With the end of the financial year in sight, it’s a good time to reflect on the past year and set future goals aligned with your business’s strategy. Reporting is a critical business activity to measure growth and performance and is crucial for determining the success...
Sales
A hub of solutions, top tips, big reads, short stories and case studies to demystify sales and marketing optimisation.
Lead Nurturing 102: 8 steps to create a lead nurturing campaign
The previous article in this series detailed the basics of lead nurturing and its benefits. To build on this strong foundational understanding of lead nurturing, we have created the below comprehensive step-by-step guide to help you get started with your own program....
Lead nurturing 101
The concept of lead nurturing has been kicking around for a while. It's an incredible, low-cost strategy for engaging and converting customers, but only when it's done right. If you're new to lead nurturing, we've compiled everything you need to know in the below...
Let’s talk about revenue attribution – it’s not Google Analytics
Put simply, a Google Analytics-style lead attribution strategy is based on leads, while revenue attribution is based on revenue. A traditional agency approach defines digital marketing conversions as form submissions or ad clicks. These conversion metrics are...
The foundations of marketing automation
What's that? Marketing automation uses a tool or tools to deliver consistent, tailored content to customers during each stage of the sales journey. Data informs the tool(s) of the exact stage that a customer is at in the sales journey, and this triggers the tool to...
Subscription sales: content is king
This is the final article in our 12-part subscription sales series, designed to help you understand and prepare for the evolving sales landscape. This article discusses the importance of content in building trust and influencing buyer behaviour. Don't forget to read...
Top 16 questions about Salesforce implementations
We’ve done our fair share of Salesforce implementations and we have discovered that the same questions are usually asked by our clients or Salesforce reps. We thought it might be helpful to document some of our responses to help anyone who is considering an...
Subscription sales: Selecting Tools
This is the eleventh article in our 12-part subscription sales series, designed to help you understand and prepare for the evolving sales landscape. This article explains the best approach to selecting the right sales tools to scale your business. Don't forget to read...
Subscription sales: processes
This is the tenth article in our 12-part subscription sales series, designed to help you understand and prepare for the evolving sales landscape. This article details the importance of setting sales processes and provides a roadmap to create these processes for your...
Salesforce Spring ‘22 Release
With the new year comes another Salesforce update that will provide continued platform improvements for platform users. We’ve deciphered the Spring ‘22 release notes to identify the top three features that we think will provide the greatest impact for your business....
Subscription sales: A guide to data part 2 – leverage data
This is the ninth article in our 12-part subscription sales series, designed to help you understand and prepare for the evolving sales landscape. This article expands on our previous piece on building a data foundation and demonstrates how to correctly leverage your...
Subscription sales: A guide to data part 1 – building the foundation
This is the eighth article in our 12-part subscription sales series, designed to help you understand and prepare for the evolving sales landscape. This article provides tools to create the necessary framework and processes to harness the full power of data and support...
Tech Resolutions for 2022
Since we have reached the end of 2021, it's time to think about resolutions for the new year. To make this process easier for you, we've compiled our top 10 sales and marketing resolutions that will get you ready to smash your sales and marketing goals, increase your...
Subscription sales: online channels
This is the seventh article in our 12-part subscription sales series, designed to help you understand and prepare for the evolving sales landscape. This article discusses the importance of online channels in streamlining the customer experience. Don't forget to read...
Subscription sales: The road to profitability
This is the sixth article in our 12-part subscription sales series, designed to help you understand and prepare for the evolving sales landscape. This article breaks down the components of profitability and provides the formulas required to measure customer...
Subscription sales: Understanding the customer journey
This is the fifth article in our 12-part subscription sales series, designed to help you understand and prepare for the evolving sales landscape. This article helps you map your customer journey so that you can better target your customers as they progress through the...
Subscription sales: Customer-centric sales approach
This is the fourth article in our 12-part subscription sales series, designed to help you understand and prepare for the evolving sales landscape. This article details why you should adopt a customer-centric sales approach to guide your customers through the...
Subscription sales: Understanding your customer market
This is the third article in our 12-part subscription sales series, designed to help you understand and prepare for the evolving sales landscape. This article explores the concept of a total customer market and provides you with the formulas required to measure your...
Subscription sales: Customer segmentation
This is the second article in our 12-part subscription sales series, designed to help you understand and prepare for the evolving sales landscape. This article details the importance of customer segmentation and provides you with the tools to segment your own customer...
Subscription sales: A new sales strategy
This is the first article in our 12-part subscription sales series, designed to help you understand and prepare for the evolving sales landscape. This article shares emerging sales trends and changes in buyer behaviour, and identifies their impact on your sales...