Andrew Constable, MBA, LSSBB

Do you have a real strategy or just a plan that looks like one? 

Most organisations fail because their strategy isn’t clearly defined or it isn’t consistently executed.

Leaders tell me the same thing again and again:

“We are not confident our strategy is the right one and even when it is, it’s not being delivered. 

This dual challenge - strategy design and execution - is the core problem I help organisations with. 

𝐖𝐡𝐨 𝐈 𝐖𝐨𝐫𝐤 𝐖𝐢𝐭𝐡

CEOs, Chief Strategy Officers, transformation leaders, and senior teams who want to:

↳ Clarify strategic choices and sharpen where-to-play/how-to-win
↳ Align functions and break down siloed execution
↳ Turn Balanced Scorecards, KPIs, OKRs into performance drivers—not reporting tools
↳ Build a culture of discipline, focus, and accountability using EFQM
↳ Strengthen innovation and business model design
↳ Move from “strategic plans” to measurable, sustainable results

Whether working in Europe, North America, Asia, or the GCC, these challenges show up everywhere—and the costs are universal.

𝐇𝐨𝐰 𝐈 𝐇𝐞𝐥𝐩

I partner with leadership teams in:

1. Strategy Formulation
Clear choices, evidence-based design, and actionable strategic narratives using tools like Play-to-Win, Blue Ocean Strategy, and strategic foresight.

2. Strategy Execution Systems
Balanced Scorecards, OKRs, KPI and EFQM systems built to activate action—not bureaucracy.

3. Business Model Innovation
Helping organisations reimagine how they create, deliver, and capture value using Strategyzer, Lean Startup, and evidence-based innovation practices.

My approach blends practical execution expertise with the rigour of academic research and global experience.

𝐖𝐡𝐲 𝐋𝐞𝐚𝐝𝐞𝐫𝐬 𝐂𝐡𝐨𝐨𝐬𝐞 𝐭𝐨 𝐖𝐨𝐫𝐤 𝐖𝐢𝐭𝐡 𝐌𝐞

↳ Thinkers360 Top Voice 2023–2025 for strategy / innovation
↳ International experience with organisations including IBM, Roche, Symrise, NEC, and Informa
↳ Deep expertise across strategy formulation, execution, and business model innovation
↳ 2x Master's degrees, MBA & Master of Professional Practice  + DBA candidate researching the root causes of strategy–execution failure
↳ Certified in the world's leading strategy / Innovation frameworks

Credentials matter only because they help me solve the problem that matters most:

👉 Closing the gap between strategy design and strategy delivery.

When organisations fix that gap, they move faster, innovate smarter, and sustain higher performance.

If your strategy isn’t fully translating into results, let’s talk.

📩 andrew.constable@visualisesolutions.co.uk
🌐 www.visualisesolutions.co.uk

Principal Managing Partner

We are a consulting firm headquartered in the heart of Leicestershire, UK.

We help medium-sized businesses innovate and make measurable progress towards their business outcomes so their companies thrive.

Over the years, we’ve used proven and guaranteed Innovation and strategy execution processes to generate tangible business outcomes in 12 weeks ⏱️ for companies including Roche, IBM and many others.

Our services include

Innovation Programmes 🌟
Strategy Execution Programmes 🌟
OKR Programmes 🌟
Strategic Management 🌟

Working with a budget? Let’s talk.

Andrew Constable, MBA

Terry Heath

Helping B2B Sales Teams Win on LinkedIn | Social Selling & Sales Navigator Training | Expert in LinkedIn Strategy, Content, & Lead Generation

I help B2B sales leaders and consultants turn LinkedIn from a posting habit into a reliable source of sales conversations.

Most teams are active on LinkedIn but see little return. Content goes out. Engagement looks fine. Pipeline does not move.

I work with B2B sales and marketing teams to use LinkedIn and Sales Navigator in a practical, confident and measurable way. The focus is simple. Prospect more effectively, start better conversations, and build a predictable pipeline using social selling skills that feel natural, not forced.

This typically helps teams who are struggling with:
▶ Posting regularly but not generating inbound conversations
▶ Sales teams unsure how to use LinkedIn to create opportunities
▶ Sales Navigator being underused or misused
▶ Over-reliance on automation instead of genuine engagement
▶ Turning content into a structured outreach plan

With over 30 years of leadership experience, I take a straightforward approach that makes LinkedIn accessible across the team. No fluff. No jargon. Just clear actions that produce results.

If you want LinkedIn to become a proactive, consistent part of your sales strategy, follow me here.

I share practical insights every weekday that teams can apply immediately.

