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Lastest blog articles

What can these guys teach you about opt-in marketing?

Quite a lot actually. The new Canadian Anti-Spam law has removed the ability to contact prospects electronically without their consent. Opt-in marketing is now a rule. You can no longer email, instant message, text or...

Graham Smith
September 3, 2014

5 tips: Creating a content & telemarketing cocktail

Most of us have seen the benefits of content marketing – generating warm leads early in the sales process and positioning your company as experts. Now research by the DMA shows that 64% of marketers...

Graham Smith
August 13, 2014

Winning Edge: Counter a direct threat

As a Fellow of the Institute of Sales & Marketing Management, I was invited to write an article in the membership magazine 'Winning Edge' on the forthcoming General Data Protection Regulation....

Graham Smith
July 12, 2014

Three types of bad marketing that should get the red card

Learning about bad marketing is as valuable as understanding what's good. Read about 'Minute' marketing, 'Me too' marketing and 'Me me me' marketing - and discover why they should be sent off....

Graham Smith
June 18, 2014

Don’t parachute into the Boardroom

I recently issued a White Paper titled ‘A Plan to Reach C-level Decision-Makers’, where we suggested it was better to talk to junior managers before engaging with C-level. Many other sales & marketing executives disagreed....

Graham Smith
March 25, 2014

Can your choice of marketing channel affect loyalty?

We’re all familiar with the 4 Ps of the marketing mix; right product, right price, right place, right promotion. It could be argued that customer loyalty follows a similar pattern....

Graham Smith
January 15, 2014

Webinar: How to reach C-level decision makers

This recording of a 30 minute webinar offers advice on how to reach C-level decision makers and includes a 5 point plan....

Graham Smith
November 27, 2013

2% might say Yes, but what about the other 98%?

Lead or Demand Generation tends to concentrate on the prospects who say Yes - the ones who are ready to buy. It's the metric used to judge the success of most campaigns. But what about...

Graham Smith
February 11, 2013

Discover the multi-channel dream team; events, email and telemarketing

Effective marketing has always been multi-channel, and in my experience events, email and telemarketing are the dream team for business-to-business marketing. There's also a research to support my experience....

Graham Smith
November 5, 2012

You’ll never sell a £60k product with just an email and a tweet

The emphasis on digital marketing has affected investment in other channels. So have we lost sight of the benefits that ‘live’ human interaction can bring to B2B sales?...

Graham Smith
August 16, 2012

The power of persuasion – 6 ways to influence buying

The psychology around the decision making process and the power of persuasion has constructed many marketing frameworks. This free article lists 6 ways to influencing purchasing decisions....

Graham Smith
May 16, 2012

10 tips: Powerful closing techniques

Closing techniques are many and varied. If you search on the internet, you will find hundreds. But which ones will hit the bullseye? Here are my top 10....

Graham Smith
November 5, 2011

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