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Holiday season: the highs and the lows of lead management

Tuesday, June 27, 2017 Category: Blog

For each and every business, seasonal ups and downs are common, and in summertime, troughs in lead flow can be as challenging as the peaks that many businesses experience at other times. Every business will have a different seasonal pattern, so right now, depending on the industry you work in, you might be drowning under a pile of new leads or stranded in the middle of a barren leads wasteland. On top of this, at this time of year, members of your team will be taking holiday but resource might be impacted at other times for any number of reasons - sickness, work load fluctuations, maternity or paternity leave. Whatever your current situation, if your sales growth relies on a steady flow of well managed leads and opportunities, it is essential to find an effective lead management process.

The Journey of a Lead - guiding your prospect on the road to purchase

Tuesday, June 20, 2017 Category: Blog

The transition from prospect to customer is not a short or straightforward one –particularly in B2B, it can be a long and winding road, one on which your lead can easily get lost, become discouraged or take a different route with a competitor. Once a prospect begins their journey, how can you keep them on track to doing business with you?

Leveraging Marketing Technology without losing the Human Connection

Tuesday, June 13, 2017 Category: Insider Perspective

Technological developments have always shaped the business, sales and marketing environments. First came the telephone, then the computer and later, the internet – all changing the commercial landscape forever. But recently, the pace of technological change has accelerated rapidly, prompting companies across all industries to put digital transformation front and centre of their business strategies.

Countdown to GDPR - Time to Spring Clean Your Data

Countdown to GDPR - Time to Spring Clean Your Data

Tuesday, May 23, 2017 Category: Blog

With just one year until the General Data Protection Regulations (GDPR) come into force, Gartner reports that more than half of companies affected will not be in full compliance before the end of 2018. Much has been written on this subject highlighting potential fines of up to €20 million or 4% of global annual turnover, but it seems businesses – particularly smaller organisations – are still not taking action.

Tagged in: Data, GDPR

Together at Last: A Guide to Sales and Marketing Alignment

Thursday, May 11, 2017 Category: Insider Perspective

Until recently, most businesses have approached sales and marketing as completely separate functions with their own responsibilities and KPIs. However, there has been a shift away from this silo mentality. Contemporary customer demands and increasing business complexity are now making it necessary for sales and marketing to work more synergistically.

Tagged in: Sales Funnel

Is the Customer really In Control? And if they're not, who might be?

Friday, May 5, 2017 Category: Blog

If you Google ‘Customer in Control’ you are faced with a lengthy list of articles describing how in the digital age, the customer is firmly in control of each stage of their purchase journey, with a wealth of choice and information at their fingertips. This view of the buyer in control has become accepted amongst sellers. Increasingly focused on nurturing inbound leads through their digital programs, they deliver a constant flow of content and information, until the buyer is ‘ready’ to engage with a sales rep – typically, ‘60 percent’ through the process, according to commonly quoted statistics.

Does your Sales Strategy have Emotional Intelligence?

Wednesday, April 26, 2017 Category: Blog

Understanding your customers, and their decision-making behaviour can make all the difference in guiding them through the purchase process. NLP, or neuro linguistic programming, goes a long way in helping sellers and marketers alike understand the ways that their customers organise their thinking, feeling, language and behaviour day to day. This is where a human approach to selling is valuable; it takes a human to understand a human, after all.

Tagged in: Team, Human Interaction

5 Tips for a Healthy Pipeline

Wednesday, April 26, 2017 Category: Blog

A pipeline full of opportunities certainly feels healthier, than a sparse or empty funnel that will clearly not generate revenue. However, as is the case in many scenarios, less is often more. The ultimate goal is a lean, healthy pipeline with a high % of opportunities matching your target profile, moving swiftly from stage to stage, through the funnel to close.

Getting Personal: how being human sets you apart from the digital crowd

Friday, March 24, 2017 Category: Blog

We live in an age where almost all stages of the sales and marketing process can be digitised and automated – and indeed many businesses are taking that approach. However, in a world where 76%* of people prefer dealing with human beings over digital channels, the personal touch can be a strong differentiator for your business.

Tagged in: Human Interaction

How Personal is Personal?

Friday, March 3, 2017 Category: Blog

In a marketing world where Big Data is at our fingertips and new technologies constantly emerging to support hyper-personalisation, your customers expect an increasingly tailored experience, across a range of channels. Whilst some businesses are struggling to manage volume and draw actionable insight from the mass of data available, others are drawing on predictive solutions and other technologies to ease the load and harness big data to support their sales and marketing efforts.

Ten Top Tips for Value-Based Selling

Wednesday, March 1, 2017 Category: Blog

Selling based on value is a well-established approach. Unless you sell a commoditised product, it is essential to communicate the value that your product or service offers, that differentiates you from your competitors. Without a clear understanding and justification for the value you provide, your margin is eroded and your pricing model undermined.

Looking for your perfect (Telemarketing) match?

Friday, February 10, 2017 Category: Blog

Telemarketers often get bad press, and, considering some of the unsolicited, unexpected and downright pushy calls we can all receive, that reputation may seem entirely justified. However, not all agencies work that way. You just need to find the right fit for you. In many ways, finding a good telemarketing agency is not dissimilar to finding the perfect partner. For any relationship to flourish, you need someone who matches your culture and values, is committed to the relationship, understands you and supports you in achieving your goals.

Tagged in: The Team, Telemarketing

Lead response management: turn inbound leads into sales

Thursday, February 9, 2017 Category: Insider Perspective

Some companies are highly capable of attracting a healthy volume of inbound leads, through website enquiries, content downloads, landing page visits and other digital channels. However, this potentially valuable business opportunity can quickly die on the vine if there is no infrastructure in place to handle these leads swiftly, thoroughly and effectively.

Tagged in: Lead qualification

So What? Three brutal rules to assess the effectiveness of your sales messages

Wednesday, February 8, 2017 Category: Blog

I used to work for a contact centre company owned by a major US advertising conglomerate and from time to time was invited to various training sessions in swanky offices in London. Nice day out, posh sarnies for lunch, normal glib platitudes from a trainer telling me a slightly different version of what I already knew, or so I thought...