2020

Smarketing: The Complete Guide to Sales and Marketing Alignment

Sales and marketing alignment (also known as smarketing) has long been acknowledged as an area ripe for improvement. Despite their close relationship, it’s surprisingly common that they move in slightly different directions. It’s like picking a trolley at the supermarket, only to discover in isle four that it’s wonky wheels
One red tulip in a field of yellows, demonstarting that authentic prospecting is about connecting to the individual

How Authenticity Can Maximize Your Prospecting Results

Being authentic when writing prospecting emails might feel like a challenge, but it’s a vital part of being successful. Emails should feel one-to-one, not one-to-many. Psychology comes into play. Most people instantly reach for the delete when a salesperson comes in with the hard sell out of the blue. Part

The Best Time to Send Prospecting Emails to Pharmaceutical Companies

Timing is important. Think of the everyday things: Catching a bus, taking a photograph or telling a joke. And the more memorable events: The final seconds of the 2012 Premier League season, with Manchester City needing a win against ten-man QPR to win their first title in 44 years. As
Which channels work well in a COVID-19 Crisis?

Which channels work well in a COVID-19 Crisis?

With talk of a second wave, local lockdowns in force and the recently introduced Rule of Six, it’s clear that the COVID crisis is here to stay. The frantic pivot scramble of March and April has passed for many, but the difficulties of driving business during a recession and while
The 5 Golden Rules of Lead Nurturing

The Five Golden Rules of Lead Nurturing

Let’s be clear from the start: lead nurturing is NOT Fight Club. There most definitely are rules for lead nurturing and the first rule is that these must be applied to succeed.  So, gather round because we’re about to outline all five of them one by one. Hang on, what

Referral Marketing: Using networks to get better leads

Referral marketing is a brilliant way to improve the number and quality of leads going into your sales funnel at a fraction of the cost of some other channels. It does this by harnessing the power of recommendations. Recommendations are good. Well, some recommendations aren’t great to be fair. One
COVID-19

Covid-19: Your Guide to Recession-proof Prospecting

Six months after the UK’s initial lockdown was announced, the government have made the decision to reverse the gradual easing of restrictions and introduce new measures. With workers encouraged to avoid offices once more, the ‘rule of six’, and increased limits on events, businesses are understandably worried about what this
A stack of coins

The Best Time to Send Prospecting Emails to Financial Service Companies

There’s a famous Chinese proverb that states: “The best time to plant a tree was 20 years ago. The second best time is now.” A little known SoPro proverb states: “The best time to send prospecting emails to financial services companies depends on the data.”  Less likely to become an
Lead Nurturing Mistakes to Avoid at All Costs

Lead Nurturing Mistakes to Avoid at All Costs

In our previous post we took a look at the 1, 2, 3 of lead nurturing. Follow the path laid out here and you’ll see leads heading down through your funnel and converting into customers. But be warned! Along this path there are some inviting cul de sacs that could prevent
A red arrow pointing up and right

Nine Prospecting Tips to Boost your B2B Email Outreach

Sometimes I think we all forget that the easily accessible information of the internet has made practical, real-world changes. To pick a random example, if you’re looking for sales prospecting tips you just hone in on a blog post, spend five minutes reading, and go away with a host of