2020

Making Space in a Crowded Market

Prospecting Problems: Making Space in a Crowded Market

Post #3: In which we help you create your own space in a crowded market Much as we all like to think that there lies a vast and immediately obvious chasm that separates us from our competitors, sometimes we are forced to concede that this may not exactly be the
Prospecting Problems: Supplier already in place? Here's how to buy yourself some elbow room.

Prospecting Problems:
Supplier already in place?
Here’s how to buy yourself some elbow room.

Post #2: In which the prospect already has a supplier or solution in place For many potential providers the prospecting plain that stretches out ahead is far from an unpopulated, open field. In fact, more often than not, the space they seek to fill is already occupied by another supplier
Prospecting Problems pt 1

Prospecting problems: how to write the perfect prose for problematic proposals

Post #1: In which we set the scene for success in any situation One question we are often asked – with alarming regularity – concerns hitting the perfect pitch. [e.g.] Not in the sense of a groundsperson grooming immaculate turf for Saturday’s all-important FA Cup local derby clash.   [e.g.]
So many buyers, too few sales: 12 practical ways to deal with B2B multiple decision makers

So many buyers, too few sales: 12 practical ways to deal with B2B multiple decision makers

Roll your sleeves up. We’re no longer going to try and model how you respond to the problem of addressing multiple stakeholders in your B2B sales process. You can check out two contrasting models here and here Or you can join us in getting down to earth with the nitty
Too Many Buyers pt 2

So many buyers, too few sales: a second way to deal with multiple decision makers

In our last post we revealed how more than 85% of B2B sales involve multiple buyers, and the numbers of those involved in decision making is on the rise. From five people (in 2014), to seven (in 2016), to a predicted 10+ by the end of 2020. With 84% of

Avoid Spam Filters with Unique Emails

Making every prospecting email unique   Here’s a quick run through how SoPro uses AI to generate a billion unique versions of every campaign email we send. Avoiding spam filters has never been more urgent.  Fortunately the rules are simple: Sending lots of emails that look about the same?  Get

So many buyers, too few sales:
one way deal with B2B multiple decision makers

It’s a fact. More than 85% of B2B sales involve multiple buyers. It’s a scary fact. The number of people involved in B2B purchases averaged 5.4 in 2014 to 6.8 in 2016, and these numbers are expected to hit 10+ by the end of 2020. Just to complicate things further

Digital Strategies & Communications
to Increase B2B leads

Digital Strategies & Communications to Increase B2B Leads   In many ways we’ve been living in a digital world since before the turn of the century, but if you ask me… in March 2020, the world went “digital first”.   What does “Digital First” mean? It means products, services, experiences,
We asked 120 start-up founders what leadership qualities were essential – unsurprisingly the results were surprising

We asked 120 start-up founders what leadership qualities were essential – unsurprisingly the results were surprising

The thing about start-up founders is… The thing about start-up founders is there is no single thing you can say about start-up founders. What’s true for one is typically not true for another: by their nature founders are mavericks, occasionally eccentric and always single-minded followers of a vision. So, we
Everything you need to know about deliverability

Everything you need to know about deliverability

The legacy of spam – and its ongoing challenge – has meant that deliverability is a major concern for any business sending emails. Or, at least, it should be. As many as 17% of emails sent never reach their intended inboxes. That’s just about one-fifth of your revenue earning potential