What is the smarter strategy:   Go after an easier market with average but achievable profits, or target a harder-to-reach market offering higher profits but bigger barriers and a longer road to success? (We’ll come back to that at the end.) …

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 …

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).   …

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 …

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 …

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 …

Stop waiting for them to reply to an email “We sent an email.”  If I had a £1 for how many times I have heard that. Three months of hard work building familiarity, relevance, credibility and then the 3 word …

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 …

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.     …

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 …