The myths of legacy lead generation
One of the myths of driving significant B2B new business is that it all starts with “leads”. Marketing generate them – and then toss them over the wall to hungry sales people.
Lead generation describes the process of stimulating interest in a product or service for the purpose of developing a sales pipeline.
Sustainable Business Development.
Broadley Speaking specialises in driving sustainable business development working with companies selling complex products and services. Searching for quality leads is key from the very beginning to maximize ROI from lead generation campaigns.
Recently the buying process has changed, and this has meant the need to develop new ways to reach potential buyers. There needs to be a focus on finding innovative ways to analyse potential buyers and the buying group dynamic; then, a new strategy to maintain a continuous relationship with each and every buyer.
TPM.QL
A part of our Total Prospect Management (TPM) approach to building new, high value, sales opportunities for our clients is our commitment to continual innovation on their behalf.
Re-evaluating your sales and marketing in light of Covid-19?
Many sales and marketing professionals have been forced to throw the old marketing staples out of the window with the advent of the current pandemic. They have had to start their thinking from scratch. For many, exhibitions and conferences have been a mainstay of their annual activity. As an old hand at organising trade shows […]
Put yourself in your clients’ shoes
Are you struggling to see the progress in your lead generation? Is your sales team failing to get past initial contact with prospects? It shouldn’t be too hard to get a foot in the door with businesses within your prospect pool, in theory. The reason they’ve been identified as prospects is because they fit […]
Finding the perfect mix of human and digital skills in B2B sales.
The more digital technology advances, the more it will need human skills. This is the digital paradox of the 21st century. Digital technology is everywhere but, in a way, it is a victim of its own success: it has become so intelligent that it gives best results when talking to another intelligent being. A human. […]
Why you should be using digital marketing for Lead Generation
The 21st century B2B sales landscape is becoming more and more complex and challenging. Multiple buyers and buying influences have a growing role in any purchasing decision and -on top of that- digital technology and the web are now strong sales and marketing factors, even in B2B. A 2015 Forrester research proves that […]
Lead Generation is dead. Long live Total Prospect Management.
We have chosen this provocative title for our April newsletter in order to stress a theme that is at the heart of our life as a business: traditional Lead Generation practices will not deliver new business opportunities in the 21st century B2B sales scenario. The truth is that most markets are finite and […]
What we learned at B2B Marketing Expo
We have just come back from B2B Marketing and Sales Innovation Expo. In the two days we spoke to dozens of decision-makers from businesses all over the world, we asked and answered questions and gave a talk to a packed theatre about the challenges that businesses face trying to sell their goods and services to […]
How to use SEO for lead generation.
Are you getting a lot of website traffic but not enough from the right kind of visitors? Do you have good keyword rankings but not enough engagement and conversions? It’s a common situation to be in. SEO can boost thought leadership and bring good leads. However an SEO strategy requires a lot of careful […]
The Broad Sheet, October 2018. B2B Lead Generation Newsletter.
We are proud to introduce “The Broad Sheet”, Broadley Speaking’s monthly lead generation newsletter. Every issue will contain articles and links to Broadley Speaking’s lead generation resources, podcasts and videos and will offer practical, actionable advice derived from our experience of over 21 years. In the first issue the spotlight is on: Cold Calling Cold […]