Do you find prospecting to be the most difficult part of your job? You’re not alone. This is something that comes up in our day to day conversations, in fact in our experience more than 40% of salespeople say this is the most challenging part of the sales process. With …
Simplify your sales message Imagine for a minute that you and your sales team have all the time in the world and your prospects do too. Your prospects are happy to spend as much time as required to fully explain their challenges and listen to how your product or service …
Despite the best efforts of many involved with sales and marketing it is a fact that the conversion rates for marketing qualified leads are low, extremely low. To give you an idea of just how low, according to Forrester, the top performers only manage to convert 1.54% of marketing qualified …
Traditional volume based lead generation, for complex and technical propositions, has been shown to produce variable results. Telemarketing works but it needs a different approach to be effective in this space.
We deal with lots of marketing professionals and it is pretty clear that measuring the effect of a given marketing campaign on revenue and profits is tantamount to a search for the holy grail. As a result, one of the questions most commonly asked by marketers is “did this campaign …
Who is responsible for lead generation? Is it marketing or sales or both? You may think the answer is obvious but in many organisations both parties often regard this as the others responsibility, and they’re both right. The challenge is to ensure both fully understand the role and responsibilities of …
We are delighted to announce the launch of our new blog! The purpose behind creating this blog is to better tell the story of how we help our customers sell more and to share relevant information and articles. You might not be aware of it but within the Route to …
