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
13 Jan 2022
What is Prospecting?
January is the time of year where your sales pipeline is often at its emptiest. You might be in the position where you closed a number of deals before the festive break, or you may have found that your leads have simply dried up... Whatever the case, January also represents an opportunity to look at your sales and marketing strategies to see what is working and what needs to be improved. Quite often it's the strategy itself that falls down rather than the people you have trying to implement it, and that's because many often start in the wrong place and try to achieve the wrong goals. Regardless of whether you’re a large business with multiple offices around the country and some of the biggest brands in the world on your books, or a startup looking to grow your client base beyond your immediate location, every new business strategy should start at the same place: prospecting. Without a list of people to speak to you simply don’t have a new business strategy. Yes, you could say you have goals and ambitions, but if you don’t have that list of contacts to converse with they are going to remain as dreams. However, when you’re equipped with a prospecting list you have the potential to develop and implement a successful lead generation strategy that helps get your foot in the door, your body around the boardroom table and your contract signed, sealed and delivered.
13 Jan 2022
How to Identify Qualified Leads
In order to grow your business you always need a few leads in the pipeline, but what makes a lead a particularly good lead, and how can you decide which ones are just not worth pursuing? That’s what we’re going to talk about today as we explain how to identify qualified leads to help make your sales process more efficient - and more effective, too!
4 Jan 2022
How to Reach Out to a Prospect for the First Time
When you reach out to a prospect or sales lead, should you drop them an email or pick up the phone and call them directly? It’s a question that is asked all the time, and there are pros and cons to both approaches; so which one is right? The real answer is that both approaches are right, but they each have a time and a place where they are most appropriate and most effective. Your first engagement with a prospect or sales lead is where your deal is quite often won or lost and it’s that age-old line again about first impressions counting - but they really do! If you reach out all guns blazing and bombard a prospect with information and try to push them into a sale when they don’t really know who they’re speaking to, they’re going to run a mile; and the same is true when you reach out to a lead and don’t get to the point - they’re busy, engage them and get to the point.
4 Jan 2022
How to Identify and Engage Business Decision Makers
When you come across an exciting, relevant new business opportunity you want to grab it with both hands. The problem is, a lot of leads don’t come with immediate or direct access to the people with the power to make a decision over who gets a pitch and who doesn’t. If you do all of the hard work in the background in identifying an opportunity and researching the prospect, you want to make sure that you aren’t held back by gatekeepers or passed from pillar to post by people inside the company who show an interest in your proposition but have little or no power of persuasion when it comes to the decision to invest. So what do you do about it? Clarity Stack has been designed to help you find not only prospects, their location and the sectors they work in; but the decision makers who control the pursestrings and can influence who gets a position in the boardroom and who doesn’t. All data contained within the Clarity Stack platform, which consists of more than nine million contacts, is GDPR compliant meaning you can reach out with confidence and start your relationship on the right foot.
4 Jan 2022
5 Ways to Distinguish Between Hot & Cold Sales Prospects
All sales leads come with a level of excitement, giving you the opportunity to speak to someone who is interested in investing in your product and the chance to get one step closer to that sales target. However, not all sales leads are going to end in that all-important sale.
22 Oct 2021
How to Run Effective Black Friday Campaigns
Black Friday is upon us again and the phenomenon shows no signs of slowing down. With more and more businesses getting involved in the sale each year it’s a vital part of the calendar and overall marketing strategy for companies across all sectors.
5 Aug 2021
Why You Must Align Sales & Marketing Strategies
Achieving the holy grail that is sales and marketing alignment is something that should be so simple, but in reality can be complex. Needing key stake holders with excellent communication skills and a complete ‘one team ethos’ makes it challenging enough, then introduce hungry sales people with stretching targets to hit and creative marketers demanding creative freedom, it presents a lot of businesses with a challenge.
29 Jul 2021
How to Build a Cross-Channel Marketing Strategy
When you focus your attention on just one thing you fail to spot what is going on around you. In both sales and marketing, standing still and going down a tried and tested route for too long will start having an adverse effect on performance and it’s vital that you take a look at alternative options that will give your efforts a new perspective and a much-needed boost.
16 Jul 2021
Why a Webinar Must be Part of Your Marketing Strategy
Modern day marketing is a completely different sector to what it was a decade ago - even five years ago. Some might even say it’s different to what it was a year ago! The kind of techniques that might have had a significant impact once might be completely ineffective these days, and with companies investing heavily into more and more advanced digital marketing campaigns it’s crucial that each campaign is a success.
18 Jun 2021
Tenders & RFPs Explained: Busting the Myths
Increasing leads and growing your business is of paramount importance if you want to be successful, yet many find tenders and requests for proposals - often abbreviated to RFPs - a daunting prospect. These documents are solid leads published by businesses legally obliged to advertise opportunities for companies to pitch for, but a lot of businesses go weak at the knees when they start thinking about getting involved. One of the many reasons for this is that they simply don’t have the time to go through what can be a lengthy process which, unfortunately, often leads to disappointment when the seller awards the work to someone else. For smaller businesses who do all of the work and lead generation themselves this can be very disheartening and it often leads to them focussing on the work at hand rather than the work potentially coming through the door, but it doesn’t have to be this way.
