Social Business Blog: 2010

New year sales - Are you ready?

What is it about new year that makes us all intent on changing our ways? It is just another turn of the clock, another old month turning into a new one, yet people become obsessed in the early weeks of January to give things up and start new past times. Every office is slightly more awkward as the tension from cigarette quitters or chocolate avoiders begins to take it's toll. By February, the resolutions more often than not find themselves on the same heap as unwanted Christmas presents and leftover holiday food, well and truly binned and forgotten about.

Follow our guest writer/account manager on his journey into social media

22/12/10
9.25am - Seeing as it's been over a week now, and I've so far Tweeted just once (is that the right terminology?...Shakespeare would be turning in his grave), when I was so angered by a motorist cutting me up at a roundabout that I stormed into the house and immediately vented my anger in 116 characters, I decided this morning to start following a few people to see if that gave me any inspiration. I've never been particularly comfortable with the word 'following'; call me old fashioned but it sounds a tad on the stalker side. 'My followers' also sounds like I've started some kind of cult movement too. Am I supposed to be preaching guidance to those who have chosen my path of enlightenment? Read more

11 New year's resolutions for companies wanting to make the most of web listening

The world and his wife seem to be making lists about about their web predictions for 2011 (a sign that many see the increasing importance of SEO work as the number 1 priority perhaps...). I'm also trying to come up with some personal new years resolutions currently, so I can at least have something to talk about with friends over the holidays, even if I know full well that I'll never give up chocolate or consider going for a twice-weekly run!

So, wanting to get involved in the party, I've compiled a list of 11 things companies should look at doing in the new year, if they haven't already done so, to make sure they're getting the most value from information readily available on the web. Of course, if I had my corporate face on, number one would always be talk to Artesian...But seeing as it's the season of giving, I'll try and steer clear of any bias:

How long will it be before social media is just called media? That might sound like a silly question but when was the last time you saw a big marketing campaign that didn't include a link to a Facebook page or a Twitter feed to follow or respond to? I saw this recent article claim that social media budgets will encompass 20% of all marketing spend in 2011. And that number, in theory should only continue to spiral upwards.

For the observant among you on a Friday afternoon (well done to the both of you) this will already be old news but for those who spend the majority of Friday dreaming of Saturday this is for you.

The theme of Le Web so far has been one that we're all to used to seeing by now. Everyone is really excited by the web (or Le web for our French friends) and know it can benefit their business, but they've yet to solve the riddle of just how. Those who have spoken to us so far see social media as a personal tool and many stands here are focusing on combining apps to help the average consumer. Still it seems the advantages for business are being overlooked.

Just about to set off on the short journey to Le Web and looking forward to meeting as many people as possible this year. As part of the Bizspark progamme again we'll be in the Start-up zone so if you care to come and say hello, please do so.

The Artesian blog takes a look at some of the top sales tips and blog posts from around the web this week:

From a sales point of view Linkedin might well be renamed 'Way in'. It's one of those things that everyone seems to have heard of but not everyone is embracing into their sales process. I have no ulterior motive to promote Linkedin (I don't have shares in them if that's what you're thinking) but I can't recommend it enough as a fantastic tool to exploit when prospecting.

On the train last night a usually quiet carriage was filling with laughter as a fairly loud woman shouted down her mobile phone about a relationship issue she was currently having. The relationship issue, to put it politely, was not something that should've been shared with an entire carriage of people, or for that matter, anyone but her nearest and dearest and the public declaration of her issues were causing quite a stir.

Even the most stubborn of doubters are now having to accept that at the very least, social media is not going away. A few years ago, like a British sun bather caught in a rain storm, you had people confidently predicting that it'd 'all blow over shortly'. But the fact is, it hasn't, and isn't going to leave the forefront of people's thoughts for a long time to come. And it's good to see Companies accepting this now with the recent Center for Marketing research study highlighting the fact that 70% of Fortune 500 companies on Twitter are engaging with followers using the @ and retweet features.

I know Friday tends to be my day of sharing but I've come across a couple of things to do with social media in the last couple of days which probably deserve to be highlighted sooner rather than later.

The Artesian blog takes a look at some of the top sales tips and blog posts from around the web this week:

The perfect example of buzz monitoring lit up my day yesterday and highlighted the benefits of using the system. Caped crusader Batman was years ahead of his time on this when he created the batsignal to alert him to big news long before the days of email, but besides the nuisance of sliding down a pole and donning an irritaintgly tight superhero outfit, the buzz of my alert felt, I imagine much the same.

