Why lead inflation is bad for sales and marketing ‘The leads are weak? You are weak!’ In the film Glengarry Glen Ross, Alec Baldwin unleashes a rant against some salesmen and refers to the sales ABC: Always Be Closing. A salesperson is worthless and does not deserve a cup of coffee if he cannot turn […]
Marketing about sales: “We are talking, but are not yet on the same wavelength” Marketeers give themselves a 7 on average on alignment with sales Ideally, marketing and sales are well-oiled machines that work together to maximise the operating result. In practice, however, things often turn out differently with misalignment. For example, sales only approaching […]
Many managers today are involved in a transformation to a more digital organisation, in order to continue to cater to the needs of their target group. The search term ‘digital transformation’ brings up 373,000 hits in the search machines.
Lots of things are changing in today’s world of business. The position of companies with an established name and reputation is being challenged, and disruptive start-ups are beginning to dominate the entrepreneurial landscape. Making customer experience more personal is key to surviving and winning the battle with your competitors. Steal the customer’s heart and then start bonding. How? Make sure your data is organised.
Ever tried calculating your total market potential? Definitely a useful exercise! In order to do this, you must first know how many potential customers you can sell to. Based on our experience, we can assert that almost every organisation has insufficient knowledge of around 20 percent of their market. Not because the sales or marketing […]
Inbound Marketing has been heavily deployed in numerous businesses in recent years: the creation of high quality, relevant content in order to attract potential customers. However, Inbound Marketing in isolation, is unfortunately not sufficient. Indeed, you barely have any control over the quality of such leads. This explains the rapid growth of other approaches: Account Based […]