 _________________________________________________

Join over 11.5k subscribers to the Practical Guide To LinkedIn newsletter for clear, usable guidance on LinkedIn and social selling.

Managing Director

That cannonball story again.


The idea that “cold enough to freeze the balls off a brass monkey” comes from naval cannonballs shrinking in cold weather sounds convincing. 

It’s also completely false.

Naval historians, etymologists, Snopes and even the US Navy have all debunked it.

There’s no historical evidence of a brass tray called a monkey used to store cannonballs like that.

Cannonballs were not left stacked on deck. They would roll around in rough seas and rust. 

And the difference in contraction between brass and iron is far too small to make anything spill.

The phrase actually appears in the 19th century in versions like “freeze the tail off a brass monkey”.

The word “balls” turns up much later, in the 20th century. It’s colourful exaggeration, not naval science.

Why does this matter on LinkedIn?

Because the platform is full of neat stories that feel true, get repeated, and quietly become accepted advice.

Best posting times.
Algorithm hacks.
Things you should never do.

Good social selling means questioning the story, checking the evidence, and being happy to say “that’s a myth”.

Believable is not the same as true.

Want the honest truth...? 
Subscribe to my newsletter on my profile 👍

LinkedIn Trainer & Social Selling Coach | Helping B2B Sales & Marketing Professionals amplify leads and engagement on LinkedIn | Maverrik has generated over £252 million in new business.

That cannonball story again.
The idea that “cold enough to freeze the balls off a brass monkey” comes from naval cannonballs shrinking in cold weather sounds convincing. It’s also completely false.
Naval historians, etymologists, Snopes and even the US Navy have all debunked it.
There’s no historical evidence of a brass tray called a monkey used to store cannonballs like that. Cannonballs were not left stacked on deck. They would roll around in rough seas and rust. And the difference in contraction between brass and iron is far too small to make anything spill.
The phrase actually appears in the 19th century in versions like “freeze the tail off a brass monkey”. The word “balls” turns up much later, in the 20th century. It’s colourful exaggeration, not naval science.
Why does this matter on LinkedIn?
Because the platform is full of neat stories that feel true, get repeated, and quietly become accepted advice.
Best posting times.
Algorithm hacks.
Things you should never do.
Good social 

Hashtags stopped driving LinkedIn reach two years ago.

Most advice never caught up...
...and a lot of smart people are still following it.

I break down what replaced them, and what actually decides visibility now, in this week’s newsletter.

Honest question: 
Are hashtags still part of your strategy, or just something you’ve never revisited?

#hashtags

LinkedIn Trainer & Social Selling Coach | Helping Sales Leaders & B2B Professionals Amplify Leads and Engagement on LinkedIn | Maverrik has generated over £252 million in new business.

View newsletter: Practical Guide to LinkedIn

Let’s clear something up straight away. Hashtags are not the reason your LinkedIn content isn’t working. But the way most people are using them is a s

Open article: Why Hashtags Don’t Work Anymore by Terry Heath • 5 min read

Most people think credibility on LinkedIn comes from posting more.

It doesn’t.

It comes from the quiet signals your profile sends before you ever write a post.

Here are a few small profile changes that consistently lift trust, without you creating more content.

𝗙𝗶𝗿𝘀𝘁, update your profile photo properly.
Not “corporate professional.”
Clear lighting. Neutral background. You facing the camera. (Smile!)
And check your profile picture can be seen by either All LinkedIn members or Anyone in your visibility settings.
If someone wouldn’t feel comfortable hopping on a call with you based on that photo, it’s costing you conversations.

𝗦𝗲𝗰𝗼𝗻𝗱, tighten your headline.
If it says what you do but not who it’s for or why it matters, you’re leaking credibility.
Specific beats clever every time. Someone should know in three seconds whether you’re relevant to them.

𝗧𝗵𝗶𝗿𝗱, fix the first four lines of your About section, especially the first two!
This is your real hook.
If it starts with your job title or a long backstory, you’ve lost them.
Lead with the problem you help solve and the outcome you create.
(𝘉𝘰𝘯𝘶𝘴: 𝘈𝘥𝘥 𝘰𝘳 𝘶𝘱𝘥𝘢𝘵𝘦 𝘺𝘰𝘶𝘳 𝘚𝘬𝘪𝘭𝘭𝘴)

𝗙𝗼𝘂𝗿𝘁𝗵, use the Services & Featured sections properly.
These are prime credibility builders that most people ignore.
 - Services tells people exactly how you help and what they can buy.
 - Featured lets you showcase proof, offers, lead magnets, or authority content without forcing someone to scroll.
If they’re empty, you’re making people work too hard to trust you.