One of my favorite books of all time is 'Yes Man', which to cut a long story short, sees a man change his life by saying yes to every opportunity he's presented with. I've often thought it'd be brilliant for a business to try the same tactic, throwing caution to the wind and saying yes to every supplier email, every contract opportunity and every conference invitation. In that scenario though, something would confuse the hell out of the participating business...What to do with social media?

There's a reason why everybody hates cold calling. Because it's more awkward than yelling out an expletive at a family wedding. You don't 'cold call' outside of business hours. For example, you wouldn't call up a restaurant to NOT book a table. 'Hi, just phoning to see how things were with you?' probably wouldn't go down to well with the waiter who picked up the phone...

If you haven't heard of the Guruonline then you have now! And it's literally exactly what is says on the tin. The fastest growing video resource for business with some of the top, top industry experts giving their advice on all things relevant.

Saw this morning that the Independent have launched a new paper called 'I' in an attempt to win back some regular readers. The paper costs 20p and appears to be intended for the ever decreasing attention spans of the masses, with much shorter, snippet summary articles to go alongside a more web style layout directing you to stories of interest. Even the title 'I' suggests that's there no time to be elaborate here.

As someone who often preaches about the need to stop drinking from the fire hose, it'll probably surprise some to see a headline such as the one above. Quantities can provide vital information at just the right time, the problem is, knowing how to use it.

The Artesian blog takes a look at some of the top sales tips and blog posts from around the web this week:

In the main, you can quite easily tell the difference between someone who is actively monitoring prospects and someone who is not. Someone who isn't will see a breaking headline like 'Company A holding a pitch' or 'Company A seeking new contractor' and assume it's a good thing. Someone who is tracking prospects will see this as an opportunity lost.

The Artesian blog takes a look at some of the top sales tips and blog posts from around the web this week:

Fantastic to read a really insightful article on the BBC this week about companies shifting the consumer power of social media sites to benefit themselves. It was especially interesting to see social media referred to as a CRM system in itself and the argument that social media not only acts as a way of putting out early fires with customers, but triggers companies to beat journalists to a damaging story as well. At the end of the day, even if a story isn't necessarily true, if a big source gets hold of a rumour and spreads it to the masses, the damage is already done.

In a poker game you don't tend to bet big unless you're absolutely sure you've got the best hand. To have any idea of what other people may have you have to study their moves, contemplate what they may be playing and ultimately decide if they're bluffing. You can study all of these factors stringently and thoughtfully, yet at the end of the day you may still be proved wrong, hence why a poker game is gambling. Even with the most thought out conclusions you're taking a chance that your right.

Rather recklessly some might say, Artesian have recently provided me with some web recording equipment meaning I can start producing some video content for the blog. Now I had some ideas of my own about some of the things I could talk about but what I'd really like to do is take some of the biggest web concerns sales professionals might have and go with those instead.

It's all very well setting your own agenda but what I've always been most interested in is what others find irritating or problematic. Struggling to get the most out of social media? Struggling to track brands online? Wanting to find better ways to connect with a prospect? Please get in touch and suggest any ideas you may have and I'll be happy to setup a series of web videos based around your pains.

Get in touch on Twitter @artesians or send an e-mail here. This is a real opportunity for sales teams to challenge difficult web areas and a real opportunity for me to play about with new technology! So let's set the agenda and get filming...

Special mention to this marketing automation article

For someone who spends the week saving up gold for Friday's weekly 'best of sales' piece I probably shouldn't be sharing links on a Wednesday. But sometimes you come across articles that just talk so much sense, they can't possibly sneak through Thursday without a mention.

Check out the 5 justifications for marketing automation on the Sales Lead Management Association blog. There are some absolutely spot on points in there that just made me sit back and nod continually.

The article talks about the buying cycle in a digital world and also refers to something we've mentioned once or twice on here (to understate it somewhat) the cost of sales. Wasting time on prospects who are quite simply at the wrong stage to buy is an expensive process and if you're not aware when the right times are you're not doing enough research to justify a sell. A tip of the cap to the 5 justifications for marketing automation. Now just to find something that'll top it for Friday!

