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Sales leaders are always trying to balance between sales effectiveness and sales productivity. If a poll was conducted what would a CEO prefer, a productive sales force or an effective sales force? In my experience the most successful sales leaders and people care little about sales productivity. A Read More

Starting a business, any business is a brave step. But how do you manage a start-up business as well as find customers or put in place a customer acquisition strategy on tight or even zero budgets. Working with early stage and start-up companies I know first-hand how limited resources can be. The t Read More

LinkedIn can be a powerful sales tool when used as part of lead generation and networking activities. As social selling and reaching social influencers becomes ever more important in raising awareness of a company, brand, product or service it is important to use LinkedIn effectively. Read More

Why are so many business people and companies afraid of being sold to via social networks/. Is "No "a fearful word or "I have considered your proposal however we will stick with our current supplier" too big a step. I bet if Henry Ford was around in the digital area he would be rubbing his hands in Read More

Business leadership can be hard to define but it is a title many aspire to regardless of company size or industry. But is business management different to business leadership and which of these traits (leadership or management) is the most valued when promoting someone to a senior role. Is the term Read More

A social media marketing plan should not pose any major challenges to a small business. As in any growing business with a great product or service, the marketing team or person is most likely to be working on different tasks at different times and these tasks can change rapidly depending on the bus Read More

In sales, for selling techniques to work effectively there needs to be clarity in both the actual sales role and in the process of selling. Successful selling is about always having a clear objective based on where we are in the sales process. Read More

Like all great strategies there is more to inbound marketing than just publishing content; inbound marketing should also include whitepapers, research publications, social stories, social selling, article sharing, social conversations, reaching social media influencers, article seeding and particip Read More

Thought leadership when done correctly can help further a person’s career or a business. Being a thought leader should mean becoming a trusted source of information on your chosen topics by delivering the answers to the biggest questions on the minds of the audience seeking enlightenment or educati Read More

To have an effective sales strategy a business needs to consider its products, its market and how the sales effort will be directed to ensure it captures profitable growth selling to customers. Sales strategy is a business decision on (1) who the sales teams are going to sell to (2) what are they g Read More