2 Jun 2021
What's The Difference: Public & Private Tenders?
If you’re the kind of person who finds the lead generation process not only difficult, but a bit confusing, too, then fear no more. Here, we clarify some of the information surrounding tenders for you by explaining the difference between public and private tenders and how Clarity Stack can help you find them.
26 May 2021
How to Master Your Lead Generation Process
In order to grow your business you need new customers or clients coming in, and that means you need a pipeline full of leads that you can target and convert. However, it’s never quite that simple. Here we’ll take a look at some key lead generation strategies to help you identify the most relevant new business opportunities and take a lot of the stress, strain and time out of lead generation.
19 May 2021
How to Book More Sales Meetings
As a salesperson it’s often difficult to keep your spirits up when your prospects inform you that they won’t be taking their enquiries any further, so here we’re going to share some top tips to help you book more sales meetings and demonstrations, enabling you to not only keep your pipeline full of new opportunities but to increase your chances of a sale, too.
18 May 2021
Why Do I Need Sales Intelligence?
Lead generation strategies are in place in businesses of all sizes around the world, or at least, they should be. Whether you generate leads through an internal new business team tasked with sourcing opportunities or you use a platform like Clarity Stack to find opportunities, we’re going to take a look at the value of sales intelligence in the modern market so you can understand not only what it is, but how to use it to your competitive advantage.
13 May 2021
Why Data Insights Are Key to Business Growth
A data-led approach to decision making is something that is often used, but never fully adopted or appreciated. While key statistics might be incorporated into certain decisions, other forms of data are overlooked as being relatively insignificant when, in actual fact, they could identify a wealth of business growth opportunities. We’ve looked at the use of data before on the Clarity Stack blog and are huge advocates for using data however and wherever possible in order to inform our own decision making processes and to identify new opportunities whether it is in the content we create, the sales techniques we use or the decisions we make as a wider business over expansions into new markets or the people we hire in our departments. Here we’re going to take a look at a number of different data forms and how it can be interpreted to help you make effective business growth decisions. We’ll also take a look at how to incorporate this data analysis into presentations which might just lead to incredible content or marketing strategies which wow prospects and result in your next client win.
7 May 2021
How to Generate Sales Leads WITHOUT Cold-Calls
Lead generation has been one of the most important and difficult processes for a long time now. Businesses of all sizes and across all sectors rely on new leads coming in so that they can research the opportunities and assess which are the most suitable leads to go after in order to grow. The problem is, not every lead turns into a piece of new business and a signed contract, and you’re back to square one. When this happens it can be disheartening, especially for new business teams who invest so much time and effort into each lead only to fall at the pitch stage (if they’re fortunate enough to get that far). One thing you can take heart from here is that you’re generating the leads in the first place, which is something a lot of businesses struggle with. Finding a new business opportunity and then getting to speak to the right person about it is incredibly difficult, and you’re often faced with significant hurdles along the way like gatekeepers, resource and budget which all make it very hard to generate leads initially and then follow-up on them to the point where you can get a brief, pitch slot and opportunity to present to your prospect.
6 May 2021
Why Retention is as Important as a New Client
Every business wants to grow and reach the top of its sector, it's natural for an ambitious and forward-thinking company, but what many forget is that it's the customers and clients that you pick up along the way who help to shape the path you take and the speed at which you’re able to grow.
29 Apr 2021
How to Build a Revenue Growth Strategy
As a business growth is always important as nobody ever wants to be standing still. The moment you rest on your laurels or abandon your growth strategy, you start going backwards as your competitors take advantage of the new opportunities. Increasing revenue should always be at the forefront of your mind whether it’s through a dedicated growth strategy targeting a certain figure by a point on the calendar, or by picking up new customers or clients on retained contracts that enable you to measure just how much you’ve increased your revenue over the last financial year. Unfortunately, there are many business owners who are either unable to implement a revenue growth strategy, or don’t know how, and they rely on new customers or clients coming through the door in order to improve the company finances. What we’re going to focus on today is just why a revenue growth strategy is so important, and how you can develop one from scratch in order to take your business forward.
23 Apr 2021
The Next Big Thing: an Interview With CEO Ben Harper
A lot of businesses go into sales blind, and often struggle to find the time to do lead generation effectively. Clarity Stack, founded back in 2018, seeks to cut through the noise and deliver quality leads for companies to take the time and stress out of lead generation with sales intelligence.
22 Apr 2021
How to Get the Content of Your Pitch Right
Getting an opportunity to pitch for new business is extremely difficult and it takes an immense amount of work behind the scenes to open the door to the boardroom, so when you eventually get the details about the brief it’s vital that you get the content of your pitch right - and not just because you want the business.
8 Apr 2021
How to Get What You Need From a Gatekeeper
In sales you’re faced with all kinds of challenges and obstacles that attempt to prevent you from reaching your objective of booking a meeting or closing a sale, and people are often the most stubborn challenges to overcome.
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