The Guardian took the time to interview a couple of contractors stung by the recent collapse of Bathstore. It was a decent article, and it’s about time these stories received national coverage – thousands of businesses are left with bad debt every week when a client’s business fails.
When targeting prospective clients, it’s crucial to know your audience. If the only information you have about a business is that it comes under the generic classification of ‘Agriculture’ or ‘IT services,’ it’s going to be difficult to build a targeted campaign that really addresses your prospect’s needs.
An effective sales pitch is a crucial part of the sales process. This is especially true for B2B sales teams, as research by Gartner found that personal interaction with a salesperson is the most influential sales activity.
I love the cut and thrust of Wimbledon, and while catching up with the news I came across a really interesting article in The Times by Matthew Sayed that had an interesting take on what makes Novak Djokovic so exceptional: Syed asserts that it is his cumulative brilliance that makes him a champion.
Attracting leads into your sales funnel is a long and arduous process; companies spend a fortune on email, LinkedIn, telesales, hundreds of blog posts, podcasts, PR, guest posting and many other resource-sapping activities.