Why lead inflation is bad for sales and marketing

Why lead inflation is bad for sales and marketing ‘The leads are weak? You are weak!’ In the film Glengarry Glen Ross, Alec Baldwin unleashes a rant against some salesmen and refers to the sales ABC: Always Be Closing. A salesperson is worthless and does not deserve a cup of coffee if he cannot turn […]

Marketing about sales: “We are talking, but are not yet on the same wavelength”

Marketing about sales: “We are talking, but are not yet on the same wavelength” Marketeers give themselves a 7 on average on alignment with sales Ideally, marketing and sales are a well-oiled machine that works together to maximise the operating result. In practice, however, things often turn out differently with this sales and marketing alignment. […]

The GDPR and the chances for direct marketing

The GDPR and the chances for direct marketing Whereas the GDPR is perceived as the sword of Damocles by many companies, for others it is a catalyst to a different way of thinking about data privacy and data management.  (TWO LINKS TO PREVIOUS BLOGS).  Yet other companies know how to translate the new mindset to better service and new business […]

GDPR as a catalyst for change in thinking

GDPR as a catalyst for change in thinking Data privacy is high on the agenda of many companies as the GDPR is about to enter into force in the beginning of the coming year – which makes sense, in view of what they have to do to make their organization GDPR compliant. But the fact […]

Direct marketing and the rights and obligations of the GDPR

Direct marketing and the rights and obligations of the GDPR It will not have escaped your notice that the General Data Protection Regulation or GDPR will enter into force on 25 May 2018, ushering in a third generation of regulatory rules on data protection or the protection of the fundamental right to privacy, as it is often also known. And as a fundamental right is at […]

But what if your addressable market is actually far bigger than you think?

Ever tried calculating your total market potential? Definitely a useful exercise! In order to do this, you must first know how many potential customers you can sell to. Based on our experience, we can assert that almost every organisation has insufficient knowledge of around 20 percent of their market. Not because the sales or marketing […]

Account Based Marketing cannot succeed without the right information

Inbound Marketing has been heavily deployed in numerous businesses in recent years: the creation of high quality, relevant content in order to attract potential customers. However, Inbound Marketing in isolation, is unfortunately not sufficient. Indeed, you barely have any control over the quality of such leads. This explains the rapid growth of other approaches: Account Based […]

Data Science student as an innovation accelerator

As an entrepreneur, I’ve operated in the world of data for over twenty-five years. We are renowned data marketing agents for the ICT and Automotive markets under the names of Computer Profile and Fleet Profile respectively. In short, we handled data before data ever became a  hot topic. Neither was it cool, for that matter. However, […]

How customer experience can become personal

Lots of things are changing in today’s world of business. The position of companies with an established name and reputation is being challenged, and disruptive start-ups are beginning to dominate the entrepreneurial landscape. Making customer experience more personal is key to surviving and winning the battle with your competitors. Steal the customer’s heart and then […]

How to make a successful digital transformation

Many managers today are involved in a transformation to a more digital organisation, in order to continue to cater to the needs of their target group. The search term ‘digital transformation’ brings up 373,000 hits in the search machines.

Automated Qualified Lead

Laatst werd ik gebeld door een telemarketeer naar aanleiding van een event dat ik had bezocht. Mijn naam zal hebben gestaan op de inschrijflijst. Ik had tijdens het inschrijven een aantal (redelijk willekeurige) vakjes aangekruist omdat dit nou eenmaal verplicht was.

Successful sales in IT: from suspect to reliable customer

Customers are the foundation of a successful organisation. How can you as sales staff effectively discover the most profitable suspects and convert them into reliable customers?

Telemarketing in IT, wel of niet outsourcen?

Does customer acquisition play an important role in your company, but is there limited capacity in the sales department? Then the idea to outsource telemarketing will already have surfaced. Perhaps you have spoken with such agencies or have even already worked with them, but what precisely should organisations look out for when outsourcing? The following […]

Win the customer’s heart with an up-to-date CRM system

Many organisations use a CRM system. However, the value of the information contained in such a system depends largely on its topicality and completeness. It is still common for organisations not to have this in order and for digital customer files not to be up to date. Inaccurate or incomplete data and duplicate data ensure […]

What’s the cost of a lead ?

The advantage of outsourcing lead generation is that the calculation of the costs per lead is not very difficult. Basically you sum up all the costs linked to your campaign and you divide this by the number of leads. We can discuss the definition of a lead, but the best methodology is to consider only […]

How can you claim you are able to estimate local ICT spending ?

In our ever evolving world, with the development of Cloud, Datacenter centralization and matrix organizations, how is it possible to determine local ICT spending ?

Get rid of your salesreps?

In April 1997, I spent my Easter holiday on the Red Sea and I met a Project Manager working for Informix in France. In January 1997, Informix threw an amazing party to celebrate the historical results of last quarter of 1996 and spend money as much as it was possible during these days.

How to be more efficient in prospection in B-to-B Call-Centers

I am more and more involved in call-center efficiency. Apart from the fact that all the agents or inside sales are complaining about the quality of the data, I have detected another weakness in their process.

Big Data @ Computer Profile

Have you realized that you cannot open a magazine without reading about Big Data’s new possibilities? Big Data is possible thanks to the combination of 3 factors: cheaper storage platforms, more powerful software and the fact that everything now has a digital signature (GSM, Credit Card, Internet Access, GPS, Loyalty Cards…).

Cruel temptation!

I do not want to assault any supplier but I am always surprised when I receive an offer from one of our existing suppliers. Every other week, I receive an offer by mail or by email from an existing supplier. Sometimes it is on purpose because they want to upgrade me, but most of the […]