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
Sales Strategy
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
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
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
The Familiarity Effect and Telemarketing
Telemarketing and the familiarity effect Too many businesses put effort into the initial outreach but fail to stay in touch even though they know that it is in the follow up that the magic happens. Nobody is buying cold. When … Read More
Events plus telemarketing for sales success
Supercharge your events with a telemarketing campaign In high value B2B sales, where decisions are complex and trust is paramount, events offer a unique and powerful way to connect with leads, nurture relationships, and showcase value. When combined with a … Read More
Barriers to Lead Generation
The 3 barriers to Lead Generation Any discussion of lead generation should include considering what the barriers are to success; only by addressing them can businesses keep up with and continuously improve their outbound campaigns and so improve generating leads … Read More
Grabbing attention in your lead generation
How to grab attention and create a winning first impression. Grabbing attention and making a great first impression helps you stand out, build connections more smoothly, and spark meaningful conversations. A well crafted elevator pitch isn’t just a tool to … Read More
The Pitfalls of Traditional Lead Generation
The traditional approach to lead generation is largely driven by metrics that emphasise volume. Some key points: While this might seem like a shortcut to results, a focus on quantity over quality is just inefficient and pretty dumb for 2024. … Read More
Discovery Calls with Outbound Generated Leads
When prepping for an initial discovery call with an outbound generated lead (one that you’ve reached out to) versus an inbound lead (one that has shown interest themselves), the preparation is different. The conversation is starting from a different place, … Read More