told me the story today that a company had insisted that all it’s staff hand over their social media accounts. The company is now pumping out corporate content through those accounts. And it’s all pumped out at the...

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Why The Phone and Cold Outreach No Longer Dominate

by Tim Hughes | @Timothy_Hughes | LinkedIn The mistake that most people make when talking about old legacy sales methods against modern ways (like social selling) is they rely on CEB now Gartner research and or SalesForce research and to be honest we've heard it all...

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How to Become a LinkedIn influencer

by Tim Hughes | @Timothy_Hughes | LinkedIn I’ve just had an email from somebody who isn’t a LinkedIn influencer, telling me about a course by somebody else who isn’t a LinkedIn Influencer which they are running called “How to become a LinkedIn influencer”. How is...

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By How Much Has Your Event ROI Dropped By?

by Tim Hughes | @Timothy_Hughes | LinkedIn We were talking to a company recently and their central piece of their demand generation is events. They shared with us that the return they got on events had dropped 60% in the last 5 years and they were looking for...

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How To Fill Those Pipeline Gaps

by Tim Hughes | @Timothy_Hughes | LinkedIn As the schools return from the summer holidays the first question we often get, in fact we always get, is “How are we going to make our number this year?.” Then people turn to marketers and sales people to build the pipeline...

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How Social Selling Killed the Old Boys Network

by Tim Hughes | @Timothy_Hughes | LinkedIn When Adam Gray and I started Digital Leadership Associates www.social-experts.net we had meetings with a “Big 5” and we were told that Social wasn’t and won’t ever be their go to market. “Our Partners play golf with the top...

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Can Fitness Instructors only be Thin?

by Tim Hughes | @Timothy_Hughes | LinkedIn One of the things that fascinates me is the way that other companies market themselves. In many cases there is an almost Orwellian (George Orwell wrote the book 1984) use of doublespeak. Here at Digital Leadership...

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You don’t have to look too far to see through the bulls**t

by Phil Stubbs | @PhilStubbs14 | LinkedIn Often in life we read, see or hear something which may result in us becoming quizzical, inquisitive and keen to know the facts behind the story or statement. Here’s how my Saturday morning got my grey matter working. I had...

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Why Social Selling is “The Money”

by Tim Hughes | @Timothy_Hughes | LinkedIn On a recent Facebook group a guy asked a question. His Prospecting method was as follows: He spent a day (Friday afternoon and Monday morning) creating a list of 100 targets. From this he emailed them and got a 2% open rate,...

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Stop taking the safe option by investing millions in adtech

by Adam Gray | @AGSocialMedia | LinkedIn Someone drew this to my attention recently, it’s a schematic of how Martech and Adtech “play together” and the value that they can add to a business when aligned. What is isn’t really getting to the crux of though is that...

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Why The Web Form Died and What’s Taken Its Place?

by Tim Hughes | @Timothy_Hughes | LinkedIn The problem with “digital marketing” is the relentless pace of change, this year's “must have” is “last year's” dinosaur. Now it’s time of the web form. You know the web form? I want some information on your product or...

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I waited and waited but as the days passed, no one phoned me.

by Phil Stubbs | @PhilStubbs14 | LinkedIn I was planning to take my fiancé away for a weekend, a nice hotel on the coast with a spa would’ve been perfect. So, I had a need, I had the budget and I knew when I wanted to go away. This made me a ‘buyer’ and decision maker...

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We’re hiring

Adam Gray and Tim Hughes started Digital Leadership Associates www.social-experts.net nearly two years ago. After a few months they were joined by Alexander Low and together they have built an impressive list of corporate clients and reference cases through careful...

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The secret of creating content.

by Adam Gray | @AGSocialMedia | LinkedIn At Digital Leadership Associates we are lucky enough to work with some fantastic companies. Some of those companies have truly outstanding people working for them, but mostly they all have a fear of creating content. Recently...

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The day all the world’s sales pipelines overflowed!

by Phil Stubbs | @PhilStubbs14 | LinkedIn Many moons ago my sister, whilst in her pre-teen years, wrote a story about the day all the world’s baths overflowed. She was given top marks by her English teacher and mentioned in end of term dispatches.  She went on to...

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It’s Time for Your Enterprise to Run on Social

by Tim Hughes | @Timothy_Hughes | LinkedIn Social Media over the last two years has jumped from Marketing to Sales to customer service to HR to Procurement to Supply Chain and it's now jumped to Finance. In fact social media is now used throughout the business.  Why...

