Top-level decision-makers are hard to pin down. They’re constantly short on time, and almost always on the move. And, as if these factors didn’t make it hard enough for salespeople to secure a meeting with high-level executives, they also have gatekeepers – secretaries and personal assistants – wh...
A marketing campaign is nothing without good, shiny data. In order to drive leads and conversions, you need to ensure your data is relevant, accurate, and up to date. According to this Gartner study, “the annual financial impact of poor data quality on organisations is $9.7 million”.
When should your prospects be contacted by sales? It’s a tricky question, but one that has to be answered before you can determine at what point marketing should hand over the baton to sales. Effective lead management requires that your teams synchronise their efforts, but before that can happen, yo...
With many companies having no previous experience of telemarketing and others having nothing but bad luck, we felt it was time to set the record straight! There are many common myths of telemarketing that we frequently hear and because of a few bad apples or lack of experience, telemarketing has got...
It’s no shock that account-based marketing (ABM) has become as widespread as it has. The fact that it’s based around crafting marketing messages, content and pitches targeted to individual accounts (rather than firing out generic content to anyone and everyone), means you’re more likely to make sale...
Marketing directly to accounts your business has targeted as prospects can be extremely cost-efficient. This is particularly true if you are using some of the newer social platforms' tools that enable targeting specific companies or organisations. For those businesses that know precisely who their ...
