Robert Rosenthal posted this in his Facebook Group; How would you address this tricky database marketing challenge? A B2B marketer relies heavily on postal mail to promote their offerings. They use email marketing but have yet to see results strong enough to justify a reduced reliance on the Postal Service. Each purchase secured via postal [...]
The downturn is real and may be affecting your business. Your time is precious, so today we launch a mini-series about how to improve your new business development. What’s in the series? 8 steps you can do today for improved lead generation 5 ways to focus on your targets 2 improvements for a compelling offer [...]
Engago technologies have created an application that allows you to gather information about customers that visit your website. Their application helps reveal which companies visit your website, what they’re looking for and their buying intentions. With necessary actions, this information can be used to generate potential leads. To summarise their web service we have made [...]
Cold calling – The folly of pre-mailing Recently I was asked how would I write an introductory letter to send prior to cold calling? My answer “I wouldn’t”. Reasons to write There are a couple of key reasons people send an introductory letter: They believe it will be read and as a result the prospect [...]
Image via Wikipedia Thinking about selling – the actual process of finding a prospect and communicating with them until they are prepared to hire your company, is something that isn’t often talked about in professional and creative services organisations. “Sales” is still a dirty word for professionals. We don’t like the implications of pressure, cold [...]
Having successfully started your recession business development plan with Lead Generation the next step to take is to examine the companies and consumers that you are targeting. Keep a narrowed focus on the companies that are most likely to buy from you. Review all customers over the past year and categorise them by value (how [...]
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