Sales and Marketing: 4 steps to a happy relationship

Wednesday, February 14, 2018 Category: Blog

Unless you’ve been hiding under a rock, you’ll no doubt know that the customer buying cycle is no longer a linear one, whether you’re targeting B2B or B2C businesses. With so many touchpoints for customers to interact with, a single hand off of leads from marketing to sales is now a thing of the past.

Tagged in:

Talking to the right people: how to reach C-suite decision makers

Monday, January 22, 2018 Category: Blog

When it comes to sales and marketing, making sure you’re talking to the right people is key. After all, discussing the benefits of your product or service with someone who’s not in a position to make or influence a decision is a waste of precious time for both of you. Instead, you should focus your efforts on attracting the attention of those people who will swing the vote. In other words, you should head straight for the top.

Marketing health check: new year’s strategy resolutions

Monday, January 8, 2018 Category: Blog

We’re all familiar with the old adage, “new year, new me”. Typically, a new year is the time we all have a long, hard think about our health, after an indulgent festive season. But our physical health isn’t the only thing we should be taking a look at in 2018. We got to thinking, if your BMI is an indicator of your body’s health, what is the marketing equivalent?

Tagged in: Growth, Telemarketing

Braving the unknown: facing uncertainty going into 2018

Tuesday, December 12, 2017 Category: Blog

It’s safe to say that 2017 has felt less than stable. What with ongoing Brexit negotiations, a snap General Election, a less than favourable economy and GDPR just around the corner, it’s no wonder that many UK businesses, large and small, are feeling uneasy. With all of this going on, 2018 may be looking bleak to business owners. So, as the New Year rolls around, here are our thoughts on braving the uncertainty.

Tagged in: Industry, The Team

Ever decreasing budgets: adapting your strategy in stale economic times

Monday, December 4, 2017 Category: Blog

In uncertain times, the saying goes, marketing budgets are always the first to go. 28% of marketers say that securing enough budget is their biggest challenge, and with budgets falling this year and only 15% expecting to see a rise next year, it seems they’re not wrong*. With mounting pressure to deliver results alongside reduced budgets restricting your resources, it can feel like you’re working with one hand tied behind your back. So what can be done?

The top B2B marketing tools you need to know about

Wednesday, November 15, 2017 Category: Blog

B2B marketers are under pressure to cover an ever expanding area of responsibility; anything that makes their lives easier is a welcome godsend. There are a whole host of innovative minds out there creating apps, software and tools to ease the burden, so we’ve created a list of some of the most useful, that all marketers should know about.

Finding the right words: 5 best practices for B2B copywriting

Monday, October 30, 2017 Category: Blog

Copywriting is one of the most creative parts of any marketing strategy, no matter what your industry. B2B copywriting, though, is a different ball game to B2C content creation. B2B customers tend to act as a decision-making unit, rather than a sole buyer, so marketers are tasked with finding the right words to influence a group of experts. To help you make the most of your copy, we’ve identified a few best practices.

Tagged in: B2B Lead Generation

Top tips for writing your marketing strategy

Monday, October 2, 2017 Category: Blog

A carefully formulated marketing strategy is the backbone for any successful campaign and essential to achieving a solid return on investment for your sales and marketing effort. According to statistics, however, 51% of businesses don’t have a strategy at all (Source B2B Marketing)

Tagged in: Telemarketing

B2B Appointment Setting - 7 Steps to Success

Monday, September 25, 2017 Category: Blog

Selling complex B2B products or services requires the ability to influence and persuade, and to communicate in a compelling way. To achieve high value sales, upsell and cross-sell to existing clients and move them from ad-hoc purchase to enterprise-wide adoption, needs meaningful human interaction, either face-to-face or over the phone.

A two-way street: what makes a good client/agency relationship?

Tuesday, September 19, 2017 Category: Blog

An agency’s top priority should be to help their clients achieve their goals. By necessity then, the client-agency relationship should be one of mutual respect that feeds collaborative and creative work from both parties, whilst remaining productive and cost-effective for the client. However, this can be easier said than done, and difficulties do often arise. Over the years, we’ve worked with hundreds of clients, helping them to see real results with their telemarketing efforts, and we’ve developed the formula for a successful client-agency relationship.

Tagged in: The Team, Telemarketing

Mind the Gap: The essential skills of the modern-day marketer

Monday, August 21, 2017 Category: Blog

The world of marketing has always been a wide and diverse one, but these days continual shifts in the business landscape are putting greater pressure on marketers to develop an ever broader range of skills; technological developments, buyer expectations, the masses of data now available, the increasing number of channels and the shape of the sales funnel all have a part to play. Indeed, a survey of marketing professionals found that only 37%* of marketing generalists feel highly proficient in their role, evidence of the pressures created by an ever evolving work environment. Here we take a look at just some of the challenges faced.

Tagged in: The Team, Telemarketing

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?

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

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.

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.