Sales and Marketing News, Advice & Blogs
Read our latest news & insight here. Get helpful tips and advice from the Clarity Stack team to help develop your sales or marketing skills.
What To Look For In A Lead Generation Platform
If you’re looking for a lead generation platform to help boost your opportunities to make sales, then there are a few key factors to bear in mind. In this article we’ll go into what you need to consider, and how you should judge the right lead generation platform for you.Read More
19 Aug 2022
The Ultimate B2B Marketing Guide
Business-to-business, or B2B marketing, has never been more important for companies looking to sell their products or services to others, but generating that demand can be incredibly difficult, especially with organisations tightening their belts.
9 Aug 2022
Where Does Clarity Stack Get Its Data From?
Clarity Stack has a database of more than 10 million contacts in decision making roles within business around the world - but where does the data come from?
3 Aug 2022
How to Enrich Your B2B Data for Maximum Impact
The better the quality of the data you have at your disposal, the better your prospects are of converting leads into customers.
1 Aug 2022
B2B Data x Prospecting: How to Identify the Perfect Prospect
For years prospecting has been a key but time-consuming part of the sales and marketing process. When done correctly it yields great results, but it would be better if there was a way of enriching the data to give campaigns more focus.
15 Jul 2022
The Business Benefits of B2B Data
B2B data enables sales and marketing teams to develop targeted campaigns that bring about a wealth of new opportunities and customers.
27 Jun 2022
What To Look For In A Lead Generation Platform
If you’re looking for a lead generation platform to help boost your opportunities to make sales, then there are a few key factors to bear in mind. In this article we’ll go into what you need to consider, and how you should judge the right lead generation platform for you.
20 Jun 2022
5 Successful Sales Email Outreach Tips
Sales emails can go one of two ways. Either they have an instant impact with amazing click and open rates which lead to sales, or they end up un-opened and sent straight to the trash can. A lot of us are signed up to various mailing lists where we receive offers from our favourite brands, and many of them are great! Black Friday is a great example in this respect where our favourite stores send out an email telling us that there are great savings to be made; while a lot of other companies will send out offers with limited-time reductions and free delivery. When done correctly, these emails have a massive impact not only on us as recipients, but for those looking to make the sale, too. Getting the right tone-of-voice and the best approach nailed down is key to sending out successful sales emails whether you’re selling a new product, a digital service or maybe you’re looking to simply increase brand awareness. In our latest guide we’ll run through five successful sales email outreach tips that will help you to increase your open-rates and drive more people to your website and – ultimately – the all-important sales you’re looking for.
13 Jun 2022
How to Adjust a Sales Pitch to Your Audience
People are always looking for different things, and they’re often at different stages in the process of looking for things. It may be that you’re at the very early stages of researching a product or service or you could be about to sign on the dotted line and hand over your bank details; wherever you are it means that the type of content you’re being served needs to take on a different message, tone and style.
9 Jun 2022
What Is A Good Cost Per Lead?
All businesses tend to go about lead generation in slightly different ways, and quite often it’s the size of the company that dictates the approach. Small businesses and startups often utilise the business owners, especially in the early days, before they take more of a back seat and a managerial role when the company expands; while larger companies will have their own in-house new business teams tasked with identifying leads and then approaching them to find out whether or not there might be an opportunity to pitch for business.
20 May 2022
Short, Medium & Long-Term Tips for Improved Sales Conversions
If sales was as simple as answering the phone to a prospect and helping them to fill in their contact and payment details with a view to making a purchase or signing up for a service in a matter of minutes, everyone would be doing it. To those outside the profession the sales industry seems relatively straightforward. After all, we’ve all dealt with salespeople before whether it’s buying a car, buying clothes or trying to get the best deal on our home insurance. They either promote a product or service that we might be interested in and then we either say “yes, go on then” or “no thank you” and move on. For those who are working in sales, however, it’s much more complicated than that. There is a lot of legwork that goes into each and every conversation let alone each sale, and the skills you learn as you progress through your career in sales help you to identify which route to take with the conversation and whether or not this is likely to be the kind of lead you want to spend time pursuing. When you get a lead through, either from your marketing team or from the website directly, you have to assess your options and make a decision whether or not this lead is likely to convert. Sometimes people will show interest but be unwilling to pay (and often you can spot this in their messaging), but on other occasions you’ll find that prospects or leads have a genuine interest in your brand, product or service and it’s then down to you as the sales person to work your magic. Unfortunately, even what looks like a great sales lead might turn out to be lukewarm rather than red-hot, but that doesn’t mean it’s dead in the water and this is what we’re going to talk to you about today. If you’ve been generating new sales leads but found your conversion rates plateauing or even dropping, there are a number of ways in which you can resurrect cooling leads, even if you’re willing to invest yourself for the long haul. Here, we’re going to share some of our top short, medium and long-term sales tips to help you boost those conversion rates - but remember, it’s down to you to assess which category your current lead falls under. (If they were all on the short-term list everyone would be doing it!)