A week in sales....24/9/10

The Artesian blog takes a look at some of the top sales tips and blog posts from around the web this week:

Be honest with yourself here; think about the last sales call you made and ask yourself 'did I appreciate the customer's pain?' Looking at things from a customer's perspective can offer real insight into whether your product fits and potentially, what you may need to ultimately do to make sure it does.

Finally got round to watching the last installment of the Trigger event webinar series by Craig Elias and Tibor Shanto today. For those of you yet to watch them I really recommend a viewing as the series breaks down the use of sales triggers and supports the value of striking at just the right time (see here).

The Artesian blog takes a look at some of the top sales tips and blog posts from around the web this week:

Finding and connecting with your customers online

Tune in today at 2pm for a free webcast with CEO Andrew Yates and VP Mike Blackadder. Watch it all here:

A BrightTALK Channel

Times they are a changing

Two things I'd like to share today. Number one being the latest Tech Media invest 100 from the Guardian which I'm pleased to say recognised us again (see here). It's really encouraging to see so many companies succeeding in web space and to make it two years running is a real honour for us.

If you're not mobile these days you're not a lot and it's great to see Salesforce's chatter becoming available on the move (see article here)Keeping updated with colleagues no matter where you are is becoming easier and easier and their is simply no excuse for no longer being in the loop.

You know those scenes in Hollywood films where a gas leak is slowly creeping towards a lighted cigarette, or something equally flammable? (I think Batman Begins was the latest blockbuster to use this fool proof suspense tactic when a hapless taxi driver happens to throw a cigarette butt into the main gas tunnel - might want to get onto town planning there...)

Everyone's looking for a name, a path into the business, a contact to cling onto. But searching for names can bring back more than just a static phone number. Yes it's important to know who you're targeting but it's also important to make sure you're in line with their ideologies.

A journalist is a funny creature. I know this because technically I've been one and I know exactly what they're thinking. A couple of tips about journalists:

Sometimes a deal may not go quite according to plan. Any salesperson reading that will be hitting their hand against their forehead sarcastically uttering 'well duh!'. Rarely will the pipeline unfold exactly how you planned it and sometimes it's your versatility and ability to maneuver around tricky situations which make or break a contract.

Automate sales intelligence....because it's hard enough just to keep up with the diagram!

There's not a great deal I need to say about the above. Other than the fact it's pretty amazing. If you can find me a human eye that can keep up with that level of content I will pull away their mask and show Robocop like mechanics behind his facade.

I saw a great quote from a local tradesmen in the paper this morning criticising cold calling and praising the 'personal aspect of sales'. This tradesman is a very knowledgeable, successful local businessman who has built up such a reputation, he recently ran for parliament, gaining a significant number of votes for an independent candidate.

Research facts relating to the opinion of 'C' level executives on the value of sales meetings:

Only 27% felt sales people were knowledgeable about their specific business.
Only 34% felt the sales person could relate to their roles and responsibilities in the organization, with 38% saying sales people understood their issues and how they could help.
Only 34% felt the sales person had relevant examples or case studies to share with the executive.
Only 38% felt sales people were prepared for the questions an executive might ask.

I found these stats on the 'Partners in Excellence' blog relating to a Forrester Research on selling to 'C' level executives.

Let's think about this logically. The hard work has been done, you've got the meeting, you've got the prospect to commit their time to you, yet only 27% percent of those prospects feel the salesman even understands their business. That's like a football player earning an International call up only to arrive with no kit or boots.

It is a fundamental that a salesman knows the business he's selling into. Of course, it's impossible to know everything, but a basic understanding, what these 'C' level executives seem to be asking for, is a must. The other 3 bullet points above all fall into place if you don't fail at step one. If you understand the basics of the business, it's easier to understand roles, therefore easier to provide relevant case studies relevant to who you're talking to and prepare for the likely questions you are going to receive.

But don't sell yourself short by not doing the research. You've worked hard enough to get the meeting in the first place, why should you let the whole thing pass you by?

Qualification and discovery in sales is just as valuable to you as it is the customer

Some things just aren't meant to be

I often talk about the value in finding out about your customers needs and pains so that your product can fit with the customers problems. What I don't often mention is how valuable it is to make sure the customer fits you as a product. Whilst qualifying and researching sales leads to prove our worth is important, it also assists to identify whether or not you're on a hiding to nothing, distracted by the whiff of a sale.

