The Death of a Salesman

What started out as Social Calling, a phrase coined by Nigel Edelshain back in 2009 and his take on Sales 2.0.  Then became Social Selling from 2014, to the first book authored on the subject in 2016 by Timothy Hughes & Matt Reynolds, where they set the standard and framework that is still used today. Has technology, automation, and the "economy of now" killed it?  

In this episode, I chat with Anthony Barbuto, a practicing Attorney from Florida.   He shares with me why he uses social media. His passion for all things Italian. How he has amassed 100k plus followers on Facebook, 20k plus followers on Instagram AND 2million plus followers on TikTok and has become a verified TikTok content creator. What do his peers think of it all? Does it bring in clients? How...

In this episode, I am joined by the brilliant Simon Marshall.   Simon runs his own Digital Marketing agency where he and his team help Professional Service firms get the best out of their marketing data to make better business decisions.   If you are in Sales, Marketing, Accounting or Law, you need to listen to this - the firms that get this will reap the rewards.   We cover off :    Why your webs...

In this episode, I am joined by Priya Shah, one of the co-founders of Sauce Video.   What started out as a video editing app for extreme sports enthusiasts transformed into a cloud-based video collaboration and editing tool.   Sauce Video was acquired by Oracle in April 2020  and they are now building this technology into their CX Content platform.   Priya is kind enough to share with me their sto...

In this episode, I speak with the wonderful Nikki Finucan.  Nikki's headline on LinkedIn reads "Transformation is taking something that exists today and making it more beautiful!" She specialises in creating synergies between process, technology and people to support, build, and develop high performing teams. Some of the change and transformation beautification. she has experience in: 1. Enhancing...

I am delighted to welcome Justin Michael on to this week's Podcast. Justin is currently an RVP at ReAppi, a top 3 mobile retargeting platform, that drives double-digit incremental lift to clients like Amazon, HomeAdvisor, and Postmates. He aspires to be one of the world's foremost experts on sales automation and a thought leader in mobile marketing. This requires a deep exploration and understandi...

Delighted to welcome Nigel Willson on this week's episode. Nigel is the founder of www.awakenai.org  and former CTO for Professional Services at Microsoft, he describes himself as Global Speaker, Influencer and Advisor on Artificial Intelligence, Innovation and Technology (Ranked amongst top 20 AI Influencers in the World) - ex European Chief Technology Officer but now an independent voice on Arti...

  "Nobody has the answer to every question" Delighted to welcome Delfim Pereira on to this week's episode. Delfim describes himself as a "Sales and Enablement Leader who mobilizes sales organizations to effectively differentiate the value proposition, coaches sales leaders to inspire greater discretionary effort and helps clients to make the most impactful buying decisions" He has the background t...

“Experience is not what happens to you – it’s how you interpret what happens to you.” Aldous Huxley I discuss with Peter Dorrington of Xmplify what Customer Experience is in the modern world. Peter has unique experience in combining data science with behavioural science to understand what really matters to people and the practical experience to help business know how best to serve them and drive b...

In this episode, I discuss this and more with Tim Williams, the CEO of www.onalytica.com Onalytica describes itself as “Connecting brands and influencer communities to create inspiring content.” I discuss with Tim, what is social influence on Social Media? How can you really measure it? We discuss how leadership needs to look at social engagement metrics in a different way to a spreadsheet of numb...

I am delighted to host Stuart J Barnett on this episode. Stuart describes himself as Thought partner and confident to lawyers. He shares his story of what led him to what he does now. Whilst the focus of the discussion is around Lawyers and Law firms, having worked across multiple industries, his insight and advice is valuable to all. We discuss the importance if internal influence if you are look...

In this episode, I ramble. It's been an up and down couple of weeks, therefore I just wanted to talk. I cover off a few things around what I am hearing in the market. My take a few things I have seen - what not to do.  What I am doing with the time that I have, learning a new skill. How running virtual workshops has changed my perspective on coaching. I talk about how you can use a word cloud to s...

In this episode, I am joined by the wonderful Samantha McKenna. I have followed Sam's career over the past couple of years to her now launching her own sales consulting business.  She describes herself as overly enthusiastic, amongst other things. This is more like an almost obsessive passion for bettering sales and the sales community. In this podcast, we discuss the dos and do not's of selling....

I am delighted to be joined by Tom Boston from SalesLoft. Tom is an SDR, where he leans on his experience of being a former Radio DJ, Genius in an Apple Store, to the hard yards of cold calling businesses to sell Gas. He now works for SalesLoft, educating the market on Sales Tech.  Tom is also leveraging modern sales techniques through social as part of his overall sales process. In particular, hi...

I am joined by the wonderful Mary Henderson, where we discuss what is a personal brand, how do you present it, we also venture into how a CEO can use it to their advantage. Mary is an internationally recognised Personal Branding Expert who knows how to commercialise a  Personal Branding  into a monetisable online (and offline) business. She is a speaker and author of a number of fictional & non-fi...

In this episode, I am joined by Andrew Hough, CEO of the Association of Professional Sales, known as the APS. The APS is professionalising the sales sector. By providing qualifications, professional membership, lettered accreditations and upholding standards of ethical selling, sales people can for the first-time progress along a structured career path, with the same level of skill, trust and care...

I am joined by Matt from Conversica on this podcast. Conversica is a leading provider of Intelligent Virtual Assistants for business, helping organizations attract, grow and retain customers. The flagship Conversica® Sales AI Assistant helps companies find and secure customers more quickly and efficiently by autonomously contacting, engaging, qualifying and following up with leads via natural, two...

In this podcast I listen to the wonderful Helen Gazzi from iDiscover 360 share her insight on what emotional intelligence means, alongside emotional availability and emotional adaptability. She tackles some big subjects Why do you go to work every day? How do you use a challenge as a catalyst for growth? How do you act upon what you discover about yourself? Links to the resource she refers to http...

In this episode, discuss what do we mean by this? How can we earn trust in the digital age? What is your purpose and the purpose of your organisation? What is the impact if you get this right.

In this episode, I cover off how we, at DLA ignite, believe social technology and mindset within an HR function can be a true catalyst for change. In short, we see it as a for HR to connect talent and technology to get the best out of people. This can be broken down into 5 key areas of focus : Social HR Professional Social Talent Social Learning Employee Experience Employer Branding

Employee Advocacy is nothing new, it has been around for a while, yet we are seeing a resurgence in this, as well as tools to support it. Research show that you can increase your organic reach by as much 500% if you are able to activate the voice of your employees. If being the operative word here, and that is a big if. In this episode I cover off where things go wrong, why and what you can do abo...

In this episode, I share my views on what being an influencer in business to business really means, how you need to consider where your sphere of influence is, what data points you need to consider to ascertain if its working and finally, I touch on the mystery of the LinkedIn algorithm and how this may be impacting your reach. I hope the volume is ok on this, I ran many tests before and all seeme...

based on an article in Venture Beat on how distributed teams can help startups scale, how can large organisations benefit from this approach? Link to original article  https://venturebeat.com/2019/07/06/distributed-teams-are-helping-startups-scale-faster/

I recently delivered a keynote on this topic, so thought i would share some of the themes i discussed here, with a final piece by Gerd Leonhard from his book Technology vs Humanity.

in this episode I tackle the debate of selling through social - you don’t sell and close on social