17 May 2022
What are the Benefits of a Lead Generation Platform?
Generating new leads enables you to grow your business. It sounds simple on the face of things, but unless you have the time and resources available to dedicate to lead generation - and I mean, really dedicate, you’re not going to be able to bring in the number of leads that you need in order to hit those magical growth targets.
28 Apr 2022
How to Take Your First Steps Into Lead Generation
The ability to generate new business and take the company forward is key to overall success but not all are blessed with the experience, creativity, time or money to go out and generate the new leads they so desperately crave. As a business owner you have so many things to think about and do, and often one of those tasks relates to lead generation. As someone with a great deal of skill and know-how in the sector you might be great at building a business, but actually selling might not be your best trait and that’s often why business development teams are hired early on to take that particular pressure off the management. Even then, however, new leads don’t always come easily or as quickly as you might like, particularly when early growth is so vital. It’s not always possible to find the time or money to go out and generate leads for the business when you’re spinning a number of plates, but the one thing you can take comfort in here is that lead generation by its very nature can prove difficult at all stages. However, it is vitally important to the business that you do find ways to generate new leads and bring in new customers to keep things moving in the right direction. Without the benefit of an experienced business development team at your disposal you might end up searching for new ways to generate leads including lead generation platforms or speaking at exhibitions and events, or developing a range of different plans and strategies to find the key to lead generation. Unfortunately there isn’t a golden key that unveils a wealth of new leads and opportunities, but we can pass on some advice for those looking to take their first steps into lead generation to help understand the process in more detail.
31 Mar 2022
When is the Best Time to Contact a Lead?
In lead generation and sales it’s every bit as important to focus on the timing of your delivery as it is the delivery itself. While the conversation between yourself and the prospect will ultimately make or break the sale, it’s quite often the time of day, the day of the week or even the time of year that helps to sway things one way or another. Seasonality is regularly used as an explanation (or excuse) for under-performing sales and marketing campaigns with many citing the annual tax year, festive periods, even school holidays and the weather (?!) as factors why they haven’t generated any new leads, made any sales or won new projects - and there is an element of truth to some of that.
16 Mar 2022
Why Data-Driven Marketing Strategies are Successful
Marketing is often seen as a combination of different materials all aimed at persuading people to invest in your company, products or services; but there is a lot more to marketing than emails, social media posts, advertisements on the Internet, TV and radio campaigns and traditional billboard, public transport and roadside campaigns.
16 Mar 2022
How to Use Automation to Generate New Leads
The different types of software available these days means that sales and marketing teams can call upon a wealth of data that may previously have been unobtainable, or at least hard to access without a dedicated data analysis team. Today there is the freedom to reach and use data that can revolutionise strategies and improve efficiencies across both departments, enabling the business as a whole to benefit. Automation is the kind of process that can be daunting for many, especially when you’re new to it or you’re not particularly comfortable with the processes involved. In email marketing and sales roles you find yourself using platforms and systems that collect and organise data in such a way that you can create whole new segments of audience information which can be used to your benefit. So that’s what we’re going to look at today. Instead of steering away from the dreaded automations, our aim is to encourage you to give them a try and hopefully you’ll learn how to use automation to your benefit to generate new leads that might otherwise have gone cold or never entered your pipeline in the first place.
