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The Innovation Paradox "Innovation is essential for growth”. It’s a management phrase, along with “Innovation is the lifeblood of our business”, that we often hear. These ideas are rarely called into question. Quotes such as Steve Jobs’ “Innovation distinguishes...

How to capture market share in a shifting economy In a world where technological change and economic volatility have become part of our reality, it’s abundantly clear that the next few months (and perhaps even years) are going to be severely difficult for many...

The Death of Deep Curiosity In his 2010 book The Shallows, journalist Nicholas Carr argued that the internet was re-wiring our brains in negative ways. As Carr argued, our grey matter just wasn’t built for such a tsunami of stimuli. And ironically, despite having the...

Moving beyond IQ: The need for relational intelligence For the past few years, it’s been nigh on impossible to skim through any LinkedIn post, job advertisement or business thought-leadership piece without coming across one word: empathy. The London Business...

David Clayton on how embedding a culture which embraces and celebrates differing thinking styles benefits the whole organisation Why cognitive diversity is a commercial asset Like one in ten people in the UK, I’m dyslexic. Writing at school put my mind in a fog. I was...

The challenge of unfamiliar client problems It may come as no surprise that in a rapidly changing world, B2B buyers are no longer just looking for vendors; they are looking for answers to problems they don't yet understand. As they seek to answers unfamiliar problems,...

Why traditional sales methodologies aren't enough Sales is all about the process, right? If you follow the leading methodologies (MEDDIC, SPIN, Challenger), you’d be hard-pressed to conclude anything else. Well, I’m calling bullshit. High-performing salespeople aren’t...

The challenge: Why TV Ad Sales is Stalling The media market has never been more fragmented. There’s a huge downturn in committed advertising, with brands increasingly wanting measurable conversion over brand building. Despite offering the safety and conversion that...

Trust is society’s glue. For people to live and work together, to feel safe, and to feel like they belong, they need trust. When trust is absent or weak, things fall apart. And yet no matter where you look today, trust is being called into question. Whether it’s...

The secret to faster sales cycles Ever hit a brick wall when trying to sell to someone in procurement? These notoriously tough, highly trained professionals are experts at commoditising any offer. That reputation leads many of us to step into a procurement negotiation...