Account-Based Marketing / Videos & Webinars / 02 Feb, 2019 Be Surprising (in Bids and Tenders) Being surprising in bids can be the single point of differentiation between you and your competition. Watch the video
Account-Based Marketing / Videos & Webinars / 02 Jan, 2019 The Cardinal Sin of Account-Based Marketing (ABM) Key decision makers for part of a sales process don’t want to necessarily know or appreciate being told they’re part of an ABM strategy… even if it could reap huge benefits. Watch the video
Account-Based Marketing / 12 Nov, 2018 THE greatest ABM cardinal sin! With so much coverage now, writing an article on Account Based Marketing (ABM) felt akin to asking your grandmother to suck eggs (She doesn’t? Well she should. Run an ABM programme on her…). Everyone’s ABM’ing it, we have Heads of ABM, ABM specialists, ABM Teams, ABM agencies (yup, guilty as charged). Supposedly ABM – or… Read more
Account-Based Marketing / Deal Creation and Conversion / Strategy / 15 Aug, 2018 3 Things They Don’t Tell You When Responding To A Bid Search online and you’ll find a wealth of advice on bid tendering. It sounds pretty obvious and formulaic when you read it. Bid or no bid. Make a plan. Form a team. Be compliant. Offer great evidence, submit and wait for the good news. Frankly, what’s the big deal? Well, the big deal may be… Read more
Account-Based Marketing / Thought Leadership / 14 May, 2018 Emotional v Artificial intelligence – who wins out? It is hard to stop revolutions, and we are most certainly in an AI revolution. Data this. Analytics that… function over emotion, process not prose, economies of scale, cost savings over creativity, and of course, guaranteed success needed immediately. We are well on our way to becoming a ‘Robots welcome only’ era. So what are… Read more
Account-Based Marketing / Thought Leadership / 21 Mar, 2018 What to do when robots are judging your bid We spend our lives helping clients win crucial bids in many different industry sectors. But are we on the cusp of a whole new world of Bid procurement behaviour? 2021… Picture the scene Following an 18-month plus slog of RFP process, you make it through to the short-list stage and the all-important face-to-face presentation day… Read more
Strategy / 28 Feb, 2018 The Art of Positioning The art of positioning presents so many ways to explain something, through use of context, insight, humour, humility and giving others the opportunity to look at something with a different perspective. Nick Pearce looks at the positioning disasters, time wasters and winners. Read more
Account-Based Marketing / Strategy / Thought Leadership / 02 Aug, 2017 3 ways to guarantee value for every customer All businesses are engaged in a quest to provide ever greater value for their clients. But the sheer size and speed of available information means delivering it has become more challenging. The key to overcoming this is knowing the universal constants that span all industries and all clients. Here are three pillars that, if realised,... Read more
Being JPC / 06 Jul, 2017 ‘Liquid Thinking’by Damian Hughes I hope Damian Hughes won’t mind me saying this but he doesn’t immediately strike you as an obvious inspiring life guru. Writing on a topic – fulfilling your life’s purpose – which is a current literary obsession, is brave when your credentials read as: ex-football youth player, Unilever HR manager and volunteer at Manchester’s Moston… Read more
Business / Content / Thought Leadership / 27 Jun, 2017 Become a thought leader in just 5 steps Thought leadership is a position of power. As a thought leader you’re an influencer and a market commentator rather than solely a vendor – it’s a very different position, and one that brings with it credibility and responsibility. The best thought leaders play a key role in the conceptualisation of new business ideas, trends and… Read more
