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How to create your Ideal Customer Profile (ICP) for ABM

By Owen Steer

Ideal Customer Profile

Let’s get started with a statement that I want you to bear in mind as you read the rest of this blog; understanding who your IDEAL customers are and what THEY care about is the cornerstone to ensuring your business is adding value! This in turn builds positive business relationships that drive revenue, retention, and […]

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5 Unbelievable B2B Referral Incentive Ideas!

By James Snider

B2B Referral Incentive Ideas

One of the most important things to get right with your new B2B referral marketing programme is to find incentives that will be meaningful to your potential advocate group. This is the only way that you’ll encourage them to translate goodwill into action. The trick lies in working hard to understand the motivations and drivers […]

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6 Signs You Should Be Asking Your Clients For Referrals

By Chris Muldoon

Asking Your Clients For Referrals

Have you considered asking your clients for referrals, but never got round to actioning it? You might think that you don’t need a referrals scheme at all… Think again. Without a structured programme in place to actively win more business through client referrals, you are potentially missing out on the holy grail of sales: high-quality, […]

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An Interview with Tony Altham, Referrals Expert

By Catherine Pope

Tony Altham

Recently I was lucky enough to be able to pick the brains of business networking and referrals expert Tony Altham to learn about the value of referrals to a business. Tony is the executive director of the Business Networking Institute (BNI) Staffordshire, managing business referral groups where he delivers coaching and training to help his members […]

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Why You Should Make a Client Referral Program Your Number 1 Priority!

By James Snider

Client referrals are a hugely powerful channel for new business, and yet many sales teams aren’t utilising this strategy for getting new, quality leads. Most of us know we need to be winning referrals via a structured client referral program, but may not yet be dedicating sufficient time to it. After all, if you aren’t […]

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BANT Lead Qualification Doesn’t Work – 6 Reasons to Use PACT Instead

By Chris Muldoon

BANT Lead Qualification

Since IBM coined the term back in the 1960’s, Sales and Marketing Executives around the globe have been using BANT lead qualification: Budget, Authority, Need and Time. It has become so well known that prospects have even started to think ‘Am I being BANTed?’ when pitched the 4 elements in order.

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November’s LinkedIn Roundup: Now You Know?

By Jasmin McVeigh

As the countdown to Christmas begins, we thought we’d give you the best gift of all… some fantastic social selling and lead generation insights which will leave you feeling motivated in the last few weeks of the year!

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