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Timed to Perfection - Prospect Engagement

By Scott Barr | 23 March 2017




 

Consumers, whether in the B2C world or B2B world, have now become researchers. The advent of digital has given us a tool that we simply can’t get enough of and we frequently use that tool to inform our buying decisions. Before we part with our hard-earned cash as consumers we will use the internet to research what we’re buying, check specifications, read descriptions, read reviews, compare prices and wade through a lot of other info before we decide to unleash the credit card. We’ve become like this because it’s simple to do so and the info is easily accessible so in many respects, the internet has made us more discerning consumers. 

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To cleanse or to buy data, that is the question

By James Crowder | 20 March 2017




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Poor quality data can be a real problem. People change positions and jobs regularly, and salespeople frequently complain that they can’t reach prospects because their contact  details are no longer valid. Add to this the problems created by duplicate copies and irrelevant data, and it becomes clear why so many businesses struggle with poor quality data. Instead of serving as income-generating assets, many databases only frustrate the efforts of the marketing and sales teams which use them.  

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A Guide to Outsourced Marketing

By James Crowder | 15 March 2017




Marketing has never been easier or more complex, both at the same time. This may sound contradictory but this is the dilemma most organisations face in today’s digital world. It’s easier because there are so many channels to get your message across and if you’re savvy, you can do this at a relatively low cost. It’s complex because how on earth do you devote enough time, resource and creativity to it? There are only so many hours in the day and so many people you can employ to do it, so how can you determine what’s going to work best and where you should be concentrating your efforts?

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What is an ideal MQL follow up timescale?

By James Crowder | 13 March 2017




We know this isn’t exactly rocket science but the faster you follow up on a marketing lead the more chance of it converting! Sales leads that are hot off the press stand a much better chance of turning into a sale if they are contacted within 24 hours but it’s amazing how many organisations fail to live up to this approach.

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Is your pipeline stagnant?

By Jenny Reardon | 8 March 2017




 

The sales pipeline is the method of the sales team understanding the abstract concept of the sales process. In layman’s terms, it tracks the flow of your prospective sale from a new contact, to prospect, to lead and hopefully to a fully-fledged customer.

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Does Telemarketing Work?

By James Crowder | 28 February 2017




More and more businesses are coming to us and asking "does Telemarketing work"? Over the last 20 years telemarketing has got a bad reputation amongst some people, but why? A lot of the negative press comes from campaigns that go wrong and bad telemarketing practices. So what are the top 10 reasons telemarketing campaigns fail?

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