Our lives changed drastically during the pandemic. Businesses shut their doors, schools closed, gyms became an empty, lifeless space for fitness enthusiasts, and our worlds were reduced to the square footage of our homes. Locked away in our support bubbles and making the difficult decision of who to spend Christmas with. We had the time to reflect on what and who is truly important. We thought about our families, careers, relationships, and survival. This became our new ‘normal’, getting used to our own space, seeing fewer people, and being told which way to queue in the supermarket, ensurin ..read more

It’s not your imagination, sales development is definitely getting harder. Outbound prospecting is certainly getting harder. Doing the same thing, applying the usual techniques, won’t cut it anymore. More than ever, there’s a need to be coaching and training your SDRs regularly, particularly in the early part of their career. But what’s the best way to train your sales team? Should you have an in-house trainer or send SDRs to external training courses? Here, we’ll look at the pros and cons of in-house and outsourced sales training and enablement. Benefits of in-house sales training Awareness ..read more

Acquiring Marketing Qualified Leads (MQLs) is just the beginning when it comes to Digital Marketing. Next comes the trickier part: effectively nurturing and converting those leads into loyal customers. In this blog, we’re looking at how to effectively convert MQLs from gated content downloads, with a strategic approach that guides prospects seamlessly through their buying journey. Here are 10 strategies to effectively nurture and convert MQLs into valuable customers: Segment and Personalise Segmentation is key. Group MQLs based on demographics, behaviour, and where they are in their journe ..read more

At the close of last year, our exclusive roundtable, hailed by viewers as ‘the event of the year’ and one of our most successful yet, brought together the leading minds from all major data providers in the industry to discuss everything you need to know about using data in outbound sales. Offering key insights across strategy, intent data, data accuracy and the best practices for utilising data – it’s an absolute must-watch for anybody involved in the sales process. Hosted by Air’s Founder & CEO, Owen Richards, our expert panel featured: James Isilay – CEO at Cognism Saif Khan – Direct ..read more

In the evolving sales landscape, data has become the linchpin of outbound strategies. But how do we navigate the complexities of using data to boost our contact rates and sales figures? In this live roundtable, we’re bringing together the leading minds from all major data providers for an exclusive discussion to provide industry insights and answer your burning questions. Our cracking panel features: James Isilay – CEO at Cognism Saif Khan – Director of Sales at ZoomInfo Liz Fulham – Founder & CEO at TAMI Paul Gilhooly – VP of Sales at 6sense Host: Owen Richards – Founder & CEO of ..read more

Watch as the TOP 50 2023 winners are announced at this year’s Sales Leaders Awards powered by Sales Confidence at the De Vere Grand Connaught Rooms. Our Founder & CEO, Owen Richards, co-hosted the event alongside James Ski, Founder of Sales Confidence. Featuring an all-star lineup: • James Hall – Vice President of Sales at Snowflake • Mark Langton – Vice President of Sales, EMEA at Red Sift • David Wyatt – CRO at Aiven Who is it for? • Sales Leaders (CROs, Sales VPs, Sales Managers) • Revenue Leaders (Marketing, Sales Ops and Enablement) • SaaS Founders and Investors Why watch?  Yo ..read more

When delving into the world of SaaS, it’s easy to become overwhelmed by the myriad of strategies and methods on offer. Yet, one fundamental truth stands out: our approach truly counts. Now, there’s no denying the time-tested efficacy of the phone. There’s something about the immediacy of voice, the rapport it establishes. It’s undeniably our ace in the hole. However, let’s face it, we’re in a digital era, and platforms like Email and LinkedIn are simply indispensable. They’re not mere add-ons; they’re part of the core trio. These platforms grant us the ability to engage potential clients in ..read more

Wouldn’t it be amazing if everyone wanted to buy your product or service? It would certainly cut down on all the time, money and effort needed to discover who your ideal customers are and how they like to be sold to. In reality, even the most successful companies recognise that they can’t appeal to everyone. If you offer a specialised solution tailored to a specific industry, your customer base might be smaller but fiercely competitive. Alternatively, if your product has broad appeal, you might struggle to reach everyone who could benefit from it. If you’ve had enough of feeling your way a ..read more

In the aftermath of the pandemic, live events have gained even greater prominence on online platforms. Among these platforms, LinkedIn Live Events have emerged as a dynamic tool for businesses and individuals alike to connect, engage, and expand their networks. With the potential to reach a global audience at the click of a button, and boost brand awareness further than ever before, LinkedIn Live Events have become a key part of modern marketing strategies for B2B businesses. In this blog, we’re delving into the significance of these events, best practices for hosting them, and how to levera ..read more

Traditional media or ‘offline advertising’ has always referred to more conventional forms of advertising. Predominantly channels such as TV, radio, print and direct mail which are widespread, less targeted and expensive (resulting in a lot of wastage). The rise of digital channels and social platforms meant that the way consumers spent their time and the media they consumed shifted. Suddenly, everyone could be found online paving the way for the emergence of paid media advertising. Paid media consists of online ads, sponsored content, display ads, social media advertising, and PPC. An ultra ..read more