Finally, remove the noise.
Delete the waffle and the non-essential.
Buzzwords you wouldn’t say out loud.
Anything that makes your profile feel busy instead of intentional.

None of this is flashy.
But under 360Brew, clarity and consistency matter more than volume.

Your profile is training the algorithm and your buyer at the same time.

Most people think credibility on LinkedIn comes from posting more.

It doesn’t.

It comes from the quiet signals your profile sends before you ever write a post.

Here are a few small profile changes that consistently lift trust, without you creating more content.

First, tighten your headline.
If it says what you do but not who it’s for or why it matters, you’re leaking credibility.
Specific beats clever every time. Someone should know in three seconds whether you’re relevant to them.

Second, update your profile photo properly.
Not “corporate professional.”
Clear lighting. Neutral background. You facing the camera.
And check your profile picture can be seen by either All LinkedIn members or Anyone in your visibility settings.
If someone wouldn’t feel comfortable hopping on a call with you based on that photo, it’s costing you conversations.

Third, fix the first four lines of your About section, especially the first two!
This is your real hook.
If it starts with your job title or a l

Not every conversation turns into a sale.

And that’s not a failure.

Last night at St James’ Park reminded me why 👇

On paper, Newcastle vs PSV didn’t scream “comfortable 3–0 win”.

Recent form? Patchy.
Confidence? Questioned.
Pundits? Unsure.

But if you watched the game, you saw something different.

Newcastle didn’t panic.
They didn’t force it.
They stuck to the plan, trusted the process, and kept showing up in the right moments.

That’s exactly how sales and business development works too.

Most conversations won’t convert.
Some go quiet.
Some look promising and then stall.
Some surprise you when you least expect it.

If you judged success purely on the last few results, you’d stop playing the game altogether.

But the win only happens because of everything that came before it.

The conversations.
The positioning.
The consistency.
The patience.

When a deal does land, it looks obvious in hindsight.

Just like that scoreline.
It wasn’t luck.

It was preparation meeting the right moment.

So if you’re having conversations that aren’t turning into sales yet, keep going.

You’re not losing.
You’re building momentum.
And when it clicks, it really clicks ⚽️

Curious… how many conversations are you having right now that might pay off later?

Most people aren’t struggling to get clients.

They’re struggling to start the right conversations.

And those are two very different problems.

I see this every week 👇
Plenty of posts.
Plenty of connections.
Plenty of activity.

But when it comes to actual conversations with ideal clients?
Nothing but silence!

Here’s why.

Most LinkedIn activity is built around visibility, not intent.

Likes feel good.
Comments look busy.
But neither guarantees you’re talking to people who can actually buy.

Securing conversations with ideal clients starts much earlier than the DM.

It starts with clarity.

1️⃣ Who you help (specifically)
2️⃣ What problem you solve (in their language)
3️⃣ Why doing it now matters

When that’s missing, every message feels awkward.
You hesitate.
You overthink.
You default to “Just thought I’d reach out…”

And nobody replies.

The shift is this 👇
Stop trying to start conversations.
Start giving people a reason to want one.

When your content consistently speaks to a clear problem, for a clear person, at the right moment in their journey:

• Your DMs feel natural
• Replies come faster
• Calls don’t feel like a pitch

The goal isn’t more messages.
It’s fewer, better conversations with people who already see the fit.

That’s where new business actually comes from.

Most people aren’t struggling to get clients.

They’re struggling to start the right conversations.

And those are two very different problems.

I see this every week 👇
Plenty of posts.
Plenty of connections.
Plenty of activity.

But when it comes to actual conversations with ideal clients?
Crickets.

Here’s why.

Most LinkedIn activity is built around visibility, not intent.

Likes feel good.
Comments look busy.
But neither guarantees you’re talking to people who can actually buy.

Securing conversations with ideal clients starts much earlier than the DM.

It starts with clarity.

• Who you help (specifically)
• What problem you solve (in their language)
• Why now matters

When that’s missing, every message feels awkward.
You hesitate.
You overthink.
You default to “Just thought I’d reach out…”

And nobody replies.

The shift is this 👇
Stop trying to start conversations.
Start giving people a reason to want one.


I've added something new to my office...

...and it's helping me to focus on tasks.

Music has always been a big part of my life, and I usually have a Spotify playlist running in my office, in between calls and meetings.

Now I've decided to move my record player into my office, just to enjoy my growing vinyl collection a little more.

BUT... something has inadvertently happened that I'm really enjoying.

Let me explain...
Spotify is a non-stop continuous playlist, but a vinyl album needs turn over every 20-25mins.

So, I've started working on tasks in blocks of 20-30mins, coinciding with flipping the album.

