Mick Hrabe

Traditional B2B Sales Experience: Manager to Sales Rep: "What are you working on?" Sales Rep: "Oh, I'm just doing some prospect research here on LinkedIn." Manager: "Ok." Sales Rep: "Yes, I've spent the last two hours building a list of 10 people to contact. I know they went to university at Oxford, so I'll work this into my pitch. I'm sure this will make the difference." Manager: "When are you making calls?" Sales Rep: "What I like to do is a multi-channel approach. First, I'll like their posts, then a day later I'll follow them. After that, I'll send them an email, then connect with them the next day, and then send another email..." Manager: "What about just picking up the phone and calling them?" This is the antithesis of what the Lead Gen Department is. A sales rep like this wouldn’t last a day here. They would either be making calls or wasting another company’s time and money. But they won’t be wasting our clients’ money. Put simply, our clients want results. It’s amazing what can happen when you throw out all the "multi-channel garbage" and just pick up the phone to have a real conversation with a decision-maker. Of course, we use LinkedIn and email too, but far too much attention is given to all these different touchpoints. In my opinion, just pick up the phone and call. When you have professional, experienced team members, you can cut through all this noise with a quick call.

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Media budgets can skyrocket! Utilize precise financial tracking to maximize your ROI and ensure project viability. Effective cost management is key. Do you monitor your spend effectively? Why not see if a financial review can enhance your strategy. #UKMedia 👉🏻smithbutler.co.uk

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Identifying and sizing your total addressable market (TAM) is so important if you want to launch successful demand generation and ABM motions. Here's a couple of recommendations for those working in particular niches: 👉 𝗧𝗮𝗿𝗴𝗲𝘁𝗶𝗻𝗴 𝗳𝗶𝗻𝗮𝗻𝗰𝗶𝗮𝗹 𝘀𝗲𝗿𝘃𝗶𝗰𝗲 𝗰𝗼𝗺𝗽𝗮𝗻𝗶𝗲𝘀 𝗶𝗻 𝘁𝗵𝗲 𝗨𝗦? When I was working at Unbiased we were targeting independent financial advisers in the UK and US who are a pretty niche group within the financial services industry. Whilst databases like Cognism will give you a good start, I was really impressed with Discovery Data | ISS Market Intelligence for the US market. This has tremendous data on all FINRA and SEC registered firms and professionals for the US financial services industry and includes data points like: - Breakdown by Broker-Dealer (BD), Registered Investment Adviser (RIA), and Trust Company - Assets under management and AUM growth rate - Product and asset allocation including ETFs, mutual funds, fixed income, and private funds - Custodial assets If you want to know more just reach out to Christopher Keller 👉 𝗧𝗮𝗿𝗴𝗲𝘁𝗶𝗻𝗴 𝗿𝗲𝘁𝗮𝗶𝗹𝗲𝗿𝘀 𝗮𝗻𝗱 𝗲-𝗰𝗼𝗺𝗺𝗲𝗿𝗰𝗲 𝗰𝗼𝗺𝗽𝗮𝗻𝗶𝗲𝘀? When I was working for 3PL companies like Zendbox | eCommerce Fulfilment Specialist and OPLOG I used a database called TAMI. Their data is really rich and includes specific industry data points like: - Merchant size - Payment company being used - Delivery company being used - Whether they have physical locations or are purely online - Tech being used It also seamlessly integrates with HubSpot and includes a Chrome extension. If you want to know more just reach out to Patrick Vaughan

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The Value in Measurement report from JICMAIL and DMA (Data & Marketing Association) UK is available and is an informative and interesting read for anyone looking to understand effective cross channel measurement for marketing campaigns. Staggeringly 65% of respondents still report a misalignment on measurement and reporting across channels. That's a crazy figure but does highlight challenges of measuring each marketing channel fairly. The report provides recommendations on how to create an aligned view for looking at performance. You can access the report at the following link. I would thoroughly recommend https://lnkd.in/ehXasu4C #jicmail #dma #paperplanes #measurement

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Is your marketing strategy not delivering results? Utilising data-driven insights and industry-specific expertise, you can develop effective marketing plans that provide a solid return on investment. Specialised industrial marketing agencies optimise campaigns to ensure you get the best results for every pound invested. 🔗 Discover effective strategies in our latest blog (link in the comments) #MarketingStrategy #DataDriven #IndustrialMarketing #ROI #B2BMarketing

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Highlight Reel | Lessons from Sales History for Modern Marketers Marketpulse: Pros & Pioneers - Sharing marketing advice from other small business owners and marketing experts. New episodes Weekly on Wednesdays, 3pm UK GMT. #B2B #Marketing #MarketingAdvice #ShareYourStory

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Want to get more return from your advertising investment? If you are based in Scotland, this could be your chance to learn from Terry and Hannah on how to use advanced targeting technology and AI, and prepare for the future of targeting consumers. ⬇️ Register today for a session packed with first-hand insights, advice and inspiration to find new and effective ways of connecting with your customers online. https://ow.ly/9cnH50TgGmL #onlinemarketing #marketingstrategy #advertising #digitalmarketing #businessgrowth #scottishbusiness

