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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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An Interview with Ian Moyse, Sales Expert

By Chris Frampton

Ian Moyse

Recently, I was able to pick the brains of inside sales expert, Ian Moyse. He was awarded Sales Director of the year 2015 by the Institute of Sales & Marketing, is rated #1 Social Influencer on Cloud by Onalytica in 2015 and 2016 and is listed on a growing number of sales and social sales expert […]

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How to Win Referrals – A Guide for Sales Directors [Free E-Guide]

By Chris Muldoon

How to Win Referrals

Generating new sales opportunities can be tricky business. The good news, however, is that the best opportunities might well be right under your nose… and you don’t even know it! So, for information on client referrals, look no further than our Sales Director’s Guide to Winning Referrals!

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The Case for Account-Based Marketing (ABM) [Slideshare]

By Holly Spooner

Case for Account-Based Marketing

In the past, the idea of tailoring your marketing outreach on an account by account basis would have been dismissed as a costly and time consuming endeavour. With the rise of marketing automation tools and as it is easier than ever to identify buying signals, account-based marketing now provides a better ROI than any other […]

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What is Intent Data? – How to Use it in ABM

By Jonathan Penny

Intent Data

As I’m sure you’re aware, tools like Hubspot have made it possible to track which companies are looking at your website… however, what if you could get hold of data that tracks the online behaviour of all of your target accounts, across the whole of the world wide web? Cue Intent Data – your ABM teams new best friend!

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The Perfect Sales Email – How to Get More Responses

By James Snider

Perfect Sales Email

Does the perfect sales email exist? Here’s how you can maximise your chances of getting an online response from your prospects, with three tips to crafting the perfect sales email.  How often do you open your Outlook in the morning and see 70+ emails in there? How often do you come back from annual leave […]

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What is Account-Based Marketing (ABM)?

By James Snider

What is ABM?

While it may seem like a new and radical approach, Account-Based Marketing (ABM) is a lead generation strategy that has actually been leveraged by businesses for many years. It began when marketing professionals tried flipping the traditional marketing triangle on its head, targeting key companies as opposed to trying to target entire industries at once. […]

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An Interview with Trish Bertuzzi, Sales Development Expert

By Chris Frampton

Trish Bertuzzi

Recently, I was lucky enough to be able to interview sales development expert Trish Bertuzzi. Trish is the President and Chief Strategist of The Bridge Group, where she’s been helping B2B technology companies improve their inside sales strategy for the last two decades. Along with numerous other accolades, she’s been listed in the Top 25 […]

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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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The Perfect Sales Voicemail – How to Get More Callbacks

By Chris Frampton

Sales Voicemail

It is an ill-founded belief within the sales and marketing community that the sales voicemail is dead. That people no longer listen to messages on their mobile or on their DDI. Salespeople are under the impression that prospects would rather read an email and then decide whether to reply after consideration than listen to a […]

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3 Reasons Why Video Prospecting is Everything in 2018

By James Snider

Video Prospecting

Video is taking over the internet. That’s undeniable. Cisco has predicted that by 2019, video will account for 80% of all internet traffic. So if video is becoming such a necessary part of a company’s internet presence, why are so many companies not making use of it as part of their strategy to build pipeline?

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Confessions of a Junior Marketing Executive

By Punch!

Junior Marketing Executive

It’s Wednesday morning; ‘humpday’ some people call it. The middle of the week, where the next weekend can seem as distant as the last one if you’re stuck in a job you don’t like. I’m so glad I’m not one of those people! Luckily, I work at Punch! as a junior marketing executive, so when […]

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How to Find Your Ideal Client Profile [Free Template]

By Chris Muldoon

Ideal Client Profile

“Who are the best type of clients for my business?” It’s a question everyone responsible for sales at an organisation asks themselves at some point. And it’s easy to see why. Knowing which prospects have the potential to not only start working with your company but stay with you for a long time is invaluable. […]

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Modern Selling – 5 Ways to Delight the Buyer of 2018

By James Snider

Modern Selling

In 2018, much has changed in the way that B2B buyers go about seeking and purchasing solutions to their problems. What worked 40, 30, 20 or even 10 years ago, is far less likely to today. Traditional sales methods and techniques just don’t cut it with the savvy, informed modern buyer.  So here are five […]

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What is Sales Development? (And Why You Need It)

By Chris Muldoon

What is Sales Development

Account Development. Inside Sales. Demand Generation. Hybrid Sales. Account-Based Marketing.  Confused? We don’t blame you. Often the myriad of terms to describe the different bits of the sales process can stump even those of us who work in sales and marketing, let alone our prospects. But there’s one term we thought it was important to clear up […]

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How to Build Sales Pipeline [Free E-Guide]

By James Snider

Build Sales Pipeline

Building a good quality sales pipeline is as important today as it has ever been, but the way buyers make purchasing decisions has changed dramatically.  The need for a prospecting and sales strategy that works for the modern buyer begs the question – how can we build sales pipeline effectively in today’s environment?

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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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The Case for Social Selling [Slideshare]

By James Snider

Case for Social Selling

Back in 1996, if you’d asked someone about their social network, they’d have probably listed the guests they invited to their last dinner party. Now we live in an era when our social networks can involve hundreds of friends, and potentially millions of followers.  The question for B2B companies is how best to use the […]

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What to Look for in a Salesperson – The Top 5 Characteristics

By James Snider

Great salespeople are always going to be integral to the success of a business. Whilst every salesperson is different, there are certain characteristics that the top salespeople seem to possess. We find out what to look for in a salesperson and why those qualities are so important to those who excel at sales.

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Your Customer Decision Making Process – The Five Steps

By James Snider

Knowing what your prospects are thinking is key to understanding how they decide which products and services to purchase. It also how to market your company effectively to take advantage of the customer decision making process. We look at the five steps that the modern buyer takes before making a purchasing decision.

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