7 Mar 2022
Why Customer Reviews Are a Great Lead Generation Tool
A solid, reliable and positive endorsement is one of the best and most effective forms of marketing for any business. When someone takes the time to give you an online review based on their experiences with your brand and individuals within the business, it’s undoubtedly a boost for the whole company, but it’s also one of the best forms of lead generation around. While it might not (but can) form part of a data-inspired lead generation strategy, a customer review is a free form of marketing that helps to promote the brand and shine a light on everything that’s positive about it. Marketing, by its very nature, can be incredibly effective or incredibly frustrating. You might spend months developing what you think is the most creative, surefire campaign ever, only for your target audience to choose to snap up your latest promotion or to ignore it completely. Then someone takes a few minutes out of their busy day to leave a short review on your website or through a Google Review it can have far more impact than any marketing campaign and than many business owners might imagine. Let me explain why.
28 Feb 2022
Why Prospecting Is Key To Your Lead Generation Strategy
If you don’t have a solid strategy in place, whatever campaign you decide to run simply isn’t going to work. The “it’ll be fine” crowd might get the occasional project to have an initial or short-term impact by sheer luck rather than judgment, but if you want any sales lead generation campaign to work then you need to ensure that you’ve done your homework and put a solid plan-of-action in place before you start. One of the most common excuses made by salespeople and marketers when a campaign fails is that they simply don’t have the time to develop a lead generation strategy. Instead, they are going to implement the same approach they’ve used for the last few months - even years of finding a short-term fix that achieves an immediate goal with a low success or conversion rate, or they get no success from it at all. So what do you do? Start prospecting, that’s what. If you’re not aware of what prospecting is then we’ve already written a helpful article that should tell you all you need to know to get up to speed with the process; but if you are aware of it - why aren’t you already doing it?
10 Feb 2022
5 Ways to Increase Your Lead Conversion Rate
Generating good quality leads is no easy feat and it takes plenty of time and effort to get your strategy right. With enough time spent on your marketing materials and social campaigns driving visitors to your website, anyone can generate a decent number of inbound leads, but this is where a lot of marketing teams fall down. In lead generation, it’s easy to fall into the trap where teams are given lead targets and a lead is a lead, which results in the misconception that quantity is as valuable as quality. If you churn out marketing campaign after marketing campaign with the aim of generating as many leads as possible in any way possible, the chances are that you’re not going to achieve much. Equally, the stance that even those leads that don’t seem that good on the face of things might turn into warm leads with enough perseverance from the sales team doesn’t stand up too well either. Instead, you want to ensure that the user experience is of the highest standard from the first interaction, regardless of how warm the lead is at this stage.
8 Feb 2022
How to Identify the Needs of Sales Prospects - and Provide the Solutions
Sales and marketing are notoriously difficult sectors to work in. You’re tasked with making a certain number of sales or generating a series of new leads each month, and reaching out to people who have never heard of your business can go one of two ways. Even when you have a list of sales leads to target you can never be sure that they’re ‘hot’ prospects on the verge of signing up or making a purchase, but it’s your job to convince them that they are using all of your experience and expertise. A great prospect is the kind of person who knows that they already need your service, or has a feeling that they need something in place that would enable them to work more efficiently and hit their personal targets. Unfortunately, not every prospect is aware of what is out there and, even if they are, they don’t necessarily have access to the company credit card in order to do something about it! So that brings us to what we’re going to talk about today: how you can identify not only the prospects themselves, but the needs of your sales leads - even if they’re not aware themselves that they have a need, or that you have the solution to offer them. The aim is to help you to promote your brand and range of services, and also increase your sales conversion rate by identifying and resolving their need with an effective solution within your brand’s armory.
25 Jan 2022
How Does Lead Generation Work?
The process of attracting new business opportunities can be difficult and time consuming, but it’s a vital component of any growth strategy. If you’re going to grow as a business with new clients or customers you need to find new sales leads, and that’s where lead generation comes in. Today we’re going to take you through the process of lead generation and we’ll also explain how it works, enabling you to adapt your lead generation strategy accordingly to not only find those all-important leads, but convert them into fully paid-up customers, too.
20 Jan 2022
5 Common Sales Lead Objections & How to Handle Them
When you reach out to a sales lead the unfortunate thing that you need to remember is that not everyone is going to end up converting, or at least not everyone you reach out to on the first occasion anyway.
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