In our series of articles so far on our approach to sales and marketing, we have discussed the fundamentals of creating awareness of your brand,
The Reach Revenue Lifecycle – Stage 4: Conversion
Closing the deal In this latest article in our series illustrating the Reach Revenue approach, we discuss the most important topic of all – making a
The Reach Revenue Lifecycle – Stage 5: Retention
How To Keep Your Clients In our previous articles illustrating the life-cycle of the Reach Revenue approach, we have looked at creating awareness,
What is a sales pipeline?
When we talk about a pipeline, we are talking about a list of the deals that we expect to close in the timeframe that is appropriate to your business.
Key Account Plans and Account Based Marketing (ABM)
We’re often surprised that businesses do not have a structured plan for how to sell more to existing customers. In 1957 Igor Ansoff worked out that if
Effective Sales Meetings
We all enjoy it when our relationships with our colleagues are predictable, inspiring and productive and yet sales meetings are often none of those