‘Long Life of the Lead’ Series
We love prospecting. And we love providing top quality leads that grow your business. At the last count we reckoned we’ve provided our 300-plus clients with £50m of new business. But the conversion of a lead into revenue is never a straight-forward path. In fact, Salesforce recently found that: Only
Sorry to break the bad news: the B2B customer has changed They no longer look to sales for information, advice and hand-holding. In fact, they delay almost indefinitely contact with you. Don’t worry: you haven’t done anything wrong. But do take note: when your customer has changed you have to
Sales and marketing alignment (often referred to as smarketing) has been on the agenda for nearly 20 years. And yet we’re still not there yet. Let’s take a look at exactly what sales and marketing alignment is and why your business needs it. What is sales and marketing alignment?
In our last post we outlined how the B2B buyer has changed and so has the marketing funnel. Basically prospects are not needing to speak to sales until later in the buying journey. Which means sales and marketing departments must be aligned to guide prospects through the stages of the
Let’s take a look at the critical role that content marketing plays in nurturing leads and helping ease them through the sales funnel. Increasingly B2B customers spend a while in the consideration phase – weighing up options and looking for solutions that suit and partners who sing from the same
In our last post on lead nurturing we highlighted how the B2B buying landscape has radically changed. Put simply: Your prospects are increasingly self-educating by conducting research online. This means that they are searching websites, attending webinars and downloading thought leadership pieces long before they are actually ready to buy.
Here’s a question: at what stage in a B2B company’s growth should it invest in a CRM? Much, much sooner than you may think. And here’s why you need a CRM – even if you don’t have any customers yet. Paul Greenberg, Customer Relationship Management (CRM) thought leader, once offered
In our ‘Life of the Lead’ series we’ve looked at sales and marketing alignment, lead scoring, lead nurturing, CRM and more. Hey, we’ve covered a lot of ground but, right now, it’s time to pull things together a bit, join the dots and loop the loops. We’re going to look at
Fantastic! The leads are rolling in from your latest SoPro campaign – and it’s time to pick up that phone and get that pipeline pumping. But… There’s always a rush of anxiety-induced adrenaline as you dial that number to make that all-important first call. Breathe deeply and place the phone
Hey, we’re not ones to beat about the bush. If you haven’t realised the results that a SoPro lead generation campaign can deliver, it’s high time you did. Here’s why you’d be insane not to – and some other insanely actionable prospecting tips to keep that pipeline pumping sales. Here’s
Your sales pipeline is filling up with leads from your your latest SoPro campaign – check out our live stats to see us work our magic. And now it’s over to you. Pick up that phone, build rapport and get that meeting booked in the diary. But how do you