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On holiday? Will you phone home for the football results?

by Phil Stubbs | @PhilStubbs14 | LinkedIn Sometimes the suspense would get to such a level, I would have to go off and do something to occupy my mind. Thankfully the newspapers would turn up in the morning – albeit a day late. Back then it was usually the Daily Mail...

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7 Essential Ingredients of a Viral LinkedIn Blogpost

by Tim Hughes | @Timothy_Hughes | LinkedIn You want a blog to go viral on LinkedIn right? It’s pretty simple follow these rules : You need to pick a controversial subject such as cold calling and social selling. This week you put out an article saying that cold...

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Why You Just Failed at B2B Influencer Marketing

by Tim Hughes | @Timothy_Hughes | LinkedIn We have written about B2B influencer marketing several times, I’ve also written about it in my book “Social Selling - Influencing Buyers and Changemakers” available on Amazon. This article is about a recent fail we have seen...

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Same bus, different number

by Phil Stubbs | @PhilStubbs14 | LinkedIn Whilst chatting this morning I said, “You know what that is? Same bus, different number!” I’m not sure where I learnt the phrase but I’ve used it for years. I googled it but found nothing, so maybe I coined it but just don’t...

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Social Selling – The Psychology Behind the Excuses

by Tim Hughes | @Timothy_Hughes | LinkedIn The thing we come across the most is excuses. “I don’t have time to update my LinkedIn profile” … You mean you don’t have time to speak in an authentic way to 565 Million potential customers? In this article we explore the...

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The 4 Pillars for Digital Transformation Success

by Tim Hughes | @Timothy_Hughes | LinkedIn I’ve just seen a Tweet from Tiffani Bova, below, where she talks about some MITSloan research where she mentions the 4 pillars of digital innovation success, which are: Employee experience Customer experience Finance New...

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What’s your USP?

by Adam Gray | @AGSocialMedia | LinkedIn As you may know Digital Leadership Associates is expanding globally. We are signing resellers in most markets and then flying over to spend some time on boarding them to make sure that they understand exactly what they need to...

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5 Keys to Building a Sales Enablement Program

by Tim Hughes | @Timothy_Hughes | LinkedIn In my recent #TimTalk with Meagan Davis we talk about the 5 keys to building a Sales Enablement program, you can watch the video here and you can get in touch with Meagan on LinkedIn here Meagan makes an excellent case for...

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Advertising and why you shouldn’t!

by Adam Gray | @AGSocialMedia | LinkedIn At Digital Leadership Associates we have always believed that advertising is a bad thing. It may deliver short-term clicks…but long-term a more stable and value based way of promoting your products and services is needed. So we...

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How Social Enables you to Conquer The World

by Tim Hughes | @Timothy_Hughes | LinkedIn As we approach our two year anniversary as a business, as CEO, I’m starting to reflect on the business since we started. I’ve just come off a webinar on what it’s like to run a global business. Can you imagine that, I run a...

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B2B is in a Data Arms Race.

by Alex Low | @Alexander_Low | LinkedIn We are in unprecedented times. The 4th Industrial Revolution is gathering pace at an extraordinary speed. Exponentially? Possibly.  Self-Driving cars, Hyperloop, quasi sentient chat-bots such as Google Duplex, Amazon, 20year Old...

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It was never going to be easy but what have you got to lose?

by Phil Stubbs | @PhilStubbs14 | LinkedIn I’ve always played sports, some better than others but always happy to give it a go. Back in my late teens when me and my friends were all football crazy (soccer for our US friends) I also loved watching American Football on...

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400 hundred blogs. If we can do it…you can do it.

by Adam Gray | @AGSocialMedia | LinkedIn Yes, we are not even 2 years old and we have published 400 blogs (yesterday to be precise). In fact we have published more than that if you count the guest blogs we have published on other sites and the articles we’ve written...

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Inaction is your biggest enemy

by Adam Gray | @AGSocialMedia | LinkedIn There’s a huge amount of data in circulation showing that a many small businesses fail in the early years - 20% in the first year and 50% by year 5. There’s also lots of stats showing that big businesses also fail - 50% of the...

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Why Your Social Selling Program Is Past Its Sell by Date

by Tim Hughes | @Timothy_Hughes | LinkedIn Two years ago, when we setting up DLA www.social-experts.net we were approached by a number of individuals who wanted to sell us a social selling cheat sheet and eBook. I thought it strange that people thought there was money...

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England’s world Cup defeat and what business can learn.

by Adam Gray | @AGSocialMedia | LinkedIn England is a very patriotic country, we have the Royal Family, we have Elgar’s music, we have Bake-Off and we have a national football team who we love very much, but are galant losers.  Galant? Yes, look at their recent...

