How to make friends on your next flight- why do asking questions work?

If you were sad enough to type: ‘how to impress strangers?’ on Google, you will come up with a wealth of information. Read through it and almost all pieces agree that to get on with strangers you must: Smile Make it about them Ask open-ended questions Carry on reading about open-ended questions and you might […]

Lead nurturing – what is it and where does it fit in your sales process?

The American philosopher Deepak Chopra once said: ‘It takes a little bit of mindfulness and a little bit of attention to others to be a good listener, which helps cultivate emotional nurturing and engagement…’  Without wishing to go too deep, I think it’s a great quote which demonstrates relationship creation very well. I know many […]

The lead generation funnel, how does it work?

I recently came across a great quote from the author Samuel Johnson: ‘Great works are performed not by strength but by perseverance’.  This is true of many things but it’s particularly important with lead generation work. This is because successful lead generation involves a meticulous process and takes a lot of patience and resilience to […]

How will GDPR affect B2B Marketing? An update on the state of play

When I first started looking into GDPR last summer, I, along with many others, had identified that big changes were in store for direct marketing. I even thought that this may be the end of e-mail marketing as the most popular B2B marketing tactic. It then became obvious that the regulations distinguish between corporate subscribers […]