by Tim Hughes | @Timothy_Hughes | LinkedIn The other day I spotted a message from a social media guru where he said that people shouldn’t read sales and marketing books. Maybe it’s because he hasn’t written one, and I have, that I completely disagree with this. There are three reasons for this: At my previous...
by Tim Hughes | @Timothy_Hughes | LinkedIn In my previous company sales people would be given 30 accounts and we all know that they could only manage 5. Which left 25 accounts fallow. Or put another way, that’s 25 accounts that your competition can run around in and build a nice little base up. Of...
by Tim Hughes | @Timothy_Hughes | LinkedIn Sales and Marketing is a mess and the buyer is all to blame. Only 10 years ago, you could call up a company and they would send you a brochure and you were happy when it turned up 3 days later. Now the buyer can go on-line and...
by Adam Gray | @AGSocialMedia | LinkedIn My favourite business book ever is Funky Business. Published over a decade ago it talks about how the internet has enabled people (and businesses) to mine niches much more effectively because we are all selling to a global market. The same is true of social media, you can...
by Adam Gray | @AGSocialMedia | LinkedIn So, if you have clicked through from my previous “rant” about my book parody then hello and welcome back, if you haven’t, you might want to read it here. So, how can this be an easy problem to solve. Well, the theory goes like this… People buy from...
by Tim Hughes | @Timothy_Hughes | LinkedIn In our research for the book Smarketing https://amzn.to/2u8e94f we looked at the current state of sales and marketing and the way that the empowered buyer was changing and impacting on those traditional roles. Before we dive into this it’s worth saying that sales and marketing has been on a...
by Tim Hughes | @Timothy_Hughes | LinkedIn When, Adam, Hugo and I started writing our new book “SMarketing” which is available from Amazon https://amzn.to/2u8e94fon the 3rd October we spent time re-looking at the marketing and sales process. Classic process is that marketing create leads and then hand them to sales, who then say they are...
by Tim Hughes | @Timothy_Hughes | LinkedIn After I wrote “Social Selling: Techniques to Influence Buyers and Changemakers” http://tinyurl.com/gqhfcqjI was under a lot of pressure to write a Social Selling part 2. While I’ve never been in a band and cannot even play an instrument, there is a band metaphor here. After the success of...
by Tim Hughes | @Timothy_Hughes | LinkedIn Sales has been forever evolving, there was a time (before the internet and the telephone) where sales was about knocking on doors and people still sell that way. In the last 25 years of sales I’ve seen a number of changes. When I first moved into sales the...
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