Business Insights

Following complete strangers, publicly re-sharing things you’ve overheard them saying, telling everyone that passes on the street about a great new whitepaper your business has written … in real life, such behaviour would probably have you sectioned.

Business owners don’t always equate brand values with the valuer of their brand, but knowing exactly what you stand for is more than nice words and self-promotion. One of The Marketing Centre’s part-time marketing directors and branding specialists, Lance Hiley, explains how a little self-knowledge can add a lot of performance...

Marketers find the leads; sales personnel convert them. Simple. But often in business, particularly early on, it can be tempting to simply hand over marketing responsibilities to your salesperson, they’re both in the results business, right?

Many of us think new leads = more business, and as a result we’re constantly on the hunt for the new. It’s a natural impulse, but most of the time it’s wrong. We’re not saying new leads aren’t important to B2B businesses, of course, but as many as 71% of inbound leads are wasted. The most common question clients ask us is how can I generate more leads? A better question is what am I doing with my current ones? No matter how much water you pour in, a leaky bucket will quickly empty. You may like: How The Marketing Centre got thrown out of the marketing magic circle So how can you make sure you’re making the most of what you’ve got? It’s all down to process and quality control.

Let us tell you a secret. There’s an industry dedicated to finding small and medium-sized businesses a load of great, qualified leads. This may seem like a mysterious art, a flick of a wand, a few magic words and hey presto, awesome leads. The end result looks like magic. The methodology, like all illusions, is not.