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It's always worth re-examining the #BTL market from time to time. As always, this corner of the market has its naysayers, but our blog breaks down: 👍 The positives aspects of the BTL scene 🤔 How the challenges out there aren't insurmountable 📊 The outlook for the market Get our views here 👇 https://hubs.li/Q02zPKXy0

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Interested in finding out more about how to run a successful breakfast event, to both reach new prospective customers and ultimately drive new sales? Read this article from Stuart Wells... great advice to get quick sales into your agency! https://buff.ly/4fk7etq #agencysales #agencyleader #agencyevents #agencygrowth #agencyadvice #breakfastevents

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[NEW CASE STUDY] When Funerals with Grace needed clearer visibility into their marketing performance and deeper customer insights, they turned to Mediahawk. "There was a gap in our data, so we needed to find out where enquiries and sales were coming from, especially from PPC. With Mediahawk, our calls are attributed properly and this enables us to move our budget into the channels that are the most effective." Read the full case study 👉 https://lnkd.in/eWEacG2X #calltracking #marketingperformance #hubspot #datadrivengrowth #marketing

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Did you know brand tracking accounts for £1bn of all UK market research spend?📈 That’s 15-20% of an industry valued at £7bn annually. So how do we make the most of this spend? It starts with the foundations. In our upcoming webinar, our Head of Research Laura Morris, along with author and brand consultant Daniel White, will be guiding you through the fundamentals of brand tracking. Join our experts on 3rd December at 11am as they help you turn your frustrations into fresh thinking that builds better brand health. Register your place on the webinar now: https://lnkd.in/egwJzcgy #brandhealth #brandtracking #behaviouralscience

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Every year as an agency we make over 100,000 cold calls!!! So when Cognism knocked on our door and asked if they could analyse our data - we welcomed them with open arms The State Of Cold Calling 2024 is now live!!!! *Spoiler alert* Cold calling works better than ever Then data speaks the truth.... - The best time to call - The persona most likely to pick up - The most common objections If you want to get better check out the report in the link below -------------------------------------------------------------------------------- For ridiculous content about sales, mindset & death follow: Jack Frimston Remember you will die

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Don't miss our Saul Parker on the latest episode of Walr's Winner's Words podcast, with our excellent friends Katya Des-Etages, Lydia Amoah FRSA and Caroline Forbes. You'll hear about our research into how Black Owned Businesses can be better supported, particularly by the media industry. Unlocking potential is at the heart of this work, and has helped to shape the incredible impact work done by Channel 4, Clear Channel UK and BACKLIGHT Inc. #Walr #MRSAwards #BlackOwnedBusinesses #BlackPoundReport

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𝟮𝟬𝟮𝟱: 𝗧𝗵𝗲 𝗬𝗲𝗮𝗿 𝘁𝗼 𝗧𝗿𝗮𝗻𝘀𝗳𝗼𝗿𝗺 𝗬𝗼𝘂𝗿 𝗕𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝘄𝗶𝘁𝗵 𝗙𝗼𝗰𝘂𝘀, 𝗜𝗻𝗻𝗼𝘃𝗮𝘁𝗶𝗼𝗻, 𝗮𝗻𝗱 𝗣𝘂𝗿𝗽𝗼𝘀𝗲 2025 isn’t just another year—it’s the end of a nine-year cycle, a moment to reflect, resolve, and rebuild. This is your opportunity to focus on your strengths, craft meaningful marketing that cuts through the noise, and embrace AI with a human touch to drive sustainable growth. Learn how to break free from the past and position your business for success in the years ahead. #fractionalcmo #marketingstrategy #marketingconsultant https://lnkd.in/ee8dMSTw

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B2B sales incentives can be hugely beneficial to your business, here’s what client development director Ian Mast-Hughes believes you can expect by implementing them. #B2Bincentives #IncentivePlan #IncentiveExpert #Consultant #IncentivesAgency

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Have you heard the news? 26 is evolving into two specialist brands: 26PMX (Performance Marketing Experts) and 26 DX (Digital Experience). Ryan Scott continues as CEO at 26PMX, whilst Guy Hunsworth heads up 26 DX.   Find out about more about the move over on Prolific North: https://lnkd.in/dbvNTxKe    Want to learn more about 26 DX’s offering? Go to https://26-dx.com/  If you’re looking for performance marketing services? Head to 26pmx.com #PerformanceMarketing #DigitalAgency #LeedsAgency

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Ciel Graham, Research Director and one of the masterminds behind 'Reframe: Auto', the latest instalment of our 'Reframe' #research program in collaboration with TRA, discusses the biggest shifts in the auto industry and why marketers should care. Have we piqued your interest? Download the free report now: https://lnkd.in/gHsa2het #TheGrowthDistillery #ConsumerResearch #MarketingStrategy #CommunicationsStrategy #ConsumerResearch #AutomotiveIndustry

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