You simply cannot underestimate the importance of an effective follow-up strategy as part of your on-going business development process. Preparing properly for meetings is essential but, in all reality, if you’re not going follow through on the various actions agreed in a timely and professional manner, and then maintain regular contact to progress the relationship, […]
The starting point when considering any telemarketing or new business development activity should be the return on investment you want to achieve. Most people measure ROI in financial terms, but an equally important factor is return on TIME investment. Making people busy is a relatively easy thing to do, but often not very useful in […]
Businesses failing to achieve their sales objectives is nothing new. It’s important to note that I said objectives, as opposed to targets. Hitting a revenue target is one thing, but for many businesses their sales ‘objectives’ go deeper than that. How’s your conversion rate doing? Is your sales team selling the right mix of products […]
At Results, we never work from scripts. Never have done and we never will. Why? Because we don’t believe they work. At least not for the construction, built environment and industrial clients we work for and, especially not for the highly qualified leads they want us to create. Sure, in the generic world of B2C […]
So your sales team is struggling to get appointments with the influencers that really matter to your business. Getting time in front of these people is a fundamental requirement for your business, its future and its long-term strategic goals. Surprisingly, this is one of the most common dilemmas that companies within the construction and built […]
In life and in business, you generally get what you pay for. Think of the choice of traveling to continental Europe with British Airways versus a budget airline such as Ryanair. Initially, you may think you are getting a great deal until you examine the finer details. The hidden costs at every turn, a 5am […]
Imagine having a brand new high-specification Lamborghini delivered to your home. Pretty exciting, right? Now imagine this luxury car wasn’t wired and connected properly. All the component parts were in place but for some reason when you hit the hazard lights, the boot opened; when you turned the wheel to the left, the car veered […]
Could you benefit from outsourcing part of your business development process? Read our blog to find out.
Do you struggle to prove ROI on your sales and marketing? These 5 steps will help you demonstrate a clear link between your spend and the business’ wider objectives.
Is your early sales cycle becoming ever more protracted and expensive? Ineffective qualification could be the reason. Find out if you’re making the most common qualification mistakes.