In the B2B market implementing an effective lead generation process is crucial to maintaining a pipeline of sales opportunities. However, many businesses fail to plan ahead to ensure they have enough fresh leads to maintain a healthy level of sales and profit.
Newspaper headlines have declared the British decision to exit the European Union ‘The ‘Brexit crisis’. Already, there has been a noticeable crystallisation of the risks that were alluded to during the referendum campaign: exchange rate volatility, weakening investment, and increased business uncertainty. The future for businesses both large and small, already trading internationally, has significantly altered as a result of ‘Brexit’. The greatest risk for businesses following the decision is that the current uncertainty becomes an excuse for procrastination. It is vital for businesses to take the initiative and proactively plan for the challenges that lie ahead in order to prosper in a changeable economic situation.
Technology and professional services organisations have a core competence around specific fields of expertise. While the supporting areas of Finance, HR, IT and marketing are essential to every business they are not a core competence. In our latest viewpoint, we ask what the right marketing model is for these businesses.
We are pleased to formally launch a valuable service to help B2B firms generate more business leads from the website. Nurture Web Leads is a hosted service that works in a similar way to Google Analytics, but instead of just providing statistics on web visitors it actually identifies who the company is that is visiting your website! This provides you with the opportunity to proactively target your web visitors with relevant content and messages.
Through our Lead Generation Workshops we have met almost 100 businesses keen to turn an aspiration to grow into a reality. Lead Generation is consistently regarded as the engine that can drive this growth. So why are some businesses really successful in Lead Generation and some not?
In truth, there are different contributory factors for different businesses but these can all be summed up in one word – execution. Those that have been successful have embraced the structure we shared and executed this well within their business. In one of our most successful examples a client more than doubled their customer base and increased sales by 30% within 12 months. That perfectly highlights