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The Business Benefits of Having your CEO on Social Media

by Tim Hughes | @Timothy_Hughes | LinkedIn Unless you have been on the planet Zog, you are probably aware of the Thai Football team and their coach that got stuck in the caves. While Elon Musk was not in the end required to help he did get involved and sent some...

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Social Selling with Pride

by Tim Hughes | @Timothy_Hughes | LinkedIn I’m currently reading “Be More Pirate” by Sam Connie Allende and it’s a really insightful book. If we put some of the pirate psychopaths to one side they had a code which in the in the 17th century would have have been...

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Your Product and Service No Longer Differentiates You!

by Tim Hughes | @Timothy_Hughes | LinkedIn We live in a hyper-competitive world, while brands spend time and budget telling us how great they are, to the point where all products are equal.  In fact we as humans have created a skill to filter out all of these...

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What’s the best compliment that can be given to a salesperson?

by Phil Stubbs | @PhilStubbs14 | LinkedIn ‘I love your closing techniques’? or ‘your novelty socks are so amazing’? perhaps it’s: ‘I wish I could sit through more of your huge PowerPoint presentations, I just love the way you cram so much onto each slide’? No? One of...

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Why Social Selling Automation is the Devil

by Tim Hughes | @Timothy_Hughes | LinkedIn It was Grady Booch who said, “A Fool with a Tool, is Still a Fool”.  The same goes for automation, one of my early blogs was called “Let’s automate social selling and go back to our day jobs”.  It was something a senior...

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How Social Changed Hotels and Why it Matters to B2B Companies

by Tim Hughes | @Timothy_Hughes | LinkedIn Social has made a massive impact to the hotel market from sales and marketing to design. I was walking through a hotel in London thinking there was little to Instagram. Now you might think that is a vain thing to admit, but...

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Why Sending People to Your Website is a Waste of Time

by Tim Hughes | @Timothy_Hughes | LinkedIn I recently read a post which started “for the first time in years, search is sending more traffic to websites than did social media”.  I must admit, I thought “so what?”. Let go back 20 years.  You called up a company and...

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I’m in Marketing and Nothing Works Any More

by Tim Hughes | @Timothy_Hughes | LinkedIn Meeting after meeting we attend now, Marketers say to us “nothing works anymore”. In fact, somebody today, went so far as to say, “nothing in Marketing works today, it’s like a switch has been flicked. All Marketing has been...

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Sales – it’s just like dating!

by Phil Stubbs | @PhilStubbs14 | LinkedIn There was a time when sales people would leave the office in the morning and go out on the road for the day. They would have face to face meetings, try new locations to go door to door prospecting – collecting compliment slips...

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Social selling is a bacon roll for your business!

by Alex Low | @Alexander_Low | LinkedIn Tim and I took a train to Manchester for a business meeting. It was an early start, we couldn’t get a tea as the boiler wasn’t working, or so we were told. Tim ventured to the buffet car. My phone rang “Fancy a bacon roll?” said...

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The Future Of Everything That Matters In Digital Marketing

by Tim Hughes | @Timothy_Hughes | LinkedIn When we see fashion shows we, OK maybe it's me, but I see models walking down the catwalk and I immediately think, "I will never wear that".  But of course, that isn't the point, nobody actually wears that outfit, or only one...

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How Customer Service now Plays Out on Social

by Tim Hughes | @Timothy_Hughes | LinkedIn The World Cup is one of the biggest (if not the biggest) sporting event in the world In Australia the company that provided the streaming of the events had some problems providing the service. So where did people go to...

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6 Ways to Gain Influence With B2B Buyers

by Tim Hughes | @Timothy_Hughes | LinkedIn I remember when I started in sales some 25 years ago.  Buyers were painted as some mystical being that could make life or death decisions in some opaque way.  Like the Roman term Pollice Verso (or verso pollice), a Latin...

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Simple and easy are not the same thing.

by Adam Gray | @AGSocialMedia | LinkedIn I have written about this before, but it is one of my “big things”… A friend of mine said “this is simple…but simple and easy are not the same thing” and that’s so true of becoming social. Social as an individual or social as...

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19 Things About Cold Callers That Are Ironic

by Tim Hughes | @Timothy_Hughes | LinkedIn Just watched a video on cold calling and there are 19 things that I thought was ironic. Maybe it’s my British sense of humour, which can be a little “Monty Python”.  Talking about Monty Python one of my favourite sketches is...

