Over the years I have spent hours in the latter weeks of the year carrying out sales and marketing planning. My head literally spinning with what ifs, numerous assumptions, and scientific-type equations based on the current year’s performance. All with the aim of working out...
When selling large, complex, and often high value IT products, services and solutions deals can take months to close, particularly when opportunities vary from £250,000 to over a £1 million and involve multiple decision makers. Often, our clients only need a handful of these types...
A number of people we have spoken to believe that the introduction of GDPR has made it almost impossible to use direct marketing as an element in your go to market strategy, but this is not the case if you stay on the right side...
With so many ways of attracting and engaging prospects today you might not consider telemarketing. And, you may have been doing okay with SEO, inbound marketing, email marketing, networking and events. Alternatively, you might have had a bad experience in the past or tried it...
I don’t know about you, but 2020 was going to be the best year ever! The stars were all aligned, and things were going well. It felt right, a good feeling in the gut and we were set for a really great year. And then,...
There are in fact lots of things that need to be considered when you set out to make calls to generate new business, particularly if you are running a campaign. Do you know who you are targeting and what the proposition is? Have you got...
We are now at the end of the Kipling’s Men Series. The blogs so far have considered ‘who’ you want to target, ‘when’ is the best time to reach them and asked ‘why’ they should listen to you? In our crazy busy world, we have...
When new business is won your account management team are on the case ready to grow the account. Initially you might have great expectations of upselling and cross selling, but all too often these hopes fade as delivery and service demands consume your account team’s...
We have looked at Kipling’s men ‘who, when, where and why’ and how you can use them in a B2B marketing and communications context. In this latest blog we look at the ‘how’ you can get your message heard....
Agility in sales and marketing is essential, but the ability to pivot and change direction is even more important amid the COVID-19 crisis. Following the global hiatus and in a world that has simply ground to a halt, the pressure is at an all-time high...