Resources

 The four golden rules of Social Media It’s safe to say that as marketing is constantly evolving, social media is considered as a major part of the B2B marketing mix. This being said, it is surprising to see how many companies don’t use it to its full potential. Is social media just ‘the latest craze’ that […]

  ‘Back in my day’…Telemarketing was the office based version of the door-to-door sales person. During the 1970’s, the term Telemarketing was coined on the back of its application by Bell Telephone Company (now AT&T). Telemarketers would work their way through the telephone directory with little strategy, no recording and no continuity. Before the days […]

For those of you who read our latest blog ‘7 myths of Telemarketing’ you will realise that here at GCL, we are on a mission! After trawling the internet, we have found that Telemarketing has got itself a bad name, and we think it’s time to set the record straight once and for all! Many […]

Your sales pipeline indicates the health of your business and helps you to be in control of your sales figures.

How does your sales pipeline score against your nearest and dearest competitors? If you want to be successful, as well as understanding your consumers, you need to analyse the competition. As sales people, we know that any organisation must understand the outside forces that affect a customer’s decision to buy from you. If you know […]

Companies that take the time and effort to carry out a sales pipeline valuation get a sense of how well they’re performing and are more likely to show increased revenue growth. So it’s definitely worth your while, but how do you measure it?

So, marketing have created some excellent content, they’ve deployed a variety of content strategies through blogs, white papers, landing pages and social media and now they’ve generated a number of marketing qualified leads (MQLs). What happens next?

MQLs are not the same as SQL leads. MQLs are leads that have been generated through specific marketing activity, qualified as being the right fit and have the potential of converting into a customer. So, what is the best way to generate this type of lead and how do you properly qualify them?

Que the bad sales and marketing joke! But what are the key differences between a prospect, an MQL and an SQL?

Sales and marketing are the same but different. Both want to bring in new business however; they are responsible for completely different ends of the sales funnel. Marketing are responsible for the attract phase of the sales funnel. They have to take somebody with no prior knowledge of the business, turn them into a prospect […]

Question: How can I turn an MQL into an SQL? Answer: Teamwork Converting an MQL into an SQL can sometimes feel like a bun fight between marketing and sales. One of the best ways to avoid this is to agree a way of working and formally capture it in a document this is called a […]

In an ideal world every visitor to your website, inbound call or event attendee would be a lead worthy of follow up. However, in the real world you know that leads have to be carefully sifted before you can pass them onto sales.