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Programmatic marketing
Data & analysis
Programmatic marketing – beyond the numbers.
10 January 2019 4 minutes

Programmatic marketing - beyond the numbers. With the range of innovative technology at marketeers’ fingertips, now more than ever it’s possible to follow our customer’s online and offline footprint to create truly bespoke communications (thank God for data!). However, the devil is in the detail, and bad channel orchestration often leaves customers feeling like they’re really just a number. Ironically, the answer to the problem IS all in the numbers: get ready for programmatic marketi...

Status quo
Strategy
Meet your biggest competitor: status quo.
20 September 2018 2 minutes

Meet your biggest competitor: status quo. The end goal of marketing and sales is generating business. Ideally, not just qualified leads or even sales-opportunities, but signed contracts. Turning leads into deals is a matter of switching 2 letters, if you’re playing Scrabble. However, in real-life there’s much more to it! Especially if you are unaware of your biggest competitor: status quo. According to The Sales Benchmark Index, 58 percent of deals in the sales pipeline end in ‘no...

Marketing and sales
Organisation
Resolving the classic battle between Sales & Marketing.
30 March 2016 3 minutes

Resolving the classic battle between Sales & Marketing. As a customer engagement agency, everyday we encounter companies making their first steps into the world of customer experience. We mainly support specialists, from Marketing and IT departments, who are looking for a solution that generates high quality leads from their successful marketing activities.  It was often revealed that Sales would frequently complain about Marketing only delivering cold leads, due to a lack...

Lead scoring
Organisation
Lead scoring isn’t magic, it’s real and it works.
9 March 2016 4 minutes

Lead scoring isn’t magic, it’s real and it works. As we sat at a project closure meeting last week. I was delighted to hear the words “It works!” in reference to the lead scoring and lead management process that we helped put in place at a customer. Even more interesting was that the smiley face came from a pre-sales person, tasked with the first qualification of leads coming out of their marketing automation system. His enthusiasm came mainly from having seen how a lead that oth...

Demand and Lead generation
Strategy
Demand & lead generation.
11 December 2014 3 minutes

Demand & lead generation. It is vital to understand the difference between Demand Generation and Lead Generation. WHY? Demand Generation is often interchanged with the concept of lead generation; however, there is a huge difference between these two very important concepts, namely the outcome. Thinking they are the same beast and having only a single marketing strategy can lead to failure! They are unique and therefore require separate approaches. Two sides of the same coin...

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