Author - Neil Connaughton

Where did it go so wrong for this MD?

      Well, that’s the big question. (Following on from our last blog) So, who’s to blame for the failure of the salesperson to perform? Does the blame lie squarely at the door of the salesperson? Or should the MD shoulder some responsibility too? Our take? Well, in the time-honored tradition of disagreements it’s probably a bit of both. We’ve heard this story many times before sadly. And that’s why our business came into being in the first place – to provide a better, less risky alternative [...]

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“I hired a salesperson and left him to get on with it.”

 ….the salutary tale of the MD who got their fingers burned.  The first day I said to him “crack on. I just want results. How you do it’s down to you”…and I left him left to his own initiative. He’s the sales expert, not me. He came across well at interview. The Agency was pushing him. So we made him an offer. It’s really down to him to justify my faith in him. He seems motivated and able. I’m expecting [...]

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Outsourcing telemarketing – yes or no?

Photo by Quino Al on Unsplash Ask someone about telemarketing nowadays and they’ll likely look at you like they’re sucking on a lemon before saying something like: ‘Telemarketing? Picking up a phone and actually talk to someone you don’t know? Why would you do that when you can just send an email?’ They’ve got a point to be fair. Sending an email is easy. You can do it when it suits you and you’re not relying on someone passing on a [...]

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Can the DIY approach work for telemarketing?

  Can you do it yourself with telemarketing? Copyright: kzenon / 123RF Stock Photo Doing it yourself is all well and good if you’re thinking about putting up a shelf or two, painting a wall or ceiling, building a small wall in your garden or laying a new patio. Most of us can learn the skills needed for these little jobs as we go along. When it comes to business, however, we’re always told to use experts when needed, and not try [...]

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Do I really need to use a CRM to schedule my follow-ups?

Yes, you do. So often I come across companies who expect staff to build pipelines and generate meetings with prospects.  But they fail to recognise the vital importance of having a system that captures conversations with customers or prospects who are not interested TODAY. (These are the appointments of tomorrow!) But surely you ask, shouldn’t we should be chasing down the people who are in the market to buy today, right?! Tip What you really should be thinking is: “How can I put [...]

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GDPR. Yet more burdensome red-tape? Marketing opportunity? It’s up to you.

Don’t be afraid – marketing apocalypse is not upon us! The doomsayers out there (and there’s plenty of them) are telling us GDPR is a bureaucratic nightmare. But we think it represents a great marketing opportunity for small and medium businesses, so we thought we’d shed some light on the changes to data protection coming down the line in May 2018. GDPR – or General Data Protection Regulations to give it its proper name – is already written into the [...]

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How to get more clients – hands free

….this approach helped us to generate even more face-to-face meetings for a client of ours It’ll work for you too – and here’s why … You already know: Nobody buys the first time you speak. Most sellers give up too soon. But what if you haven’t time to keep calling back? Well, you could set up a system which does this for you, hands-free. Here’s how in only three steps: Step 1: Pre-qualify your prospect Send an email before you call. Brookson, an accountancy firm, did this. Their email had a link to [...]

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Nothing happens in business until somebody sells something!

Do a quick Google search of this blog title and you’ll find a pretty big list of people claiming credit for it (well almost those exact words anyway).   One such individual, Arthur H ‘Red’ Mosely, first used a very similar slogan: ‘Nothing happens until something is sold’ way back in 1942 as the motto for his workforce, and his words have been repeated – with a few tweaks – many times since then. Even the great Henry Ford is reputed [...]

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Old ways are sometimes the best….

The Old ways are sometimes the best. But not always! Let’s face it the days of “hard-sell” are long gone. (Good riddance.)  But the age old challenge remains. What’s the best way to keep in touch with prospects without alienating them completely? Creating a Sales Opportunity pipeline For more than 80% of sales, it takes more than 6 follow ups with a prospect before on boarding a new client. 48% of people involved in sales give up after their first follow up. Setting [...]

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