Alexander Low

Posts by Alexander Low

  • LinkedIn-buying-process

    Is LinkedIn about to change the buying cycle completely and the way we work?

    June 14, 2016

    As we are all aware, the way we interact with each other is being disrupted by digital technology on a global scale. For an example of this, check out the below stat that has been doing the rounds at the moment about what happens in 60 seconds on the web. Think about how a decision maker could have a need for a skill set or product they do not have currently....

  • does-social-selling-really-work

    Does Social Selling Really Work?

    May 1, 2016

    SPIN Selling, TAS, Consultative selling, Solution Selling and now Social Selling, surely it all boils down to the same thing – you pick up the phone, get a meeting, close the deal and start again and the world keeps turning; except the world is now turning a lot faster and technology is changing the way humans interact. I learned my trade in a Glengarry Glen...

  • It’s a Bug’s life in Professional Services

    June 9, 2015

    Ants: they’re annoying, and some would say insignificant. Perhaps they should have asked for a bigger cut from Pixar (ok, the film was called Antz, but that wouldn’t have worked for my title). Wikipedia has this view of these common insects “…Ant societies have a division of labour, communication between individuals, and an ability to solve complex problems…”...

  • How Professional Services Can Embrace the 4 Pillars of...

    June 4, 2015

    When you’re teaching lawyers, accountants, and other professionals how to leverage their company’s networks, the term “social selling”...