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A demo is there as real-world proof of what the salesperson has been saying up until now. It should make the prospect feel as though the quicker they buy your product/service, the quicker their pains will disappear.

It's not a way for salespeople to get out of their role in the identification Read More

People buy stories. They buy experiences, feelings and emotions. They buy from companies and individuals that they feel have similar positions, thoughts and ideals to their own. Read More

I'm fed up with so-called “thought leaders” who go from conference to conference spouting so-called "wisdom" but being dead-wrong, yet everyone is so terrified of being thought odd or old-fashioned that they refuse to speak up. Read More

Innovation in business has less to do with economic swings and more with the strength of a company’s passion, taking care to avoid knee-jerk reactionary rhetoric and disjointed activities along the way.
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There are many marketing automation products available to help reduce the inertia and increase productivity. But using them means one less excuse as to why your marketing’s not working. Read More

Before extending your brand, ask yourself why you’re doing it. Is it because it’s the right thing to do? Or is it simply because you can? Read More

Mary Meeker's internet trends report highlights the importance of visually-rich, mobile optimized content as part of a company's inbound marketing plan. Read More

“Choice” is about having a preference of one thing over another. If you’re appearing to be the same company as your competition, then you’re throwing away all that makes your business the unique organization that it is. Read More

Today’s new customer experiences are becoming ever more concerted and connected every day. The result, through sheer weight of numbers if nothing else, is that this breed of "always-on", empowered consumer is out-gunning and out-marketing even the largest corporations. Read More

A business doesn’t become successful because of getting its brand in shape. Get your basic business values in place first, and your branding will take care of itself. Read More