Tag: Thought Leadership
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 /
Most salespeople miss their targets.
Or put another way: most salespeople fail. More..
Posted: October 13th, 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 /
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. More..
Posted: September 5th, 2010 / 5 Comments /
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….
Posted: April 20th, 2010 / No Comments /
Facebook is dangerous for business
Facebook can be dangerous for business.
Many organisations have rushed blindly into putting up a facebook page and engaging via Twitter without analysing the potential downside. Just like any powerful tool, facebook has to be treated with care; there are benefits but get it wrong and your organisation could lose money and reputation. More..
Posted: February 22nd, 2010 / 11 Comments /
Influencing markets compels organisations to invest in intellectual capital. White Papers are commissioned, Seminars organised and Webcasts broadcast. But the audience for these events and materials is often limited and content dates quickly. More..
Posted: January 27th, 2010 / 1 Comment /
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 /
The strength of your network reflects the strength of your business: it pays to be well connected. More..
Posted: January 8th, 2010 / 8 Comments /
Communication for Professionals
Most professional organisations agree that meaningful conversations build relationships and business. More..
Posted: December 30th, 2009 / No Comments /