• The enduring value of B2B telemarketing done well

    Cold calling has long been an essential tool of the B2B marketer.  But with so many new ways of generating leads these days, why should we continue to bother with the phone? Because despite the twin evils of universal voicemail and elusive decision makers, the telephone remains one of the most powerful and instantaneous lead […]

  • 3 vital steps towards successful B2B lead generation

    Use dedicated account managers to contact your prospects Many businesses and outsourced lead generation providers use multiple representatives to contact the same prospect. Big mistake! Put yourself in the shoes of your potential customers…  Not only will they feel they’re being passed from pillar to post, they’ll also have little chance of developing an ongoing […]

  • Generating B2B sales with LinkedIn

    There can be few marketing professionals who remain unacquainted with LinkedIn.  It’s a professionally credible site which allows freelancers and businesses to draw attention to their services and communicate with others who need their skills and products. To network successfully on LinkedIn, it’s important to create a professional profile which highlights your USP and showcases […]

  • 9 Key points to finding your ‘hungry crowd’

    I often speak about the importance of delivering high quality supporting material when marketing to prospects. But what does this mean in practice? Well, lest we put the cart before the horse, let’s talk about basics first.   Be clear and concise Posting random facts and figures about your company is never likely to attract much […]

  • Planning a successful channel lead generation programme

    One of the few consolations of England being knocked out of the World Cup was that I was able to enjoy the remainder of the competition without the inconvenience of being emotionally involved. It’s one of life’s simple pleasures to enjoy watching a game of football purely for its own sake, and without caring overly […]