Posts Tagged ‘Campaigning’

Identifying Opportunity

Salespeople have a hard time.

If you are lucky they will join your organisation with a network of contacts that will help them generate immediate revenue. It may even be enough to cover their first quarter’s wages. However, there comes a point where the low hanging fruit runs out and opportunity generation gets a whole lot more difficult. Read the rest of this entry »

Effective Selling

Most salespeople miss their targets.

Or put another way: most salespeople fail. Read the rest of this entry »

Payment by Results

Many companies struggle to get a regular flow of good quality opportunities for their salespeople. The main reasons for this failure are:

  1. Poor quality or difficult to use database.
  2. Limited regular and consistent marketing.
  3. Ineffective cold calling by sales professionals.
  4. Mixed experiences with traditional telemarketing.

It all adds up to limited numbers of new business meetings, weakened pipelines and missed targets. Read the rest of this entry »

Social Infrastructure

Many organisations dipping their toes into the fast flowing waters of Social Media get cold feet. The medium just does not deliver the returns they expect or worse, they make a social faux pas and wind up with a major PR exercise. Read the rest of this entry »

Build an eMailable database

When it comes to lead generation too many organisations rely on third party lists (or poor quality ‘in-house’ lists).

The results are always disappointing and frequently appalling.

Well designed, updated and administered emailable databases will deliver results well above industry standards. If you are currently experiencing open rates below 15% and ‘click through’ rates lower than 10% then you may wish to read further. Read the rest of this entry »

Effective Telemarketing

Most telemarketing is ineffective.

Yet in a triumph of hope over experience companies still persist, using a mixture of false logic and assumption to justify the spend. Part of the problem rests with telemarketing agencies themselves. Telemarketing is frequently sold by the man-day. It is simply not in the agencies’ interest to be too successful: it reduces the number of days worked. This has lead to a situation where standard industry performance (80 calls per day, one appointment booked) is seen as acceptable.

This ‘standard’ performance represents failure. It is perfectly possible to regularly deliver call ratios of 1 to 2. That is one appointment for every two telephone calls completed.

And this is how to do it….

Read the rest of this entry »

Why Telemarketing Fails

Telemarketing gets a bad press. And deservedly so.

Often costly, frequently delivering dreadful results: it’s surprising that we have a telemarketing industry at all. Yet despite years of evidence, companies continue to spend thousands on this activity.

When it comes to telemarketing there appears to be a ‘Lottery Mentality’. Organisations suspend logic in the hope that one day they will get lucky.

This article identifies why most telemarketing fails and what can be done to improve results. Read the rest of this entry »

eCommerce Made Simple

It’s the dream: set up a web shop, fill it with exciting new products, make checkout and shipping easy, sit back and wait for the millions to roll in.

But success is never simple. Read the rest of this entry »

Blogging for business

Blogging is a low priority for most mature businesses. They prefer to focus on getting a good website up, some search engine optimisation , email activity and a lot of traditional off-line events. (If it ain’t broke, why fix it?). Read the rest of this entry »

How to influence

All human activity involves selling: whether influencing a movie choice or a proposal of marriage, your success will depend upon a blend of social skill and advocacy. Read the rest of this entry »

APM Digital generates business for clients. Our unique, knowledge based information gathering campaigns open meaningful dialogue with decision makers. We deliver qualified opportunities and set appointments for your field sales teams.

Why we are different:

  • 1. In house MBA qualified sales professionals
  • 2. Large and responsive database of decision makers in several market verticals
  • 3. Over 10 years of B2B marketing experience
  • 4. Systems that automate and co-ordinate lead generation
  • 5. Prestigious and happy long term clients

Services Include:

  • a. Commercial Intelligence
  • b. Key Account Intelligence
  • c. Market Intelligence