4 min
Since the dawn of time when people bartered their way through society, the art of selling has been reactive and predicated on assumptions, rather than concrete facts about potential clientele. But this off-the-cuff approach doesn’t bode too well anymore, because clued-up customers are all too...
5 min
In an ideal world, sales and marketing work together like a well-oiled machine. Marketing delivers a constant pipeline of high-quality leads, sales follow up on these leads within 24 hours and the teams consistently smash their quarterly KPIs and revenue goals.
4 min
Advances in marketing technology and analytics have significantly increased our ability to design and perform truly targeted marketing. With access to powerful demographic, firmographic and behavioural data, we can now create brand personas and buyer personas based on specific segments of an...
4 min
In many organisations, marketing and sales don’t play nicely together, and we frequently see some naughty blaming behaviours coming out when sales targets are not met. “We’re not getting enough leads,” or “The leads you’re sending are not qualified,” and “You’re not following up the leads we’re...
2 min
b2b marketing planning is an essential activity for your success. Business success rarely comes from off-the-cuff decisions, and without a plan, you’re basically shooting at targets in the dark!
1 min
A common point of contention between sales and marketing is what constitutes a lead and when a lead should be passed on.
2 min
Wouldn’t it be good to see what your business really looks like to the outside world? And, more importantly, to your clients? Sourcing b2b customer testimonials is one of the best ways of finding out your business’ real strengths and weaknesses.
