Tag: Winning 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 /
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 /
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 /
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 /
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. More..
Posted: April 14th, 2010 / 2 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 /