Whether we like to believe it or not, some deals are simply not worth pursuing and stopping them early enough to save time and money is a necessity. Often these deals are left to drag causing both sides a lot of discomfort when ultimately each camp knows the relationship is going nowhere. It's a bit like being set up on a blind date with someone you have nothing in common with. The sensible thing to do would be to part ways as soon as you realised. Most though, will hang around for the duration of the evening until it reaches a respectable time to go home.

The deal might even have looked promising at the start, but then a trigger may have altered the situation. A sponsor may have left, new vision put in place. Yes, trigger events are fantastic for knowing what your customer wants, but the point here is that they are equally good for identifying bad deals before it's too late. As long as you're taking the time to monitor prospects, you're the one dictating the action. That's the position you want to find yourself in.

Sales intelligence for B2B. B2C would kill for your knowledge!

"Knowing your competition's strengths and weaknesses prepares you both offensively and defensively. By studying your leading competitor's sales presentations and techniques, you often learn how to improve your own team's performance."
Franchise Update

I love stumbling across quotes like this, it makes life so much easier. Because it makes so much sense. Even if you don't agree with the your competitor's strategy knowing it puts you in an even stronger position. How do you know what your offering is the superior service unless you know exactly what you're up against?

Similarly for potential customers knowing what that customer wants and needs is half the sale. This quote was taken from a B2C article and it got me thinking... How much would a retailer pay to have a customer walk into their shop and already know exactly what they were looking for, what their preferences were? The answer is a lot.

In the B2B sales market these tools are available. We can track anyone we want to and appreciate their preference before we've even sat down at the table. If you're not taking advantage of this just picture a B2C seller furiously shaking their fist at you. Because that's exactly what the jealous guy will be doing.

Everything can change in a second

It's odd sometimes how something that seems so down and out can suddenly pick itself up again in an instant. Take this very post for example. I didn't really feel like writing a blog today until I took inspiration from one of my favourite bloggers Paul Castain who shared these words of wisdom in his post yesterday:

"The majority of people are ready to throw their arms and purposes overboard and give up at the first signs of opposition or misfortune. A few carry on despite all opposition until they attain their goal.”
-Napolean Hill

Since then I've been desparate to sit down and write a blog myself. I saw this very concept put into action just the other day and it reminded me that I planned to make a note of it on here. Inspiration is a brilliant thing isn't it?!

It was a sales situation, where all seemed pretty much lost. The writing was on the wall, the moderately obese lady had sung and the project had come off the rails. Basically, any imagery of a deal ending would have been appropriate at this point... Then one internal change within the business, a new strategy, a new direction that was picked up on the great World Wide Web and the door was once again flung wide open.

One action, one change, one article. That's all it takes to completely restart everything and completely change the complexion of a sale. So if I can add a somewhat poetic and meaningful quote to sit alongside Napolean's above it would be this - If you're not looking for a lifeboat chances are you won't be saved. Monitor your market, the smallest change for someone else could be the biggest change for you.

Acting quickly on a sales lead is vital

Was fascinated to see the latest research from Lead360 who claimed that calling a prospect 6 times AT THE RIGHT TIME increases conversion rates by 94% plus. That almost takes away the need for a percentage, you might as well say it definitely increases conversion rates...

If you're going to call a prospect 6 times though (they recommend 3 in the opening day of the lead!) you best have your facts right. That is a lot of selling time and your potential customer isn't going to want to waste that amount of time on someone who doesn't have the answers.

This study further highlights how sales triggers are now a necessity not an optional. Contact at the right time can only mean contacting after a trigger event. They refer to 'striking whilst the iron is hot'. It can not get much hotter than directly after a trigger event. With such fierce competition for business you can ill afford to rely on the occasional search to find these trigger events. You need to be monitoring companies, relevant topics, key insights that will get you in the door quickly. It is as simple as that.

Poorly informed sales calls are bad for business

from iamhilarious.com

I share with you today two very embarrassing stories, not because I get pleasure out of doing so, but to prove the value in sales intelligence and doing your research before a business call. Thankfully, neither of these are my own tales of awkward torture so I shall refrain from naming any names. Rest assured though, both prove the advantages in monitoring who you're selling to and making sure you've qualified the value in the call you're making.

