‘Long Life of the Lead’ Series

b2b lead generation tips and tricks

The long life of the B2B lead – and how to deal with it

Ryan Welmans
Jun 13
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
the changing face of B2B buyers

The changing face of the B2B buyer – and the changing place of B2B sales

Ryan Welmans
Jun 14
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

What is sales and marketing alignment and why do you need it?

Ryan Welmans
Jun 21
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?
Businessman is standing in front of chalkboard background with drawn arrows Thinking about structuring business process and solutions

9 ways you should be aligning your sales and marketing teams right now

Ryan Welmans
Jun 27
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
Nurturing plants, growing

What is effective lead nurturing?

Ryan Welmans
Jul 04
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
Lead generation, nurturing, lead scoring, lead capture

What is lead scoring – and is it right for you?

Ryan Welmans
Jul 15
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.
CRM Customer Relationship Management

Five reasons you need a CRM – even if you don’t have any customers to manage yet

Ryan Welmans
Jul 25
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

How to manage your sales pipeline to close more sales

Ryan Welmans
Aug 05
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
Handyman, Hammer, Man Builder, Industry, Technology, Builder Con

How to nail that first sales call to a lead – rather than place a lead nail in its coffin

Ryan Welmans
Aug 25
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

Insanely actionable ways to prospect for B2B leads – and one way you’d truly be insane not to use

Ryan Welmans
Sep 04
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
Many business people gathering in large group meeting or business conference. Businessman and businesswoman working in the modern office.

10 sales conversation starters that kick ass (while establishing rapport)

Ryan Welmans
Sep 13
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