Stage 1 of our lifecycle in helping businesses achieve their sales revenue goals relates to brand awareness. Brand awareness as a broad and general term refers to how familiar your target audiences are with your company, products, or services. It is a measure or barometer of how recognisable you are to your consumers or customers. Simply put, brand awareness is important because it is the very first step of your marketing funnel and can heavily influence prospects to eventually become customers. Why is brand awareness so important? Brand awareness plays a vital role as it establishes trust wit ..read more

When we talk about a pipeline, we are talking about a list of the deals that we expect to close in the timeframe that is appropriate to your business. A pipeline is not a collection of sales processes and the relevant steps and stages – that’s your sales process. Pipeline is simply the word that has come to describe the organised list of sales prospects that we hope to sell our stuff to. We could call it something else – opportunity list or close sheet – but pipeline has become the de facto descriptor. Organising opportunities to a sales order pipeline So why even bother with a sales pipeline ..read more

There’s a misconception that a lot of business leaders are under that in this modern, digitally driven age we don’t have to actually ask for the order anymore. The Pandemic has ensured that B2B sales models have changed forever. However, our experience is that sales closing skills are as important today as they ever were! Sales Closing Skills and The Pareto Principle At Reach Revenue we have found that the greatest disparity in sales skills is usually in a salesperson’s ability to actually win business. And although we need a range of skills to win lots of businesses, closing is surely the mos ..read more

As a consequence of the pandemic, we have all, particularly in our private lives, got used to doing more things, including buying and selling, via the use of digital technology. Some commentators say that we have seen an increase in the use of digital technology over the last 12 months that would have typically taken around five years to have achieved without the pandemic.  What does this mean for businesses? Well, in the B2C space, it is clear that in some sectors, but not all (think leisure, air transport), the move to digital means of selling and ..read more

Who do you really want to do business with? When working with clients we often find that the customer portfolio could do with a really big shake up. That is to say there are customers that provide significant value and there are those who do not! The problem is that it is often less than clear which customer falls into which category. The reason for this is that typical accounting systems find it hard to factor in issues such as the length of time it takes to service a customer or the number of orders that a customer places for the value of business rece ..read more

Marketing affects a large number of activities within most organisations. However, three topics should be addressed to enhance the long–term sustainability and profitability following the Covid pandemic. These are:  Understanding where the best opportunities are  Appreciating what problems target customers have  Developing new ways of creating sustainable relationships with customers Understanding where the best opportunities are.  The products and services sold to the markets that you currently serve might not be appropriate to deliver t ..read more

Flexible working, an agile workforce, going plural, OBW (outcome-based working) – the impact of Covid has led to a rapid change in employment models.  One of the challenges that ambitious SME’s face today is how to maintain an effective, robust marketing capability while hard decisions have to be taken over headcount and budget. Nowhere are the benefits of accessing an agile workforce, who provide an activity-based contribution, felt more than when an SME requires a less than full-time input from a multi-disciplined team.   Similarly, the business t ..read more

As we move to the next stage of these strange and worrying times, hopefully you have been able to take advantage of the government backed support and some degree of positivity is returning to your outlook for the coming months. Much has been written on Furloughs, CBILS, Bounce Back and more. Something we have noticed among the businesses we continue to work with is that despite the turmoil a lot of bosses are finding the time to take a deep dive into areas of the business where they haven’t traditionally got involved. In particular, we are told that marketing is being given the once over. It s ..read more

There’s a misconception that a lot of business leaders are under that in this modern, digitally driven age we don’t have to actually ask for the order anymore. Our experience is that closing skills are as important today as they ever were! At Reach Revenue we have found that the greatest disparity in sales skills is usually in a salesperson’s ability to actually win business. And although we need a range of skills to win lots of businesses, closing is surely the most important. The Pareto principle states that, for many events, roughly 80% of the effects come from 20% of the causes. Does that ..read more

When we talk about a pipeline, we are talking about a list of the deals that we expect to close in the timeframe that is appropriate to your business. A pipeline is not a collection of sales processes and the relevant steps and stages – that’s your sales process. So why even bother with a sales pipeline? The reason we need to organise our sales opportunities that we are working on and why we need to organise them into a pipeline is because what gets measured gets done. And as business leaders we want to get stuff done. Furthermore, we want to implement systems that enable us to manage our sale ..read more