What clients should really ask lead generation agencies Choosing a lead generation agency can feel difficult. Every website promises results, expertise and proven processes.   The problem is that most buyers have never purchased outsourced lead generation before, so they are …

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 …

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, …

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 …

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 …

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 …

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 …

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).   …