Reasons To Keep Marketing Through a Recession

Written by Simon
17 January 2012

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Posted in Marketing Management

In difficult economic times, costs inevitably come under the spotlight, and as any marketer knows, marketing budgets and overheads are not immune. It goes with the territory that questions about return on investment, value and worth crop up and intensify. So it’s a paradox that just at the time businesses need to be fighting for visibility and attention harder than ever before, the very resources that are required to fund this work come under the cosh. Here we look at reasons to keep marketing, even when the going gets tough. Continue reading →

6 Killer Strategies for Trade Show Follow Up

Written by Simon
16 November 2011

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Posted in Trade Show Strategies

Many trade show strategies fall down when it comes to lead follow up. Reasons include weak qualification by stand staffers, lack of personal information about the lead’s actual requirement and too much time between the event and the follow up. So if you’re investing in a trade show presence, here are our 6 Killer Strategies for making the most of your investment. Continue reading →

5 Reasons You Need a Marketing Plan

Written by Simon
06 July 2011

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Posted in Marketing Planning

Is your company good at at marketing? Who buys your products or services? Why do they buy them? How do you find new customers? And how do they find you? Are they happy? If you can answer these questions, you probably don’t need to read this post. If not, you could probably do with a marketing plan. Continue reading →

Why Timing Matters in B2B Marketing

Written by Simon
16 June 2011

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Posted in Timing

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Timing is the great unknown quantity in sales and marketing. If your marketing strategy depends only on outbound prospecting activity to your sales appointments, you should consider adding an ‘inbound’ element to it. The chance of calling at just the right time is getting narrower, which means you need to get ‘on the radar’ before buyers make the decision. Here we talk about a strategy to Attract, Engage and Convert prospects. Continue reading →

Goodbye Sales Cycle. Hello Buy Cycle.

Written by Simon
20 May 2011

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Posted in Timing

Obvious statement: most sales people and business owners are focused on hitting sales targets. But targets are not only about ‘how much’. They’re also about ‘when’. “I really need to hit my target this month. So how about I cut … Continue reading →

How to create excellent and engaging email newsletters

Written by Simon
03 May 2011

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Posted in Email Newsletters

Email newsletters are not just about popping into your customers’ inbox once a month. They’re about engagement, branding, positioning and – let’s not forget – sales. You need to be perceived by your clients and prospects as an expert authority in your chosen field(s). Your email newsletters provide an ideal vehicle for achieving that. Read our 6 Top Tips on creating excellent newsletters and you won’t go far wrong. Continue reading →

What Is Marketing Automation?

Written by Simon
27 April 2011

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Posted in Marketing Automation

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A classic problem faced by many B2B marketers is that they generate prospects who are interested in purchasing – but just not right now. It’s a problem borne of timing and the fact that as marketers, we shouldn’t expect prospects to want to buy according to our timetable. They’ll purchase when they’re good and ready, and we need to be there when they do. Continue reading →

Keep Up With The Market Or Disappear

Written by Julia
07 March 2011

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Posted in Marketing Planning

I was at the “Technology for Marketing and Advertising” (TFM & A) event in London last week. An excellent marketing tradeshow, with many experts and luminaries talking about the latest and greatest trends in marketing.

Something in a presentation shocked me. It serves as a reminder of how fast the world is moving. According to Ashley Friedlein, CEO of from Econsultancy, “60% of Apple’s 2010 sales came from products that did not exist 3 years ago”. Continue reading →

5 Key Things To Consider When Buying Data

Written by Simon
01 February 2011

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Posted in Data

Clean and accurate target data is always one of the trickiest, most complex elements of a B2B lead generation marketing campaign. It’s a minefield even if you have your own database, so buying in new data is a viable option. But it needs careful thought before you start your campaign. Consider these 5 key factors before diving into data! Continue reading →

Top 10 Tips For Telemarketing

Written by Julia
16 January 2011

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Posted in Telemarketing

There’s a role for every form of media or ‘channel’ in a marketing campaign, as long as it’s part of a “joined up” or “multi-channel” approach. This is as true for telemarketing as it is for email, advertising or social media. Joined Up marketing is the key. So here are our Top 10 Tips for telemarketing success to try out for yourself. Continue reading →