Now, instead of labouring on one thing (sometimes for too long) I'm naturally moving between multiple tack per day.

So, the record player will be staying!


Today's Album of the Day - SNAP by The Jam. (but also played some Bryan Adams & Duran Duran)


What's your favourite go to music when you're working?




ps. In 2013, in preparation for a big house move I binned my lifetime collection of vinyl that was collecting dust in the attic. 

Three years later vinyl had a resurgence🤦‍♂️ 😬
Still one of my life's biggest regrets... but I am on a campaign to rebuild my collection.

A few years back, I watched a smart consultant do everything “right” on LinkedIn.

Or at least… what the gurus told him was right.

Post every day.
Hook harder.
DM faster.
Automate follow-ups.
Chase engagement.

So he did.

His feed looked busy.
His inbox looked active.
His calendar stayed empty.

He started doubting himself.

Thought his offer was broken.
Wondered if LinkedIn just “didn’t work for his industry”.
The truth was simpler.

He wasn’t doing the wrong things badly.
He was doing the wrong things really well.

He was following people who taught tactics without context.
Volume without intent.
Noise without direction.

Then he slowed down.

We stripped everything back.

Who are you actually for?
What problem do you solve better than anyone else?
What conversation should your content start?
What system turns visibility into pipeline?

No hacks.
No shortcuts.
No guru scripts.

Just clarity, positioning, and a repeatable way of showing up.

Within weeks, the shift was obvious.
Fewer posts.
Better conversations.
Inbound messages that made sense.
Calls booked without chasing.

That’s the difference.

Fake gurus teach you how to look busy on LinkedIn.
Maverrik teaches you how to build something that works.

If LinkedIn feels loud, confusing, or exhausting right now, it’s probably not you.

You might just be following the wrong playbook.

Curious… what’s the one LinkedIn “rule” you followed that turned out to be nonsense? 👀

Everyone keeps asking the wrong LinkedIn question.

“What’s the best time to post?”
“Is it 8am?”
“Is the power hour still a thing?”

That question alone is why most posts underperform.

Because the power hour is a relic.
And chasing it is quietly killing your reach.

That advice came from an older LinkedIn.
One that rewarded timing over thinking.

Today, LinkedIn doesn’t care when you post.
It cares why someone should stop.

Here’s what actually drives distribution now:

✅ Relevance to the reader’s current problems
✅ Early engagement from the right people
✅ Dwell time, not drive-by likes
✅ Consistent themes that teach the algorithm who your content is for

You can post at the “perfect” time and still flop
...if the message feels generic.

And you can post at 9:41pm
and get inbound
...if it hits a specific nerve.

The algorithm doesn’t follow clocks.
It follows behaviour.

That’s why obsessing over time slots misses the real issue.

Most content doesn’t fail because it was posted too early or too late.
It fails because:

• It tries to speak to everyone
• It says nothing new
• It doesn’t feel written for someone

Post when you can show up clearly.
Post when you can show up consistently.

That will outperform any calendar hack.

Quick footnote, because people always ask:
If your strategy relies on manufactured engagement to “kickstart” reach, the algorithm already knows.
And visibility without trust never converts anyway.

So, the real question isn’t when should you post.

It’s this:

Are you still chasing timing tricks…
...or are you building content LinkedIn is confident showing to buyers?

That’s the difference!

Everyone keeps asking the wrong LinkedIn question.
“What’s the best time to post?”
“Is it 8am?”
“Is the power hour still a thing?”
That question alone is why most posts underperform.
Because the power hour is a relic.
And chasing it is quietly killing your reach.
That advice came from an older LinkedIn.
One that rewarded timing over thinking.
Today, LinkedIn doesn’t care when you post.
It cares why someone should stop.
Here’s what actually drives distribution now:
• Relevance to the reader’s current problems
• Early engagement from the right people
• Dwell time, not drive-by likes
• Consistent themes that teach the algorithm who your content is for
You can post at the “perfect” time and still flop
if the message feels generic.
And you can post at 9:41pm
and get inbound
if it hits a specific nerve.
The algorithm doesn’t follow clocks.
It follows behaviour.
That’s why obsessing over time slots misses the real issue.
Most content doesn’t fail because it was posted too early or too late.


Spotted this little gem on my travels in 2025...

This is my idea of a healthy Crunchy Vegetable Salad.

Would you buy one?

taplio

The Battle

Andrew Constable, MBA

Terry Heath

Followers

Posts

Engagements

Likes

Performance ScoreTerry Heath's LinkedIn Performance

Ready to grow your LinkedIn presence?

taplio

The Battle

Andrew Constable, MBA

Terry Heath

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Terry Heath's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreTerry Heath's LinkedIn Performance