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Posted on 5 September 2013
Here’s something new for you! For a number of years we have been writing white papers that cover all the business topics and areas that our software sales and marketing consultancy specialises in. These whitepapers are very informative and provide our clients with lots of inspiration and guidance for their own businesses....
Posted on 22 August 2013
In last week’s blog “Jumping the lead score queue” we explained how our new Lead Generation Managed Service supported by marketing automation software enables us to score prospects based on their engagement, and then nurture them from first interest through to sale.   To recap, a lead engagement score (a feature of our...
Posted on 14 August 2013
If you have been following my blog regularly, you will have seen quite a few references to ‘lead engagement scoring’. I wanted to take this opportunity to expand on that this week.   Our new lead generation managed service enables us to score prospects based on their engagement, and then nurture them from first interest...
Posted on 8 August 2013
I have written a lot of content over the last decade on the topic of how small businesses generate good quality sales leads. Over this period, the way businesses generate sales leads has changed dramatically. An explosion of online and social media activity coupled with innovative technology and marketing automation software has...
Posted on 31 July 2013
The sales process in business to business selling is not something that always happens quickly.  During the buying process smaller businesses have to manage each stage of the process very carefully and consider all parts to be as important as each other.   A neat way to look at this process is as a journey from...
Posted on 24 July 2013
I recently sat with a client having a very interesting discussion how his website is perceived by different groups of visitors. Have you ever thought about it from the visitors point of view? I'm not just talking about prospects and customers. It's really worth having a think about it.   You need to carefully consider the...
Posted on 17 July 2013
Michael Bosworth in his excellent book “Solution Selling” (see Amazon.co.uk) identified the three key stages of selling solutions as:   Understand the need Agree the solution, and Minimise the risk   Unfortunately we often seem to want to jump from stage 2 to a close without engaging the buyer and...
Posted on 10 July 2013
In last week's blog I discussed business success and how to tackle business growth.   Whilst writing that blog, I was reminded of some great research undertaken by a past colleague. She interviewed Directors of almost 250 small software and technology businesses. Some were fast growing and others crashed and burned. Some...
Posted on 4 July 2013
I was with a client today who is experiencing some painful challenges growing their business. One of the founding directors, let’s call him John, is a bit of a sales superstar, meeting his sales targets of £400,000 a year. The business has a successful product with high demand and so with a good sales team it should be relatively...
Posted on 27 June 2013
Reaching out and speaking to your customers and prospective customers requires lots of fresh interesting content. With so many businesses now turning to marketing automation to drive their marketing efforts, “content marketing” is becoming a hot topic with more and more people seeking guidance on how to deliver great content....

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