Learn how to define the ideal prospect (and grow your business!) By definition, a prospect is “a qualified and interested individual who, through two-way interaction, has demonstrated they are preparing to make a purchase decision”, but the majority of time, it would start as a lead – “an individual who has provided contact information and,[…]
Some are quick off the mark to say that Outbound Marketing tactics are “getting out of date” and are rather “old school”, but we believe in the tactical marriage of inbound and outbound whereby outbound marketing is complemented with inbound marketing to enhance the overall strategy. The current situation is that over the past 2[…]
When was the last time you updated your proposition? A considerable amount of companies create their propositions in the very early days of the business lifecycle, and then, if they seem to be working, they leave them and don’t update them despite the changes in the macro and micro economic environment. Don’t hesitate, especially if[…]
In contrast to the typical consumer journey of a low-involvement product, the B2B sales process is much slower, more similar to that of a high-involvement product, with huge emphasis on relationship nurturing. Even though it may seem like extensive amounts of work and investment of resources from you and your team, it all becomes relatively[…]
In a marketing agency’s contract lifecycle, there are three main stages: agency evaluation and selection, relationship development, maintenance and agency review; followed by the termination or renewal of a contract. With this in mind, we discuss the opportunities that arise from monitoring your competitors and knowing when to step in. Agency evaluation, selection One of[…]
Leveraging opportunity, timing, and persistence is important because the marketing services sector is very cyclic; to make the most out of your opportunities, you will need to know how to connect, time your approach, overcome obstacles and understand the difference between healthy persistence and investing resources in lost causes. In our extensive experience of working[…]
Value Propositions: Debunking The Myths: As a business predicated on developing and maintaining relationships with other businesses, we have been exposed to many value propositions. A constant theme we have found is that often there is a lot of confusion as to what actually constitutes a value proposition in the first, let alone what it[…]
Exploring and defining your potential client’s needs before even beginning the sales process, is critical to a smooth and efficient on-going relationship management which is why you need to use Means, Authority, Need to identify your client needs. Moreover, it becomes invaluable once the deal has been made and it’s time to deliver on both party’s[…]
With content marketing becoming an increasingly popular tool to interact with and attract customers and clients, it is vital that you can provide them with not only interesting but genuinely valuable content and here are four ways you can improve your content marketing. Focus On Being Productive Being productive may not always be the easiest[…]
When it comes to sales and tailoring your sales approach, whether through direct conversation, PowerPoint-led presentations or the trusty old phone call, one thing is certain – you’ll need to win your prospective client’s buy-in. Central to this process is your ability to effectively tailor your approach to the client and throughout this blog we[…]
