Tag: New Business
What is wrong with Lead Generation?
New Year brings a renewed focus on Lead Generation and New Business development. Unfortunately most salespeople (up to 50%) will be well short of their target. In most cases targets are reasonable, in line with remuneration and experience and most companies have good products and an effective marketing function. It is a classic situation and one that’s easily remedied.
So what is going wrong? More..
Posted: January 5th, 2011 / No Comments /
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. More..
Posted: October 28th, 2010 / No Comments /
Businesses spend millions of pounds each year generating opportunities they do not follow up.
In most cases organisations have efficient, effective marketing departments and well trained, skillful sales professionals. But the problem is co-ordination. More..
Posted: October 19th, 2010 / No Comments /
Many companies struggle to get a regular flow of good quality opportunities for their salespeople. The main reasons for this failure are:
- Poor quality or difficult to use database.
- Limited regular and consistent marketing.
- Ineffective cold calling by sales professionals.
- Mixed experiences with traditional telemarketing.
It all adds up to limited numbers of new business meetings, weakened pipelines and missed targets. More..
Posted: October 4th, 2010 / No Comments /
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. More..
Posted: May 24th, 2010 / No Comments /
Last week we promised we would show you how digital marketing can help you compete for and win new business. The following article is the result of over ten years experience, thousands of successful client campaigns (and quite a few successful campaigns of our own). It should help you design and execute your own revenue generating activity.
Posted: March 9th, 2010 / 6 Comments /
If your website was created eight months ago it is unlikely to be effective: because Google has deemed it to be out of date.
By autumn last year, Google’s Real Time Web Search had started to deliver results based upon timeliness and relevance. Which means that, if you do not update content frequently, your visibility to search engines will suffer. More..
Posted: March 4th, 2010 / 2 Comments /
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?). More..
Posted: February 2nd, 2010 / 7 Comments /
During 2010 Social Media Marketing will have a shave, buy a suit and start working for professional service organisations. The techniques and technologies have matured to a point at which it is possible for serious B2B organisations to secure mind and market share over more sluggish competitors. More..
Posted: January 20th, 2010 / 2 Comments /
Communication for Professionals
Most professional organisations agree that meaningful conversations build relationships and business. More..
Posted: December 30th, 2009 / No Comments /