Simon Boardman
"The time has come for someone to put his foot down. And that foot is me." - Vernon Wormer
"Constantly arguing over price and terms is no way to go through life." It seems like we're arguing over everything these days. What...
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Simon Boardman
- Jun 23, 2021
- 8 min
Don't Let Your Train Come Off The Tracks
“The world cannot be understood without numbers. But the world cannot be understood with numbers alone.” – Hans Rosling, Factfullness....
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Simon Boardman
- May 5, 2021
- 11 min
Which Path Will You Take in Modern Business Relationships?
We've heard it for many years, "it's all about relationships," "it's not what you know, it's who you know" Of course with recent events...
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Simon Boardman
- Mar 22, 2021
- 9 min
LED ASTRAY
The phrase "use your words" has become a humorous interjection. People use it to lighten up those situations when they get wrapped around...
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Simon Boardman
- Feb 5, 2021
- 8 min
“Ride” on Time - Part 2
Avoid the “gap” of exclusion. Some Demand Gen activities are seen as alternatives , when they’re probably another component to include in...
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Simon Boardman
- Jan 18, 2021
- 4 min
"Ride on Time" - Best Practices for Using Buyer Intent in Demand Generation
Minding those gaps when considering and on-boarding buyer intent technology and data. Best practices for maximizing the value of intent...
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Simon Boardman
- Dec 12, 2020
- 4 min
The Difference Between Buyer Intent and Behavioral Intent and Why You Should Care
INTRODUCTION The biggest challenge in B2B sales today is getting in front of your prospect after they’ve decided to act, but before...
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Simon Boardman
- Nov 10, 2020
- 13 min
True Grit
Grit is such a big deal that there have been two movies called “Tue Grit” and one book, called Grit. The movie version I’m familiar with...
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Simon Boardman
- Oct 9, 2020
- 13 min
What "The Fonz" Can Teach us About Tall Stories in Business
Jumping the shark is an idiom used to describe when something (or someone) makes a misguided attempt at generating publicity, which backfire
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Simon Boardman
- Sep 8, 2020
- 13 min
The Final Nail in the Coffin? Is Working from Home the end of Business Relationships?
Coffins and nails might not be the most encouraging of metaphors in these uncertain times. According to the Cambridge dictionary (the...
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Simon Boardman
- Aug 14, 2020
- 7 min
The Gap of Creating Demand Where None Exists - Part II
Previously, we made the point that expecting sellers to "create" demand with target prospects, where no demand currently exists is an...
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Simon Boardman
- Jul 28, 2020
- 4 min
The Sales & Marketing "gap" between ability and reality in "creating demand."
In this current environment in B2B we should be clear about who we are selling to (our target audience), why and how
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Simon Boardman
- Jun 26, 2020
- 7 min
The Widening Gap in your Marketing Data That's About to Devour You
In the shadow of COVID - 19, we will see a serious change in the make-up of our buyer markets in B2B. Furloughs will become permanent...
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Simon Boardman
- Jun 26, 2020
- 7 min
The Widening Gap in your Marketing Data That's About to Devour You
In the shadow of COVID - 19, we will see a serious change in the make-up of our buyer markets in B2B. Furloughs will become permanent...
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Simon Boardman
- Jun 4, 2020
- 17 min
Trust – It’s No Laughing Matter - Trick or Trust Part 3
We could write a book on trust. As I’ve mentioned before, there are more research papers on the idea of trust than any other idea in...
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Simon Boardman
- May 25, 2020
- 7 min
The Great Collaboration
I originally posted this article on July 2nd, 2017 (to coincide with the July 4th holiday). As the media starts to talk about Covid-19 in...
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Simon Boardman, Paul Shiman & Chris Reeves
- Apr 14, 2020
- 1 min
Podcast - What Have We Done? What to Expect When We Get Back to Business.
Pandemics and epidemics have left their mark on history. Wars and riots, distrust, the creation of new authorities and governance, and...
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Simon Boardman
- Mar 25, 2020
- 8 min
The Prisoner of the Moment
Spaniards, prisoners, moments, dilemmas, and sandwiches…and what they all have to do with commercially surviving the current crisis....
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Simon Boardman
- Mar 1, 2020
- 8 min
Welsh Rugby and the Neuroscience of Trust...Trick or Trust Part II
images courtesy of Olga Guryanova & Robina Weermeijer on Unsplash Wales dominated the sport of rugby in the 1960s, '70s, and '80s....
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Simon Boardman
- Feb 11, 2020
- 1 min
The Mysterious Case of Losing Deals to No Decision, Inc
The biggest waste of a sales person's time is the deal they lose. Losing deals to "No Decision" is worse. It means that either there was...
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