Author Archives: Fanni

Natural born …challengers! – 6 ways of knowing if you are doing ‘challenger sales’!

Buying behaviours changed. Buyers got more sophisticated and knowledgeable over time. They know what they need and to look for. This had a massive impact on what added value Sales People can – and need to- bring to the table … Continue reading

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Value creative – the most important asset for a fast growing brand

Recently, I was told I am good at ‘seeing the money’… ….so I got the task of ‘developing propositions’ as part of my current job. Whilst spending hours and hours answering one simple question ‘what people are happy to spend … Continue reading

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Selling consultancy is a ‘piece of cake’ – literally!

When I walked into a very authentic cake shop in St Ives, I realized, ‘selling cakes’ and ‘consultancy ‘ are two, very similar stories. Why selling cakes and consultancy is the same? I looked around and saw a dozen of … Continue reading

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True story – how I generated 400 leads in 300 days on LinkedIn…and at NO cost!

You should read this blog if you think LinkedIn is the right place for you to market to your b2b audience but also if you have serious doubts about the whole social media story for b2b companies. When I started to … Continue reading

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10 best email subject lines

Emails will never die. Despite the sharp rise of social media as promotional channel, email is still by far the most popular communication channel, especially in the b2b space. However, despite a pretty crowded place (average business person receives 150 … Continue reading

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