A modern day B2B buyer tale When businesses calculated the cost of answering the phone, did they ever calculate the cost of not answering it? Over the past few weeks I’ve been trying to contact a handful of relevant manufacturing … Read More
Author Archives: Laura Greenwood
I hate email
I love communicating but hate email We have spent 40 years making communication more efficient but not necessarily more effective. Email arrived in 1991 and it promised to revolutionise communication. No more waiting for the post, less expensive international calls, … Read More
The human advantage in your sales
Why human sales outreach still matters in an AI-heavy world 30 years ago we were checking whether we had the right phone number in the Yellow Pages. 20 years ago I built a wedding business using Facebook ads. It was … Read More
Retargeting – the timeless telemarketing tactic
Retargeting – a timeless telemarketing tactic Retargeting existed long before Google Ads. Telemarketers and salespeople have been doing it for decades. When you hear the word retargeting you probably think of digital ads following you around the internet after you’ve … Read More
Why your USP is so important
If your USP needs explaining, it isn’t working Your prospects are busy, they are not sitting there analysing your website, comparing features, or trying to work out what makes you different. In fact they are not thinking about your business … Read More
Where the hell are your prospects
Locating your prospects Are you saying things like …. We need more enquiries, we need to make more calls or our marketing isn’t working? either to yourself or in your weekly meetings? If you are then you are probably a … Read More
The Law of Lead Generation Attraction
The Law of Attraction and Lead Generation Attraction is subconscious, even in business. Think of something as simple as a LinkedIn request to connect. You are subconsciously answering the unasked question: “Does this person belong in my world?” It was … Read More
Volume vs Specialist vs Hybrid
Why your position drives sales performance. Are you a volume player, a specialist or a hybrid? Most B2B service businesses think their growth problem is marketing and if they turn to us its a numbers game (more on that later). … Read More
Do you know who your biggest competitor is?
Your biggest competitor isn’t who you think it is Rory Sutherland often reminds us that people don’t behave logically. One of my favourite quotes of his is: The human mind does not run on logic any more than a horse … Read More
Lead Quality and Telemarketing
Lead quality in telemarketing Everyone talks about wanting better leads but very few people stop to define what “better” actually means. Most of the time when businesses say lead quality, what they really mean is: “Send me people who are … Read More