As you might imagine in our line of work, a lot of conversations we have with business owners is around “outsourcing” their business development function. Typically, this comes from SME’s which are selling more complex and “knowledge rich” business services, such as consultancies and marketing agencies. The owners and
Read more →In a recent piece of research by Fournaise Marketing Group “80% of CEOs Do Not Really Trust Marketers (Except If They Are “ROI Marketers”)” it’s finally been revealed that CEO’s really don’t trust the numbers they’re getting from B2B marketers. CEO’s are saying that B2B marketers have to
Read more →As the old adage goes, “what gets measured gets done”, right? Well, that’s great as long as you’re measuring what really matters. As an old sales pro with a marketers hat on, I’m always interested in tracking outcomes that are directly linked to revenue. But it’s common to see people
Read more →In B2B Marketing’s latest benchmarking report Lead Generation & Nurturing, increasing the quality of leads was rated as the most important lead activity for 2012. Closely followed was increasing the quantity of leads and then increasing sales conversions. This report, compiled from 291 interviews with B2B client-side marketers conducted
Read more →I was prompted to write this post after an active discussion on this topic with a group of sales people. There wasn’t too much consensus, with numbers anywhere between 7 and 22 calls, but I thought the question was an interesting one because very few people ask it. My
Read more →When it comes to generating increased revenues there are 4 key “levers” that every business owner needs to consider. Some of these are simple, tactical changes that can have a big impact on your top line growth. Others require more strategic consideration since they can have a significant influence
Read more →With all the focus on social media, it’s easy to forget that many traditional lead generation tactics still deliver a significant ROI. Telemarketing is a great example of this. It may be out of fashion and unloved by consumer markets but telemarketing is still an effective lead generation tactic
Read more →