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Is your sales team a ‘jack of all trades’?

Is your sales team a 'jack of all trades'?

Whilst many enlightened organisations may have a mix of new business sales people, key account teams, lead generation/inside sales teams, an experienced sales director and others in the sales teams, many smaller businesses today are often under the illusion that one person can do it all.

Compare this with a company’s marketing structure and business owners will very often take a different view.

It’s common knowledge that marketing encompasses many roles requiring different skills and experience. Many key requirements are already outsourced to agencies who are more adept at delivering the best outcomes.

Your PR executive may not be the best at market research, or your product manager may not know nearly enough to create engaging content. Just because you are a great communicator doesn’t mean you’ll be driven on a daily basis to also be a great market analyst.

So whilst many will outsource marketing, why do so many intelligent business leaders still think that one individual would be great at all aspects of selling?

Being motivated to regularly picking up the phone to do the warm calling (cold calling is dead) requires a very different mindset to closing large high value contracts. The skills required to manage and grow key accounts will often conflict with the skills and drivers of a new business executive.

You probably already outsource some of your marketing. So why wouldn’t you want to get external help, through outsourcing or mentoring, to strengthen the area of your sales team which is weak?

If your new leads just aren’t happening, maybe it’s time to look at hiring an agency who specialise in lead generation. If you are launching a new product or entering a new market – why not invest, at least part-time, in an experienced sales director to help with your strategy and new business development?

Focus on what you do well and just like you do with marketing, outsource the rest.

Branching Out Europe; leading the field in Intelligent Lead Generation.

 

Exhibitions and Conferences are all about Engagement

Appointment Setting Blog Banner

 

So you’ve made the decision to exhibit…..great. How do you ensure your time is wisely spent and you see the RoI you want by engaging with those senior decision makers at your planned Conference or Exhibition?

Simply relying on footfall is not enough. No matter how much you publicise your attendance at the event you never know who will walk by and stop to speak with you.

You may be given access to an event portal, but this is often far too restrictive and may allow you to search by company name, but more often than not, very little more.

Rather than relying just on limited attendee information on the event portal or sending a mass email to your CRM database, do your own research and targeted outreach to arrange meetings with your key prospects before you go.

To get in front of and have time with the key decision makers of the organisations you want to sell into, is time consuming and daunting – where will you find the extra time to do this? You probably don’t even have their email or phone numbers – so how do you reach them?

A digital tool such as LinkedIn (with over 300 million users globally) provides a wealth of information. More importantly, LinkedIn provides you with the means of reaching out to the right people in the right organisation. Find out more here.

Remember, you never get a second chance to make a great first impression!

LinkedIn gives you the ability, with InMails, to reach out to delegates attending the event, or you can use Groups to message these senior decision makers – FREE OF CHARGE.

…….. but how do you find out which groups contain your target delegates and prospects, so that you can join and message these key decision makers free of charge? Also, and as important, what do you say to them to encourage them to spend time with you at the event?

You could spend a massive amount of your time researching and reaching out yourselves, or you could use Branching Out Europe to do this for you.

To to help you get in front of the right people more often, follow this link - http://www.branchingouteurope.com/EventCampaignServices/ 

 

 

 

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.

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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.

 

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