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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

A strategic call: the many ways that telemarketing adds value

Tuesday, September 5, 2017 Category: Insider Perspective

In a recent international survey of 1400 marketing professionals*, nearly half of all respondents cited “personalisation: understanding customers and defining a single customer view” as the most essential issue for 2017. Under pressure to better understand and engage with customers, marketers are looking to gain deeper customer insights and create more personal, meaningful and impactful customer interactions. Digital platforms and new technologies have provided marketers with increased potential to capture data and deliver more personalised interactions with their customers. However, is that the same as truly understanding customers – how they are feeling, and what they want?

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?

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.