selling

Hubspot webinar – Science of lead generation (On-line contact forms)

A while ago I watched an excellent webinar from Hubspot http://www.hubspot.com/  featuring Dan Zarrella of “Science of social media” fame (I love his dismissal of vague advice as “unicorns and rainbows”). He demonstrated an incredible use of data to analyse every aspect of his online marketing and provided some interesting insights – Read More

2013-07-31T16:33:05+01:00August 16, 2011|Accountants, Kim's Blog, Lawyers, Property, Selling, Web Sites|

Joined up marketing and selling with value propositions

I recently did some work with a professional firm on value propositions. And whilst I cannot share the detail of that work I thought it was worth highlighting a few key points about the importance of the poorly understood (or applied) concept of value propositions. Definitions There are numerous definitions Read More

Winning tenders with procurement

Huthwaite International is acknowledged as some of the leading experts on selling (based on psychologist Neil Rackham’s work on SPIN selling) so it was with interest that I watched a video recently with highlights of their recent conference on “Winning tenders with procurement” where there is a high involvement from Read More

2013-09-08T19:10:42+01:00May 9, 2011|Kim's Blog, Selling, Statistics and trends|
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