Darwin’s theory of evolution by natural selection highlights the importance of survival of the fittest – this iconic theory can also be applied to the world of business.
Businesses that do not constantly evolve and adapt to changing external environments cannot excel and with a variety of competitors snapping at their heels survival is unlikely. The need for new and innovative sales and marketing techniques is vital for organisational success.
Organisations need to stay ahead of the competition, bringing in new business and building customer relationships for the long term. Gone are the days when cold calling was the only option for sales, the landscape has now changed and decision makers are looking for new sales and marketing techniques to drive forward new business.
So how do companies flourish in competitive times?
Why not download our latest white paper - Natural Selection – Survival of the Fittest
Thursday 30 September 2010
Tuesday 21 September 2010
There's no business like new business
The Bank of England has reported that business lending contracted for the fifth month running in July - so how can organisations help themselves grow in the current economic climate? The key lies in generating a strong stream of new business.
In a tough market it’s not enough for companies to rely on existing clients - bringing in new business and revenue streams is essential to success. But how do you do this effectively and achieve a positive return on your sales investment?
It’s all about creating warm prospects, rather than cold calling to win business. Nurturing potential new clients – building your understanding of their motivations, touchpoints, timelines and more - so that you can communicate with them effectively at the right time, when they are ready to buy.
Marketing automation can achieve this, with technology that helps build customer relationships, and demonstrates clear ROI, helping companies grow through new business wins.
In a tough market it’s not enough for companies to rely on existing clients - bringing in new business and revenue streams is essential to success. But how do you do this effectively and achieve a positive return on your sales investment?
It’s all about creating warm prospects, rather than cold calling to win business. Nurturing potential new clients – building your understanding of their motivations, touchpoints, timelines and more - so that you can communicate with them effectively at the right time, when they are ready to buy.
Marketing automation can achieve this, with technology that helps build customer relationships, and demonstrates clear ROI, helping companies grow through new business wins.
Tuesday 14 September 2010
EU Forecasts Growth
Amid all the talk of spending cuts, the latest news that the European Commission has raised its forecast for growth in the EU this year is a shot of positivity.
After what has been referred to as "particularly strong" growth in the second quarter, the Commission is now predicting growth in 2010 of 1.8% in the EU, up from an earlier estimate of 1%. For the UK it is now projecting expansion of 1.7%, up from 1.2%.
For British business this should boost optimism for the future, and encourage business to look for the sales opportunities – both in the UK and overseas – that exist. Having an effective lead generation system is crucial to support this, enabling companies to gain an enviable insight into the motivations of potential customers, and communicate with them when they are actually ready to buy.
With the future looking brighter, why not make the most of the latest lead generation technology and be part of the growth?
After what has been referred to as "particularly strong" growth in the second quarter, the Commission is now predicting growth in 2010 of 1.8% in the EU, up from an earlier estimate of 1%. For the UK it is now projecting expansion of 1.7%, up from 1.2%.
For British business this should boost optimism for the future, and encourage business to look for the sales opportunities – both in the UK and overseas – that exist. Having an effective lead generation system is crucial to support this, enabling companies to gain an enviable insight into the motivations of potential customers, and communicate with them when they are actually ready to buy.
With the future looking brighter, why not make the most of the latest lead generation technology and be part of the growth?
Tuesday 7 September 2010
Cold calling becomes warm calling
A study by Which? has found that British consumers receive an average of six cold calls a month, with three-quarters of people wanting cold calling to be banned for good.
B2B sales is a little different but while we’re advocates of picking up the phone and being proactive, why call 200 people a week who have no interest in your company or services when you can call 200 who are interested in what you offer?
Targeted marketing programs and increased understanding of customer motivations and requirements hold the key. This is where marketing automation comes into its own, enabling an organisation to optimise every visitor to its website, establishing who the visitor is, when they return to the website, where their interests lie and, crucially, when they are ready to buy.
The result gives sales people the knowledge to target their calls far more effectively, builds a complete picture of the customer journey and develops the relationship – resulting in higher conversions and improved ROI. What company wouldn’t want that?
B2B sales is a little different but while we’re advocates of picking up the phone and being proactive, why call 200 people a week who have no interest in your company or services when you can call 200 who are interested in what you offer?
Targeted marketing programs and increased understanding of customer motivations and requirements hold the key. This is where marketing automation comes into its own, enabling an organisation to optimise every visitor to its website, establishing who the visitor is, when they return to the website, where their interests lie and, crucially, when they are ready to buy.
The result gives sales people the knowledge to target their calls far more effectively, builds a complete picture of the customer journey and develops the relationship – resulting in higher conversions and improved ROI. What company wouldn’t want that?
Friday 3 September 2010
Summer's Over....
With the summer holidays coming to an end many businesses are ready to take decisions, make investments and implement new activity to support them through the coming months. Areas that seemed to be on hold can suddenly come to life as key decision makers return from the beach to the office.
It’s now that sales communication and knowledge is key – getting your message and credentials in front of the right people at the right time. Make sure your sales team plans their activity carefully – making use of the latest technology to understand what makes visitors to your website tick and alerts you to follow up those contacts who are coming up to a review.
As businesses swing back into the fast lane, it’s vital to be ready to take advantage of the opportunities, but you’ll only be able to do this if you know about them. Marketing automation technology can be the key to unlock this sales potential – for a demonstration of how it can help you click here.
It’s now that sales communication and knowledge is key – getting your message and credentials in front of the right people at the right time. Make sure your sales team plans their activity carefully – making use of the latest technology to understand what makes visitors to your website tick and alerts you to follow up those contacts who are coming up to a review.
As businesses swing back into the fast lane, it’s vital to be ready to take advantage of the opportunities, but you’ll only be able to do this if you know about them. Marketing automation technology can be the key to unlock this sales potential – for a demonstration of how it can help you click here.
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