Articles

The Renaissance of the B2B Salesperson

Over recent years the death of the B2B salesperson has been much lauded – mimicking Arthur Miller’s play ‘Death of a Salesman’ – and how changes in B2B buyer behaviour have sounded the death knell… View Article
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How Many Leads Can You Handle?

No matter how many leads you have, the answer is still likely to be “more than I’m getting at the moment!” If you’re targeting more than just organic growth, it will probably require you to… View Article
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A 4-Step Plan for Successful Lead Generation

As a B2B supplier, it’s a competitive world. There are a limited number of good customers, and often it can feel like there is an increasing number of suppliers chasing them. Even companies with a… View Article
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Frustrated with the Effectiveness of your Sales Team?

As the transaction or contract value in B2B markets is high (in comparison to consumer purchases), Buyers want to ensure they’re selecting the right partner. This will usually require multiple discussions by phone, face-to-face or… View Article
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Telemarketing & Email Marketing in the GDPR Era

GDPR and Direct Marketing There is some confusion around how GDPR affects direct marketing, what is permissible and what isn’t. Our following guidance relates to the use of email marketing and telemarketing for Business-to-Business direct… View Article
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Is the Value of Telemarketing More than Just Lead Generation?

The primary reason that many B2B businesses initially embark on a telemarketing programme is to generate sales leads. So, it stands to reason that measuring the quantity and quality of leads is going to be… View Article
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Key Account Mapping

Identify the Entire Decision Making Unit at Your Key Target Accounts. Boost Email Response Rates by up to 300% Our Key Account Mapping service builds a comprehensive data of the key Decision Makers, and their… View Article
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How to Accurately Evaluate & Drive Marketing ROI

ROI is a subject close to every budget holder’s heart. This applies across all facets of business, such as investment in plant, machinery or vehicles. Sales and Marketing ROI however, is often more difficult to… View Article
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How Google Remarketing Works with Lead Generation

Have you felt that a company was following you as you browse the internet? As you move from your favourite new site to a web store, to an online trade magazine you see a Banner… View Article
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