How do we know whether a particular B2B sales and marketing activity is worth doing? Some managers will judge based on sales metrics following a campaign, others on how many new clients or customers were added to the pipeline. These barometers are often based on...

Identifying the best companies and buyers to target your message to is one of the toughest gigs in telemarketing. At Blue Donkey we’re a little intimidated by projects where clients say, “we can sell to anyone”. In such circumstances, our sage advice is always: let’s...

It probably goes without saying that buyers are important to every company. Understanding and meeting their needs is, therefore, one of the most important aspects of sustainable business, especially now when most markets will have some level of saturation. Only those...

The database sits at the heart of any successful B2B telemarketing campaign, not to mention the general mission-critical role the company database plays in generating new business and developing existing relationships. A well-managed and maintained database can...

A growth strategy is a set of principles companies use to increase their market share. A good growth strategy not only gives a company direction, it helps focus employees so that everyone in the business is united around the same goals. Creating a coordinated and...

Lots of things in life make us happy or sad. Telemarketing is one of those workplace activities many people will actively seek to avoid. Why? Because the knock-backs hurt, speaking to strangers feels uncomfortable, being unable to see the person we’re talking to...

In B2B sales, getting your message right is key to making the right impact on prospective customers. It’s easy to get bogged down in the technical detail of what your product or service offering can do, however, at best this can come across as a list of meaningless...

In B2B marketing we devote a lot of time to creating not just todays sales, but a winning strategy for growing orders well into the future. This is because unlike consumer marketing, companies in the B2B arena tend to rely on a lower number of large spend orders,...

Despite the myriad of strengths your product or service no doubt offers potential buyers, you’ll still experience some push-back. In sales, we call these objections, and no amount of innovation or so-called USPs can help us avoid them. The manner and confidence in...

In sales and marketing circles there has always been a temptation to think that when it comes to prospect databases, big is beautiful. More data, more potential customers, and more sales: what’s not to love? Using data As personalisation has become more important in...