There was a time when life was simpler. When the marketing team were about customer avatars, crafting key messages, getting in front of the right audience with advertising and PR and creating promotions to drive customer trial and sales. What was left for sales to do was the relatively simple task of converting! Of course, … Continue reading Where does marketing end and sales begin?
Prospects can be frustrating. We have all had the experience of thinking that the business is in the bag and then what comes next is radio silence. They appeared keen to meet and find out more about our products and services. We burned the midnight oil to prepare a proposal and then – nothing. So … Continue reading How not to follow up in sales!
A traditional view in sales and marketing is that we have to choose between a high volume, low quality lead generation formula and a high quality, low volume alternative. But is it not possible to have a third option – both high quality and high volume? We think there are ways of getting closer to … Continue reading Volume or quality in sales – or both?
I recently had a query about an interest charge on my bank account and phoned directly to my branch. They initially couldn’t explain it, and asked if they could put me on hold while they investigated. They came back to say they needed to speak to someone else – at which point I suggested they … Continue reading Get your sales priorities right
There seems to be a theme to many of the conversations I’ve had recently with owners of small businesses – they’re wrestling with telling the whole truth about just how small they really are. It sounds like this…. ‘I’m worried this client, who is a large corporate, will find out that, actually, we’re just a … Continue reading How to work with the ‘Big Boys’