Story 1) This story was taken from Sales Pop
An IT sales rep calls a potential client trying to sell a SAP upgrade. He thinks he has all the answers. He is wrong...:

Prospect: "You know what version of SAP we are running?"
Salesman: "Yes I do. You are running ____"
Prospect: "You know what we are planning to upgrade to?"
Salesman: "Yes. To version ____"
Prospect: "Do you know when we plan to do the upgrade?"
Salesman: "Yes I do."
Prospect: "And you know my email ID and direct line as well?"
Salesman: "Yes. I have been trying to reach out to you for 2 months now."
Prospect: "Good job. Now what you need to do is. Erase all that information
you have and don’t call me back, coz we just signed a contract yesterday with another company!!!"

Story 2) Sometimes just cold calling isn't enough. It may be an idea to qualify who you're calling first, to save yourself time more than anything:

Salesman: Have you thought about your companies logistics provider at all?
Prospect: haha, yes.
Salesman: Sorry, did I say something wrong?
Prospect: No, not really. It's just we are a logistics company...

Now of course, the likelihood is (fingers crossed) that you won't face such horrendous phone conversations but knowledge of who you're calling still comes in handy. Saying the wrong name, asking for someone who doesn't work there anymore, or simply failing to acknowledge a key piece of news surrounding that company turns noses up very quickly. Likewise, if you're wasting time selling to people who don't need or want your product you're losing time you could be using to sell to genuinely interested prospects. Knowing who you're selling to is just as important as knowing what you're selling, just ask the two examples above.

Cost and value - It's a two way thing

From Search Engine Watch

There is an ancient sales formula that even the most hapless of mathematical incompetents can understand. Cost + NO value = FAIL. It would appear that some people refuse to take notice of this formula. Exhibit A for example (see graph) is a demonstration of cost + no value in action. The Times decided they were struggling under their current business model. They changed it to suit themselves. They added no value. What is the customer gaining from this process?

A survey by KPMG has found that 81% of UK consumers don't want to pay for digital content. But that is not the interesting piece of the research. That is to be expected. A UK online consumer is used to free. Why should something offering the same service suddenly cost? To be honest, I'm surprised the figure isn't higher. No, the interesting piece of the survey was the constant referral to UK consumers being happy to give up personal data, as long as the process BENEFITED them with a more personal online service:

Cost(personal data) + value (personalised service) = Result

The valuable lesson here is that customers do not want to bend to suit your requirements. They want you to bend for them, to suit their needs. Customers are happy to pay costs providing you add value...To them, not you. It is a very simple formula. Perhaps right about now someone at the Times has just uncovered this ancient phenomena...And they're probably crying in despair.

A sales cold call...90% research?

I've been fortunate enough to work in a few different industries, although slightly less fortunate that one of those industries happened to be estate agency (please don't stop reading, I'm not one anymore!). It seems that all the jobs so far have had one thing in common, one constant. Someone, early on in your role will sit you down and say 'you'll pick it up, it's just about doing your research.'

I would love to hear of a profession where the boss would enter the office on Monday morning and say 'for the love of God guys, no one do any research!' because I simply don't think it exists. Research is the backbone of any industry, of any business, of any success story. In a past life I learnt how to write feature length film scripts. We were taught that the project consisted of 90% research and 10% writing. If you don't know what you're writing about, how can you possibly bring a script truly to life?

I'm pretty certain a similar percentage applies to a cold call. One of the keys to doing research in scripts was to bring characters to life, develop their backgrounds, and establish their underlying needs and desires. The same can be said for a cold call. If you jump in and start the story without knowing what your character wants the script's going no where. To bring context to a call you need to figure out why you're calling. If the character's (customer's) desire is to have your product then why? What are they getting out of it?

Research is fundamental in success, across all industries. As my teacher used to say, 'if you can set up an intriguing back story, the plot just comes naturally.' Translated into sales terms, 'know why you're calling, and the sale will flow much smoother.'

Are you seeking out the sales?

It's become quite easy to make excuses these days. 'Times are tough', 'no one's buying' and 'everyone's waiting to see what happens' have been mixed with the old classics like 'it's summer, summer's always dead.' This cocktail of negativity makes it far too easy to slump at your desk feeling rather sorry for yourself and not really put 100% into a sale. And don't get me wrong, times ARE tough, and you'd be perfectly within your rights to throw in the towel, turn off the lights, and do all those other stereotypical things related to giving up (how about growing one of those famous Hollywood beards that say 'I'm down and out'?)

