The average sales team spends only ⅓ of their working day actually talking to prospects. If you run a business, or a sales team, increasing the effectiveness and efficiency of a sales team is always going to be your top priority. An inefficient sales team is a waste of your time and your money. We’re going to run through why and how you should split your sales team to maximise efficiency and productivity, and how to further compartmentalise your team into 4 key roles.
5 CRITICAL STEPS TO SENDINGGDPR-COMPLIANT B2B EMAILS Contrary to popular belief, it is still legal and effective to send businesses sales emails now the GDPR is enforceable. This article dispels the myths around cold emailing under the new regulations and gives you some simple, actionable tips to ensure your B2B […]
OUTBOUND OUTREACH WITHINBOUND MARKETINGFOR MORE SALES Both outbound and inbound marketing and sales methodologies ultimately share the same goal: conversions. The inbound and outbound trajectories – attracting prospects, nurturing leads and closing clients – share a lot in common. Inbound and outbound can support each other throughout the buyer’s journey, […]
WHY YOU NEED A SPECIALISED OUTBOUND TEAM In the B2B world, it can sometimes seem impossible to separate lead generation and sales, as many sales teams are expected not only to close the sale, but to find their own leads too, and in some cases even manage accounts. In […]
OUTbound is where you send a message OUT to your prospects. This could include email outreach, telemarketing, banner advertising etc. INbound is where, by producing informative and engaging content, prospects come IN to your site or mailing list of their own volition. This could be through your blog, to download an ebook, signing up for a newsletter or webinar etc. This article covers four of the ways Outbound can be used to make Inbound more effective.
There are hundreds of articles online proclaiming ‘Outbound is dead’ or that ‘Inbound is a fad’, each tearing the other methodology apart. However, there are pros and cons to both methodologies, and this article aims to give both an honest appraisal so that you can make the right choice for your market and business objectives.
Everyone hates cold calls. Even cold callers hate cold calling. If millennials already hate and fear phone calls, how receptive are they going to be to what your sales reps have to say? This article summarises the reasons for millennial telephonophobia and how you can adapt your sales techniques to include added value and cause marketing, improving your close rates with the millennial demographic.
CRM MAINTENANCE 101:HOW DIRTY IS YOUR DATA? CRM Maintenance is becoming ever more important. If you don’t actively cleanse and update your data 70% of your database could be inaccurate after just one year. Sound too high? In 2016, the UK saw a record high in business formation; 650,000 new businesses were started last […]
The average sales team spends only ⅓ of their working day talking to prospects. Seem wasteful? It is. If you run a business, or a sales team, increasing the effectiveness and efficiency of a sales team is always going to be your top priority. An inefficient sales team is a waste of your time and your money. It is a tough market out there, so optimising your sales team for peak performance is crucial. Evidence suggests that having a specialised outbound team can have a major impact on the efficiency of your sales team.
Research from StartUp Britain shows that there were 80 new companies started every hour in the UK alone last year. Why should your prospects work with you over someone else? How can you make your message stand out? In an overcrowded market, a business niche or USP is how you differentiate yourself from the competition, how you make your offering unique and appealing. You have to find a way to make what you are selling different in order to be noticed, your solution must be different.