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The pen is mightier than the sword

by Adam Gray | @AGSocialMedia | LinkedIn On the 11th July 2016 we published our first blog, however we didn’t begin programmatic blogging until December 2016 when we started publishing at the rate of about once per week. Over the last 18 months we have gradually...

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Why Martech is Like a Pair of Ripped Jeans

by Tim Hughes | @Timothy_Hughes | LinkedIn We have all seen them, they have appeared in shops a few years ago. Jeans ripped at the knees. They now seem to be everywhere but give it a few years and they will be all gone.  Just like flairs they will be gone and nobody...

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Social Media and Its Impact on Retail

by Tim Hughes | @Timothy_Hughes | LinkedIn Last week I had the chance to sit down with Retail expert David Edwards, https://www.linkedin.com/in/davidedwards/ If you don’t know David he lives and breaths Retail and especially the connection between manufacturers and...

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Are You Still a Paper Based Seller?

by Tim Hughes | @Timothy_Hughes | LinkedIn I’m sitting on a train on the way into London and the person next to me is reminding me what life used to be like. While sipping a coffee, she is copying notes from a large note book, paper diary and then laptop. Notes are...

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Management Consultancy – Are You Still Relevant Today?

by Tim Hughes | @Timothy_Hughes | LinkedIn Adam and I had a conversation with a “named” Management Consultancy in the early days of DLA. The problem, it was explained was that there was a Digital Transformation land grab.  The size of the prize?  These deals averaged...

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GDPR – The Email Funnel Pyre – Your Opportunity!

by Tim Hughes | @Timothy_Hughes | LinkedIn On the 29th May 1981 - The pop band The Jam released a single (remember them?) called Funeral Pyre, a version on YouTube is on this link The Jam - Funeral Pyre https://youtu.be/jiagU0fFCMU via @YouTube I was reminded of it...

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Why as salespeople you should blog

by Tim Hughes | @Timothy_Hughes | LinkedIn As part of our social selling program we teach people how to create content.  Teach is the wrong word really, we empower, but that is a blog for another day, so here are the common excuses we get .. I'm not a good writer I...

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Innovation & Disruption

by Alex Low | @Alexander_Low | LinkedIn Innovate or Die. Really? Every day someone is being disrupted. Every day something is being heralded as innovation. Disruption always seems to carry a negative connotation, yet I don’t believe this always has to be the case. – I...

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Where Are Your Customers? – Not on Your Website!

by Tim Hughes | @Timothy_Hughes | LinkedIn As a two year old start-up one of the first things we did was put up a website, it took, Adam about two days to put the wordpress site and we probably change the wording on every 6 months or so.  Mainly as we change the way...

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The Day Your Klout Died

by Ian Moyse | @IMoyse | LinkedIn Through the emergence of Social Media (web 2.0) we have seen a plethora of changes of behaviour and how the world works, introducing us to new approaches and even terms that have become common language. Social Media News- According to...

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If you are an SDR, don’t be a luddite

by Alex Low | @Alexander_Low | LinkedIn Unless you have been living under a rock, you cannot have failed to seen the video of Google Duplex AI assistant booking the hair appointment with a real person on the other end of the phone - quite staggering when you think...

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Common sense…

…is not common practice. by Adam Gray | @AGSocialMedia | LinkedIn 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...

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5 Reasons to Applaud GDPR

by Ian Moyse | @IMoyse | LinkedIn 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...

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How to Measure the “art” of your Sales Force

by Tim Hughes | @Timothy_Hughes | LinkedIn 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...

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

by Tim Hughes | @Timothy_Hughes | LinkedIn 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...

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The Secret to B2B Influencer Marketing

by Tim Hughes | @Timothy_Hughes | LinkedIn 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,...

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Goodbye Klout!

by Adam Gray | @AGSocialMedia | LinkedIn 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...

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Measure and Governance of a Social Selling Programme

by Tim Hughes | @Timothy_Hughes | LinkedIn 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...

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Why LinkedIn Does not Equal Social Selling

by Tim Hughes | @Timothy_Hughes | LinkedIn 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...

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How Salespeople and Employees Can Blog (with Example)

by Tim Hughes | @Timothy_Hughes | LinkedIn 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...

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

by Adam Gray | @AGSocialMedia | LinkedIn 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...

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

by Ian Moyse | @IMoyse | LinkedIn 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...

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How to use Social to Run Your Business

by Tim Hughes | @Timothy_Hughes | LinkedIn 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...

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Why your Digital Transformation Project will Fail!

by Tim Hughes | @Timothy_Hughes | LinkedIn 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....

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