Lead nurturing – what is it and where does it fit in your sales process?

The American philosopher Deepak Chopra once said: ‘It takes a little bit of mindfulness and a little bit of attention to others to be a good listener, which helps cultivate emotional nurturing and engagement…’  Without wishing to go too deep, I think it’s a great quote which demonstrates relationship creation very well. I know many […]

The lead generation funnel, how does it work?

I recently came across a great quote from the author Samuel Johnson: ‘Great works are performed not by strength but by perseverance’.  This is true of many things but it’s particularly important with lead generation work. This is because successful lead generation involves a meticulous process and takes a lot of patience and resilience to […]

How will GDPR affect B2B Marketing? An update on the state of play

When I first started looking into GDPR last summer, I, along with many others, had identified that big changes were in store for direct marketing. I even thought that this may be the end of e-mail marketing as the most popular B2B marketing tactic. It then became obvious that the regulations distinguish between corporate subscribers […]

How many cold calls have you had this week?

In Barking Up the Wrong Tree, an excellent book about success, Eric Barker mentions some interesting research into insurance sales. The project concluded that sales people could actually be hired on their level of optimism alone. Apparently, agents who scored in the top 10% of optimism, sold 88% more than the most pessimistic tenth. Reading […]