Smarter prospecting is multifaceted. Sales reps have to put on multiple hats: research, being on the phones, conducting demos and working on putting strategy into action. In fact, 42% of sales reps have reported that prospecting is the most challenging part of their job. So it really should be no surprise that 81.6% of top [...]
It’s a Monday morning - the sweat on your brow’s building and the coffee in your cup is disappearing at an alarming rate.    The culprit?    That marketing email. The dreaded email you promised to send out to your email list at 9:01 that very morning is meant to be highly personalised. The only [...]
Congratulations! You've passed the first hurdle - you’ve got the Business Development Manager (BDM) job! It’s the step up you’ve been craving, but this isn’t quite where it all ends though. The first few months on the job are the most critical, so making a good impression now you’re in the driving seat is something [...]
Smarter marketing doesn’t just come from smarter ideas. It comes from having a well defined strategy, alignment with your sales team and an understanding of your customers. And smarter prospecting comes from all of this - better understanding leads to better marketing, which leads to higher conversion rates, and ultimately making you smarter at prospecting.  [...]
Not all Opportunities are Equal   Focusing on the right companies at the right time is the best way to generate more business results for you - whether that’s more revenue, greater margins, industry prowess, or simply better customer satisfaction.    But to make sure you’re putting all your eggs in the right prospect’s basket, [...]
What is a Data-driven Sales Organisation?   ‘You can’t manage what you don’t measure’ (Peter Drucker)... seems extremely fitting for why you should be using a data-driven approach to your sales organisation.    A data-driven sales strategy is a method of collecting and measuring data on all interactions with prospects and existing customers to improve [...]