“Sales Must Think Like Marketing”

My initial thoughts were that this was a good message to retweet. However, the more I thought about it, the more unhappy I became with the thinking behind the message. I’m well aware of who Jill Rowley is and of her reputation as a Social Selling evangelist/guru and one of the world’s Top 30 Social

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Essential Steps in Product Development

How do you develop new products? One of the weaknesses of a significant number of UK companies is that their product development is engineering-led. By this I mean that the R&D department will put together a product and then hand it over to sales with a cheery “off you go and sell it then.” Astonishingly,

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The Place of Storytelling in Sales

  From the earliest, Man was hardwired to respond to emotion. When Ugg taught his son Ugg how to hunt Woolly Mammoth, he did so by telling him a story. He called on fear, bravery, caution and other visceral feelings to get his point across. As sophisticated as we think we are these days, let’s

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