But what people should remember is just because the market is tough doesn't mean your service is no longer required. In fact, it's almost completely the opposite, especially if you're a cost cutting service. Yes, people are less willing to throw money at solutions but I can guarantee that everyday a company is suffering a pain that needs fixing by your product or service. The problem is finding the ones in this pessimistic market willing to make that change.

That's where sales triggers come in. Identifying potential customers that are crying out for help, or locating new managers that are looking to make big changes in their department, even potential customers falling over hurdles because they've yet to discover what a company like yours can offer. They are out there, I see it everyday. So don't take the easy route. Don't fall back on excuses. Do something different today. Of course, I recommend automating the search for triggers because I've seen the power it can have. But I'm not just talking about that. Instead of slumping back in your chair and letting things get you down, do something positive. Chase a sale. They are still out there...

Find a lead today

Where is your sales organisation heading?

Most people assume that installing a CRM system will solve all sales performance issues, in a similar way to most men assuming that buying a flat pack wardrobe means you instantly have a brand new, wonderful looking wardrobe. Anyone who has sat with an Allen key, a piece of wood that simply doesn't make logistical sense, and a sense of self pity will know this simply isn't the case.

The problem is, there is a lot of useful data to take in and as an expert on the subject suggests, CRM systems "treat their own data like an island. Useful sales analytics can only typically come from bringing together information from Sales, Marketing and Finance systems." The fact that they don't combine effectively means analysing your sales performance can actually be much more challenging.

Of course, the emergence of systems like Salesforce mean we can track more data than ever before but if you were to ask a sales manager if he knew which sales tactics were working best, or which customers are proving more profitable using just a CRM system alone, he'd probably struggle to start the sentence without the line 'probably this' or 'probably that'.

There is now a free assessment online for sales leaders to assess themselves relative to their peer groups across a carefully selected set of sales performance metrics. It's a really useful ten minutes worth of time so I'd recommend giving it a go. You'll probably be more than a little bit interested in the results too...

Take the assessment

Start-up of the day II

Delighted to report that Artesian have once again been selected as the Microsoft Bizspark start-up of the day, for the second time this year. Following on from the pitching victory at the Microsoft European summit and the 'cool vendor' award handed down from Gartner it all adds up to a great year thus far (insert excitable dance on table here).

You can see the interview with CEO Andrew Yates and some more footage from the Paris event earlier this year over on the Microsoft bizspark homepage.

Also, don't forget to take the media monitoring quiz over on the right hand side of this blog. Well worth a couple of minutes and will be covering solutions to most individual questions at a later date.

Putting weight behind the need

Yes, this is a tenuous link to a cold call...

Reading a lot of sales blogs, a common piece of advice thrown around is think about what your prospective customer is getting from the call, rather than just what you're getting. It's very easy to go in with the objective of 'selling my product or service' but harder to put yourself in the shoes of the other person in the conversation. One thing it's safe to presume is that they won't start the call thinking 'you know what, I really fancy throwing some money at something today.'

Now of course, you can approach this one of two ways. A simple approach would be to call and ask the prospect what their pain is and what they're looking to improve on or what they need. But the problem with this approach is A) it's time consuming - and your prospect might not want to spend a whole load of time with you, and B) it can lead you down paths you weren't expecting. Yes, you can learn what they want but on the spot you've then got evaluate how your product or service best suits their need.

The second approach is to use a trigger event. This, to me at least, seems the far more productive approach. Before you start the conversation you know what the pain is because you've been alerted to it by the sales trigger. You've had time to prepare a reasonable proposal to fix it and, you're not taking up hours of your prospects time learning about them. What's more, you look on the ball and competent, which last time I checked goes down quite well during a sales pitch.

By using trigger events you can put yourself in the customer's shoes much easier meaning you can understand much more what they want from the call. It seems a no brainer to use them, especially when you no longer have to search for them...

Trigger events webinar

Just a heads up from me today really. Whilst I am in no way connected to this event (other than being extremely interested myself) trigger event experts Craig Elias and Tibor Shanto are running 3 webinars at no cost looking into the idea of sales triggers and their benefits.

Again, if you're thinking to yourself 'what a marvellous idea, a stroke of genius' I unfortunately can't take the credit as I'm merely the messenger boy but it looks like they could certainly be worth your time. Here's a link to the full agenda and the registration page - HERE

I will be attending (is that the right phrase for an online seminar? Logging in at least) and will doubtless be tweeting myself silly pre/during/post event so connect with me @artesians if you want to discuss the key debates surrounding the 3 sessions.

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