How B2B firms can use LinkedIn for effective lead generation

When I ask Australian B2B firms if social media and LinkedIn in particular has a place in their communications and marketing strategy I generally get a look that could best be described as worried or hesitant and occasionally dismissive. If I go on to ask them if they think LinkedIn can generate real leads for […]

How to create real value for your buyers

We invest a lot of effort into building great sales teams. We pay our sellers generous amounts of money, invest in solid training programs, and ensure that our team is effective at what they do. So, despite our best efforts, why do we get the impression that our sellers just aren’t adding value in their […]

Does my bum look big in these jeans?

There are some questions that simply shouldn’t be answered.  Consider the fear cast into the hearts of men the world over when they get asked this prickly question: “Does my bum look big in these jeans?” A yes response is often followed by the sound of items being thrown across the room.  The much safer […]