How to Build Sales Prospect Personas, What to Create and Why

Most people nowadays are familiar with the concept of personas. Marketing Director Debs, Brand Manager Brian, HR Manager Meg, HR Director Donald, and so on. Digital & content creation agencies borrowed the concept from software development years ago and they’ve been using them ever since to humanise their website visitors … Read More

Sales Statistics You’ll Want To Read

sales statistics

  We recently came across this excellent post by Zachary Lukasiewicz on quite a few different sales statistics.  Without further ado, here they are: Sales Email Stats Email opens increase after 12 p.m., with the most active period being between 2 p.m. and 5 p.m. (MailChimp) Tuesday emails have the highest open … Read More

What Did We Learn In 2016?

sponges

Last year turned out to be an enjoyable year for Icebreaker. On the technology side of our business, every new software client brings with it the chance for us to learn about another new field. 2016 saw us win clients in eLearning, people analytics, performance management, supply chain analysis & … Read More

Good Salesmanship: How to Make an Impression at a First Meeting

When it comes to pitching your agency to a prospective client, first impressions are everything.The first meeting, and this may seem like a crude comparison, is very much like a first date. You need to present yourself well, show interest and ask the right questions. Just like nobody finds ego … Read More

Why are Agencies so Bad at Content Marketing?

  Everyone has been talking about content marketing for a while now Mark Ritson recently wrote that it is “bollocks”. He doesn’t think content marketing is anything – it’s just marketing.  Fair enough. However, his best point is this: “The problem appears to be content marketers who, in a modern … Read More

Are Cold Face-to-Face Sales Meetings a Waste of Time?

  Things were simple back in the day, before LinkedIn, before email and the Internet. A team of lead generation people to call prospects and field sales people to meet and sell. Everything necessary to grow your client list. Well-trained sales people in those highly skilled areas could deliver great … Read More

Why Should You Work With a New Business Agency?

why work with a new business agency

We Have Experience Our team have worked with all types of companies over the years – helping to shape them into winning machines! We retain clients too as we offer added value. We realised a long time ago that new business isn’t just about picking up the phone on your behalf.  There is … Read More

The Prospect is at an Early Stage in the Buying Process

clock watching

As a Business Development Director, your success will be judged on how many pitches you get your agency into and how many clients you win. Firstly, you should be doing all these activities: Outbound Events Social selling Social media management Making sure you collateral is up-to-date And more, but we won’t … Read More

What Makes a Good Proposition?

proposition image

Why is this important? Simple: in order for a new business campaign to work sales people need a strong proposition to work with.  So, what do we mean by ‘strong’, and what do we mean by ‘proposition’. Imagine you are selling into a new sector. Or you are selling a new … Read More