Ramping up Referrals

Many of our clients rate referrals as the most effective marketing and sales tool for their business. Given this feedback it’s surprising that few of the organisation we speak to actually formalise and maintain a referral program. In this article we explore the characteristics of effective marketing referral programs: Identify the right clients It’s important to target the right customers … Read More

Relevance of Salespeople in 2014 – A Response to Jean Spencer

We recently came across an article on Social Media Today by Jean Spencer that sparked some intense debate in the Roobix office. Spencer’s article argues that content marketing will replace physical sales teams in the future and points towards signs that this is already taking place. We are so passionate about the topic that we feel compelled to respond. Conflicting … Read More

How to sell to the self-educating customer

As a salesperson, you no longer control the majority of information the buyer has access to when looking into a solution. 36% of B2B consumers don’t even think about talking to a sales representative before they’ve formed a consideration set on their own. In other words, many customers will identify potential solutions to their problem before contacting an expert in … Read More

Why you should approach sales like dating

We recently analysed our revenue based on the lead source (i.e. where did the lead originate from). This is a really important exercise for any organisation as it helps to understand what does and doesn’t work and ensures you’re spending money on the right sales & marketing activities. Roobix is a B2B organisation, providing services in a specific geographic area … Read More