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Cold calling is dead – Why won’t we change?

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The sales process has changed. You may have heard this a number of times and there are several articles that show this to be true.  Most people who run sales and marketing departments and owners of many businesses now accept that digital marketing is an integral part of today’s business world.

boeblog

Why then do intelligent people in B2B businesses still go out and buy mailing lists then simply hand over the list to tele-sales people to ‘go and find leads’?

Cold calling on its own is DEAD, but if it’s campaign driven or is an integral part of your digital marketing activities then warm calling still works. I’m still astounded however with the huge disconnect that continues to exist within companies between marketing and sales activities.

People accept that Emails, Twitter, LinkedIn, Google+, Videos, Websites, Exhibitions, Networking all have their parts to play. Yet when it comes to developing new business leads somehow strategy goes out the window and people revert to well worn paths that no longer work.

When does sales take over responsibility from marketing? Answer… it depends.

The sales effort required to make a multi-million £ software sale is significantly different from selling a low cost item, eg pens.  I accept that everyone needs pens, but pens (in general), are a low cost commodity item requiring very little in terms of sales skills.

Complex B2B sales however still require the skills of an experienced sales person to help prospects become clients. This starts with well qualified leads, driven by a digital marketing strategy.

So come on business owners, heads of marketing and sales directors: make sure your new lead development is integrated and has consistency and continuity – on-line, off-line and on the phone.

Loose change raises money for Children In Need

Children In Need

 

We’d just like to say a big thank you to everybody who attended our Business Breakfast on November 19th at Beechwood House and kindly donated to Children In Need.

With 30 local businesses in the room and at VERY short notice – they dipped into their pockets and together managed to find an extra £50 which has been donated to Children in Need.

 

"Thank you to everybody that attended and donated".

Enjoying a breakfast in Newport – and the presentations weren’t bad either!

On a bright and sunny Tuesday morning, November 19th 2013, Branching Out Europe, @BranchingOutEU and Marsh Vision, @marshvision jointly held a Free Business Breakfast at the beautiful Beechwood House in Newport.

Firstly we’d like to say a big thank you to everyone who attended – we had over 30 local businesses in the room which made for great networking opportunities and some interesting discussions.

Networking

In addition to enjoying a breakfast of tea, coffee, bacon and sausage sandwiches, attendees retired to the adjacent room to hear 2 presentations on the topic of “Digital Marketing Doesn’t Have to be Taxing”.

Steve Jones from Branching Out Europe – Successful Selling In Today’s Digital World!
Steve Jones, from Branching Out Europe opened the session with a presentation ‘Successful Selling In Today’s Digital World’ – a look at how the fundamental sales process has significantly changed, and the role that digital marketing now plays within a successful selling process.

Whether it’s social media, email marketing, landing pages or your website – you have to provide multiple touch points – creating a relationship with the prospect, changing a cold lead into a warm lead, and being at the forefront of your prospects mind when they are ready to purchase.

“Useful and informative”
Sian Williams from Software At Work

Digital Marketing Presentation

Lionel Griffiths from Marsh Vision – Tax Saving Strategies for Owner-Managed Companies
Lionel Griffiths, a Tax Consultant working with Marsh Vision then presented ‘Tax Saving Strategies for Owner-Managed Companies’.
Lionel’s presentation identified a number of tax saving strategies for SMEs as well as exploring some ideas of how to extract profits from an owner-managed company in a tax efficient manner.

“Probably the most relevant seminar I’ve been to for a good while. The speakers drilled straight down to the content we needed to know about, and delivered it with humour!”
Kerry Ballard from Dezines Internet Solutions
Marsh Vision Presentation

 

If you’d like to know more…

Once again, we’d like to thank everyone who attended the event. As you can imagine, both presentations were very quick overviews – if you’d like any more information regarding either of the presentations, please don’t hesitate to contact Branching Out Europe or Marsh Vision:

Contact

 

By the way… you raised £50 for Children In Need, thank you for attending and donating.

 

Passive Optical LANs Catch Fire

Headlines on emails are, as we all know, vitally important to attract the reader to open the email and want to know more. We spend hours working with clients and often the hardest part of any email is the header… that all important title that will drag the prospect in and want to read more.
I work with a lot of technology companies who love to use acronyms and TLA’s – not a problem if your audience understands them, but you sometimes have to be careful they don’t catch fire.
So having received a mail with a catchy title “Passive Optical LANs Catch Fire”, wow Passive Optical LAN’s – going up in flames……… bad news indeed! What did a building catch fire?

Passive optical LANs Catch fire

but it transpires that its actually an invite to webinar because the market is growing

Just think about your email title, ask around the office, chat with your marketing partner and ensure your message is clear… and not open to misinterpretation

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