Digital Transformation delivers complexity for Sales & Marketing

Four significant forces are coming into play, they are linked, they will impact even the best in sales & marketing.  They demand a different set of expertise and depth of approach to navigate the complexity they create. But, what are they: The rise and impact of Digital Transformation The transfer of IT purchase decision-making into … Continue reading “Digital Transformation delivers complexity for Sales & Marketing”

An interview with David Cameron. What could B2B Marketing learn from Brexit?

Like many I watched the Brexit debates, arguments and the headlines.  One single thing entered my mind as I watched Cameron and Osborne answer the “LEAVE” challenges: [You can’t articulate your argument can you?] OK – I haven’t interviewed Cameron – but that would be my opening question if I had. REMAIN hadn’t taken the … Continue reading “An interview with David Cameron. What could B2B Marketing learn from Brexit?”

Nailing the “must-win” deal

You submitted your must-win bid and the bid team celebrates.  But “what-if”….. What if your competitors were able to do 5% more?  And what if that 5% more really did ensure 100% success.   In the “must-win” situation, when sales revenue and peoples’ jobs are dependent on the result – the “what if” has to … Continue reading “Nailing the “must-win” deal”

Attaining a game-changing advantage in sales & marketing

The average marketer is faced with an impossible challenge. How do they do more with less.  But vitally – how do they do it with: the same or less resources than their competitors often using the similar marketing content, channels and tools as everyone else an objective to engage with a widening set of audience … Continue reading “Attaining a game-changing advantage in sales & marketing”

DON’T PANIC: In a time of tech-driven transformation, don’t get hung up on the tech

Technological evolution is driving everyone, within almost every sort of organisation, to analyse and re-analyse every ‘known’ about their worlds. But a lot of this analysis and re-imagining is actually panic. Panic that we don’t really get it. Panic that this might be the one thing we need to get. Panic as we sense Digital Darwinism … Continue reading “DON’T PANIC: In a time of tech-driven transformation, don’t get hung up on the tech”