The New Business Experts
We have collated some of our thoughts on everything New Business, updated weekly this page should give you some unique insights into everything from working for us to cutting edge news in the industry.
7 Ways to Improve Sales and Marketing With Sales Call Recordings
Freddie Marryat, Marketing Manager, EngageIQSales call recordings are chronically underused by sales and marketing professionals. Most sales managers only use them for training SDRs. Most marketers never use them at all. It’s a huge shame because sales call...
How Smart Marketers Use AI to Increase Leads and Improve Quality
Freddie Marryat, Marketing Manager, EngageIQAccording to McKinsey, AI has the potential to unlock $2.6 trillion of value in marketing and sales. That value isn’t limited to B2C and SaaS marketing, even though those industries receive all the attention. AI is already...
Winning with ABS: The Account-Based Selling Playbook for SDRs
Freddie Marryat, Marketing Manager, EngageIQAccount-based selling is one of the most effective strategies your inside sales team can run. Data from Sirius Decisions found 91% of companies report a better pipeline conversion rate with an account-based approach than...
Bringing Leads Back From the Dead: How We Reengage Lost Opportunities
Freddie Marryat, Marketing Manager, EngageIQEven the most talented SDRs lose sales opportunities from time to time. Leads go cold, prospects pull out, executives move jobs — it happens. But the best reps know that lost leads aren’t dead leads. With the right approach...
The Top Team Building Activities For a Happy, Motivated Sales Environment
Freddie Marryat, Marketing Manager, EngageIQWould you rather work in an office where everyone gets along, has a laugh and hits their sales targets or a high-pressure sales environment where reps are fighting each other to get leads? Psychopaths aside, we're guessing...
30+ Sales Incentives That Will Actually Motivate SDRs
Freddie Marryat, Marketing Manager, EngageIQSales incentives are much more than attractive commission packages. They do way more than boost sales figures, too. An effective sales incentives program can help reps feel valued and stay positive. Incentives can even help...
Ending the Cold Call vs Cold Email Debate
Freddie Marryat, Marketing Manager, EngageIQIt’s the question every SDR wants to know the answer to “Is it better to cold call or cold email?” While we hate to sit on the fence, they are both perfectly good sales tactics on the own. Used together, however, they can be...
5 Strategies We’ve Used to Transform Our Cold Email Outreach
Freddie Marryat, Marketing Manager, EngageIQThe Coronavirus pandemic has been tough on sales teams, and we’re no exception. Unless we have mobile numbers for prospects, it’s been all but impossible to get hold of people. Every cloud has a silver lining, however....
How to Use Value-Based Selling to Book More Appointments and Minimise Objections
Freddie Marryat, Marketing Manager, EngageIQDo you care about helping your prospects, or are you just interested in making a sale? Here's a crazy idea: what if the former could facilitate the latter. That's what value-based selling is all about, and it's why it's so...
Get in the Zone With Our B2B Sales Call Planning Ritual
Freddie Marryat, Marketing Manager, EngageIQFew (if any) successful B2B sales calls are made by sales reps plucking a prospect at random from their CRM and giving them a call. Yet most B2B sales reps have little in the way of a thought-through process when it comes...