If you’re a company operating in the manufacturing or engineering sector, especially if you’re selling large and expensive pieces of plant and equipment, you’re probably all too familiar with the concept of the long sales cycle.
Companies with long sales cycles usually have a very high priced product or service and their clients can sometimes take months or years to find funding or free up finances from their spending budget in order to buy.
But a lot can change during such a long waiting time, and very often, the same client, having forgotten your name may turn to a competitor when they are finally ready to buy.
You’ve probably come across evangelical articles heralding death to the phone. No more cold calling! No more calling at all in fact. It’s 2019: we’re in the age of the internet, inbound marketing, online lead generation and social selling. The phone has no place in this new age of sales and marketing.
Trade shows – the rush, the adrenaline, the leads! Oh, how many leads, and you somehow have to follow them all up.
I’ve been there, you spend months getting ready, making sure everything is just right. You’re at the show, chatting to prospects, collecting info, exchanging business cards, handing out candy. It’s an exciting and exhausting couple of days. By the end of it you just want to crawl in bed and do nothing. But alas, life isn’t fair. You have leads to follow up and hot prospects to close.
In today’s world of GDPR compliance and anti-spam laws, it can be difficult to navigate the legal system and understand who you can and can’t email.
We’ve done the wading, and are breaking it down in plain English for you here.