How brutal is market familiarity? We recently worked with a company who had beein in business for over 100 years. We were so excited to win the contract for so many reasons but predominantly as we dreamt about calling people … Read More
Author Archives: Laura Greenwood
Stop sending emails – do this instead.
Please stop sending emails – do this instead Challenging the myths that keep B2B sales stuck. How brutal is market familiarity? We recently worked with a company who had well over a century in business yet when we started reaching … Read More
Why Local Markets Are a Goldmine for B2B SMEs
Why local markets still matter for B2B SMEs The goldmine on your doorstep Many small businesses dream of going big; into new sectors, bigger clients, new cities. In their monthly strategy meeting, they build a picture of their dream market … Read More
3 Rules of LinkedIn DMs for Lead Generation
Our LinkedIn DM rules for your lead generation This article is not about marketing, it is about how we work with LinkedIn DMs to generate leads and start conversations with the people our clients want to do business with. … Read More
Relevance first referrals second
Why Relevance is the smarter way to grow Drucker famously said, ‘The purpose of business is to create a customer.’ So many believe that referrals are their bottomless supply of new customers and put too many of their eggs in … Read More
7 common telemarketing brush offs
‘We’re all sorted thanks” Getting to the other side of those brush offs in your telemarketing. Cold calling can feel like a thankless task if you take the brush offs at face value, but they are completely normal, rational human … Read More
Converting connection in your telemarketing
Converting connection in your telemarketing Staying human as you convert your telemarketing connections The moment you make that first connection with someone on the phone is crucial, it’s an exciting milestone (if it’s been a long cold stretch of “no” … Read More
The telephone – at the heart of your lead generation
T is for Telephone. Nothing beats a conversation. Talking cuts through cynicism, doubt, and lots of the untouchable stuff is covered when you talk with people (you no longer need that drip campaign of a zillion steps) you establish yourself … Read More
Retargeting – the timeless telemarketing tactic
Retargeting, before Google Ads it was a timeless telemarketing tactic When you read “retargeting”, I bet your mind jumped to online ads that follow you around after you’ve browsed a product or service and we all think is very clever … Read More
Nailing your niche
Nailing your niche Aiming for 1% of a huge market is not a niche or even a recommended strategy. Such a plan will still see you spend a huge amount of energy to communicate with the whole market in the … Read More