Useful articles

If you are looking for useful articles giving you B2B sales and marketing support, then you’ve come to the right place. I try to keep them practical, easy-to-read and as jargon free as possible. (This is not always easy in a world full of powerful value propositions, objection handling techniques and aligned brand architecture… Bleurugh.)

If you’d like to know when I write a new post, just put your email in the subscribing boxy thing. I only write posts about once a month at most (and to be honest have been so busy this past year I’ve not written one for 11 months or so) so you will never be bombarded.

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If you’d like to know more about working with me, here’s the best place to look.

Do you love your prospect database enough to grow your sales?

Author: Kim Mason
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You might not be sure what you should be doing with your own customer or prospect database – or even whether or not you have one. Even if you are sure you need a proper database at some stage, you might have no idea where to start, or it feels like a mammoth task you haven’t got the energy to tackle…

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Things I’ve got wrong in sales and marketing (so you don’t have to)

Author: Kim Mason
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Maybe you’re not sure about where to start with new business, sales and marketing, and are worried about getting it wrong. Maybe you’ve tried a few things, but you don’t know if they’re working or not, so you’re not feeling very confident about the next steps. Maybe you’ve jumped in and invested in activities that you know a bit about,…

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The WORST things you can do at sales events (and the best)

Author: Kim Mason
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This post is in response to a cry for help from a friend who hated the sales events and conferences he had to go to as part of his business development role. He was told to attend by his MD… ‘in order to network, meet people and drum up some new business’. Here’s what he had to say about sales events: You wander around with a fixed smile…

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Business development plan template for B2B SMEs (PART TWO)

Author: Kim Mason
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This is the second of two posts helping business owners and those with responsibility for new business by providing them with a template for a topline business development plan. It is particularly relevant for small and medium firms selling B2B (business to business). If you want to start at the beginning, here’s Part One. If you’ve just read that, and you’ve been waiting with bated breath for points…

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Business development plan template for B2B SMEs (PART ONE)

Author: Kim Mason
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Do you ever feel like you just want a look at someone else’s business development plan to get you started? Some inspiration and ideas to get you going? A sort of template umbrella plan that helps you think about the options, one that you could change to suit your own firm? Fag-packet new business planning More and more I’ve been sketching out…

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Rough guide to inbound & outbound marketing

Author: Kim Mason
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If you’re marketing your business in order to acquire more new customers you will probably – at some stage – come across these two terms: inbound marketing and outbound marketing. You might feel confused by the difference, irritated by the glib terminology, or excited by the many possible ways in which you can get your message out in front of your…

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Attract new clients by giving things away

Author: Kim Mason
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There are lots of different ways to attract new clients, and some of those routes-to-market can be more challenging than others. But one of the simplest methods – and in my opinion, the most satisfying – is to give away something of value to you. Something that you know your lovely prospects will also really appreciate, need or want. It might be timely…

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Up a sales and marketing creek? Make sure you take a paddle…

Author: Kim Mason
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When you go canoeing, you take a paddle. And so it is, that when you’re off out to get new clients in, you should make a plan. Without a sales and marketing plan in place, you’re going to be unable to answer a few basic questions that everyone – from your boss and your prospects to investors and colleagues – will need you to know along the way. 7…

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Why account directors don’t (usually) win new client business

Author: Kim Mason
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Maybe you’re an account director, targeted with a new business revenue and wondering how you can possibly achieve that at the same time as servicing the accounts you’ve got. Or perhaps you’re the business owner of a professional services company wondering why your account managers or client service directors rarely seem to bring in any new clients themselves. Both of…

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Thought leadership – hideous jargon or a key to growth?

Author: Kim Mason
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Done well, thought leadership is a very powerful tool for improving your positioning, raising awareness in your industry and target market, acquiring new business, increasing both revenue and profit and recruiting great talent. Having said that, it is still an irritating and dramatic expression that should perhaps be permanently excised from the English language. More on that later. I began the post with this title: Your…

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