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?

Strong Turnout for Webinar as Businesses Look to Support Sales Activity

Last week saw the running of Profunnel’s latest Webinar, hosted by MD Matthew Hall and Kevin Miller – a leading US authority on lead generation for businesses.

Over 120 business people took part, attracted by the opportunity to discover more about the latest technology and the support it offers for their sales and marketing activity.

Kevin spoke about his experience and how Profunnel’s approach can help nurture customer relationships, enabling a more personal, targeted approach for sales. Co-ordinating with CRM systems, sales calls, on and offline marketing activity and more, Profunnel’s technology offers a far stronger and more integrated process that is proven to build revenue streams.

The response from participants was extremely positive, with a Q&A session allowing them to find out more about how Profunnel can help their sales teams, particularly in the current market.

More Webinars are planned for the future, but if you’d like to register to find out more click here.

The Next Generation

With A level results due this week, thousands of young people across the UK will be deciding on their next steps and future careers. For many, sales and marketing will be a popular choice - offering career progression and good earning potential.

Key to success in this field is the ability to co-ordinate sales and marketing activity, working with the latest on- and offline channels to maximise business potential. Increasingly influential is the marketing automation technology available, providing a far greater insight into customer behaviour, sales patterns and communication than ever before.

The next generation of sales professionals will benefit from the new approach of ‘nurturing’ customers – something that we are already seeing deliver results. The future will see customer contact, relationships and understanding develop even more, giving sales people a far greater influence in business operations and growth.