Key Takeaways 46% of marketers said that inbound marketing gave them a higher ROI, whilst 12% of them reported that outbound helped them. Inbound sales methodology is a customer-centric approach to selling where the focus is on creating a personalized and engaging experience for the prospect. Inbound sales is effective as it involves understanding their pain points and offering solutions that address their specific needs rather than pushing a generic pitch. In today’s digital age, the business landscape has completely changed. And it has also affected the way we connect and sell to custo ..read more

Key Takeaways Nearly 50% of consultants faced market unpredictability as one of the top challenges. These 4 pricing models will suffice for consultancy businesses – hourly pricing model, per-project pricing model, retainer model, and value-based model. Showcasing value to potential clients let consulting businesses quote rates comfortably without any chances for negotiation. As per a study by Statista, nearly 50% of the consultancy respondents said that market unpredictability was among the most significant challenges faced.  This unpredictability factor can decrease demand for cons ..read more

Key Takeaways The average billing range of the consulting industry is from $125 to $400/hour. With an ideal pricing strategy, consultants can do better market positioning, attain high perceived value, and be profitable. Consider factors like target audience needs, revenue objectives, market demands, competitors, and your USPs before choosing a pricing strategy. The average billing range of the management consulting industry ranges between $100 to $350/hour.  If you are looking for answers to questions like…  On what basis do I decide my consulting fees? Or what are the best co ..read more

Key Takeaways To promote a consulting business effectively, establish a good brand identity, and showcase a differentiated value proposition. Implement a good mix of inbound and outbound efforts while marketing your consultancy. Identifying unmet needs and tailoring your services to address that will make promoting your business easier. A study shows 87% of clients’ trust is most important for purchasing consulting services.   Therefore, a significant role of promotional activity for any business is to build trust first.   And this is essential if you want c ..read more

April was a productive month for us. We took feedback from our customers on items that impact their daily operations and made appropriate changes.  More information at your fingertips  Who doesn’t like to see important information on a single screen than jumping between screens?   With the latest update, you can choose what information you want to see within associated contacts and company widgets.  So, what are you waiting for? Quickly find the newly available company widget on the contact detail page and hit the customize button to choose the fields you want to see d ..read more

Key Takeaways Only 25% of leads you generate are rightful and have the potential to convert. So, it's essential to identify the most promising leads and focus efforts on them rather than unqualified leads. Lead scoring is identifying the potential leads that are most likely to become paying customers of your business. The top four benefits of lead scoring are: driving better marketing campaigns, synchronized analytical approach, ROI growth, and enhanced efficiency & productivity. According to Gleanster Research, only 25% of leads you generate are rightful and have the poten ..read more

Key Takeaways 61% of marketers send all the generated leads directly to sales, resulting in only 27% getting qualified. Lead scoring isn't a 'fit-for-all' strategy. Each industry, company, and product have different qualification criteria. Behavioral patterns help identify buying intent of the prospect and lead quality to evaluate the most promising leads. Lead generation is only the beginning. The real challenge begins after you’ve collected the leads, and it’s time to find out which of them have a higher chance of converting into customers.  But, unfortunately, 61% of markete ..read more

Key Takeaways Modern consulting businesses should have a strong marketing engine to build a solid sales pipeline. Strong sales pipeline results in increased conversions, better customer relationships, and organized processes for pipeline management. The primary steps to building an ideal sales pipeline involve generating leads effectively, prioritizing them, and qualification by the sales reps. According to a statistic, only 27% of the leads get closed. That means you need constant new prospects to close more deals.  To accomplish that, your marketing team needs to set up its l ..read more

Key Takeaways Marketing qualified leads (MQLs) are those potential customers who interacted with your brands and showed interest in your product/services. A sales-qualified lead is a prospect that has moved from MQL to sales accepted lead and is now interested in a sales conversation to make a purchase. Product qualified leads (PQLs) are the ones that have used or are currently using your product/service and indicating an upgrade in some manner. 21% of salespeople and marketers are unsatisfied with their current lead qualification process.     Maybe we need to underst ..read more

Key Takeaways Sincere apologies can fix your professional blunders. An apology email is a formal message sent to customers after making a terrible mistake. Save your valuable customer relationships by acknowledging the misstep, empathizing with the inconvenience, and being ready to offer restitution. Mistakes happen, but an apology can make all the difference.  Thinking, why send an apology email for a mistake?  A 17% higher retention rate is seen when businesses straightforwardly admit faults and apologize.   Also, about 73% of consumers believe custom ..read more