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Collaborative Decision Making and the Big Salad
Tom’s Diner Some good friends of mine have asked me to take part in what seems like an amazing concept later this year. Rooven Pakkiri and Stuart Mcintyre of Collaboration Matters are eschewing the...
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Enterprise Social Circles
Paul Adams, Facebook Product Manager and former Social researcher at Google led the charge into Social Circles. Quite frankly, according to Adams, ‘Friends’ really didn’t cover it. We have family...
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Hippo Decision Making
According to Andrew McAfee of the MIT Centre for Digital Business in an article in MIT Sloan Management Review many companies still practice decision making by Hippo. Actually he refers to it as HPPO,...
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Mediterranean Murder Mystery: Marketing Kills Product on idyllic Spanish Island
In the early 80’s I holidayed in a lovely fishing town on one of the Balearic Islands, an archipelago of Spain. It was bliss. Quiet, peaceful days followed by a relaxed evening stroll around Town...
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Unplugged but Connected
A funny thing happened at Waterloo this week. Whilst walking from the over-ground to the underground, a man, about my age and similarly suited, asked me which line he should take for Covent Garden. At...
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Sales Cycles Suck
Sales cycles are a preoccupation for sales professionals? Where is the deal in relation to the cycle? Is the prospect progressing through the cycle as forecast? Organisations invest thousands of man...
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What Has CRM Ever Done for Us?
Actually the Romans come out rather well when Reg asks the questions of a bunch of masked activists in Matthias’s house in ‘The Life of Brian’. The aqueduct was just the beginning. Would CRM fare so...
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Gamification and Gamified Business Intelligence
Gamified I have become somewhat preoccupied with gamification of late. After the usual reading and research concluded with some structured study with the Wharton School through the excellent Coursera...
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Essential Tools for the Social Leader
This continues to crop up in conversation with my colleagues and customers. What are the essential tools for leading in a networked and social era. Here are my top 5. Evernote. Strictly speaking, not...
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Living the vida nube
A career in consultancy and services leadership has not really helped me develop a sense of rythm, a party spirit or noteworthy alcohol tolerance. It is fair to say that Ricky Martin’s crazy life...
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Social: The Fifth Age of Selling
Professor Derek A. Newton of the Darden School at the University of Virginia is credited with suggesting that there are four ages of selling. The ages start with music man and move through animated...
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The future of Sales is to Stop Selling
Buy One, Not Two, Half Price I am currently working with a business that goes to great lengths to help their customers buy less of their product. That’s right, their sales reps will spend time getting...
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Social Selling: Is it Really New?
Social Selling in the 60′s I find myself speaking a lot on the subject of Social Selling but whilst the technology, the media and platforms are new, much of what we mean by Social Selling is not new at...
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Death of a (Maverick) Salesman
‘The only thing you got in this world is what you can sell and the funny thing is you are a salesman and you don’t know that’, Arthur Miller, Death of a Salesman, 1949 Sellers Beware In Daniel Pink’s...
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Selling Trust: Social Selling in the Insurance Industry
Selling Trust When I was asked to speak on social selling to a group that comprised senior executives from the insurance industry recently, the immediate and obvious subject was trust. After all, It...
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Social Selling: Why 2014 is the Right Time
Social Success According to a 2012 study from the Aberdeen Group, those that have adopted a social approach to selling are achieving far betters results than those that have not. Look at quota...
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The future of CRM is here. What it is might surprise you.
The future of selling I often post on the impetus for social selling; why sellers need to adapt to the changing world of the social buyer. I am not alone of course. It is the subject of any number of...
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The Business Buyer Manifesto
As our own business grows, I find myself more frequently in the role of a business buyer. It is a stark reminder of why we do what we do at Artesian. CC Bloom Syndrome A meeting with a potential...
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Is Cold Calling Dead? More Importantly Who Gets to Kill it?
Is Cold Calling Dead? Cold calling is dead, at least as we know it, according to Forbes contributor Ken Krogue. Wait a minute, perhaps not. Matt Heinz, President of Heinz Marketing, blogger and...
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