Managing the pipeline to a high standard Assigning dedicated people and time to manage the pipeline to a high standard within professional service organisations is extremely tough. So, how can we use business development time in the most effective way? The Pareto Principle By applying the very well-known Pareto…
Competitive advantage in logistics In today’s highly competitive environment the logistics industry is changing at a fundamental rate. But what is the basis for this change? an established network that can create limitations new technologies that change cost models to call existing business models into question dynamic pricing that takes…
The art of engagement in a digital world In this digital world the art of engagement and qualified lead generation has become a massive challenge, especially within the marketing of Facilities Management (FM). Over the last 17 years Brittain has focused on supporting clients within the FM industry. We…
Telemarketing plays a critical role in the pipeline Telemarketing can play a critical role throughout the sales pipeline. As part of a strategically integrated program it can: Generate leads Qualify leads Improve follow-up Nurture your leads Supplement your sales team To get the most out of a telemarketing program, the…
Stage of the sales pipeline There are several stages of the sales pipeline: New Opportunity Contacting Engaging Qualified Custom Stages Closing Won/Lost Let’s examine each stage in turn: New opportunity – What is this? Identify a new lead/opportunity and record their contact information in a CRM system. This record assists in…
A solid sales pipeline for business growth While it is widely agreed that a solid sales pipeline is of the utmost importance for a business to grow, few understand or see the need to spend time working out the maths on how much activity is needed to acquire new clients….
The sales pipeline – the plan When you run a business, it can throw up all sorts of surprises. A reliable gauge of how much business is coming in can make a huge difference when it comes to forecasting your revenue, planning growth and being ready to cushion any knocks…
Professional telemarketing is powerful in B2B In B2B there are longer lead times, higher value outcomes and complex decision-making units. Moving a prospect from the awareness phase to a purchase requires a trusting relationship. Acquiring a relationship and trust comes in time and can be achieved easily through human contact….
Trust, loyalty & honesty are vital Maintaining strong links and promoting trust, loyalty and honesty are vital to building beneficial long-term connections. Through B2B relationship building and strong business relationship management, you can tailor offerings that are relevant towards the needs of clients. How to build strong B2B connections When…
Better manage the journeys of individual clients By analysing relationship dynamics and establishing benchmarks, B2B organisations can better manage the journeys of their individual clients using insights that maintain and bolster profitability, growth, stability, receptivity to innovation, and the evolution of the relationship. Benchmarking for healthy relationships The health of…