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You can’t afford to have a generic, mediocre or out of date message when you need to get the attention of decision makers suggests Helen Fox. Competition is fierce, but with the right proposition you will get far better returns on your sales and marketing...

All too often, companies will go through cycles of feast and famine, which can lead to other difficulties for your business. John Bancroft, MD of Incognate, looks at ways to smooth out these cycles.Running one-off, lead generation campaigns with focused propositions in specific market sectors will...

Imagine the scene. It’s 2pm on a Sunday and you’re just about to sit down to lunch. The phone rings – it’s Dave from Acme windows. Your heart sinks and you prepare yourself for a terse ‘no thank-you’. The insincerity of Dave’s ‘how are you...

In a climate where content abounds how do you make every word count? People still like stories. And that is why the humble case study should still figure as a valuable part of your sales and marketing battle kit. Is your content saying something fresh, relevant and...

A marketing department with clear objectives knows what it’s trying to achieve, right? But are your content marketing objectives SMART?Applying the well-known mnemonic isn’t just a gimmick, or box-ticking exercise, it’ll ensure your objectives are Specific, Measurable, Achievable, Realistic and Time-scaled.Are your content marketing objectives...

Business is on the up. As a result, more companies are increasing sales and marketing activity to generate more business. However, are you getting through to the right person, at the right time, with the right message?  Increased competition across all markets means more marketing messages, more...

"You are only as good as your last month, quarter or year in sales". A message I have heard frequently and lived through in different new business sales roles. You have a great month. You smash your target, only to have to start all over...