Ross Lauder

Senior IT Sales Leader with extensive knowledge of sales, marketing, people management, process improvement, cross-cultural/ cross-functional management and customer experience.
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Recent Posts

How To Sell in The Digital Age: The Sales & Marketing Tools I Can’t Live Without

Posted by Ross Lauder

27 October

Like ‘Old Gil’ from the Simpsons, I’ve been in this game for more than ten years, and I’d like to think I’m not as long in the tooth as him at least. From a Glengarry Glen Ross perspective, I’m almost the newest kid on the block, but if you’re a Millennial, perhaps I seem over the hill. The bottom line is that times have changed, and selling is no longer about spewing out feature sets - it’s about identifying and being able to solve a problem in a succinct and value-orientated fashion, and interacting with your prospect in the newer channels on which they want to communicate.

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Topics: sales and marketing, Tools for digital marketing agencies, digital marketing tools, sales in the marketing mix, sales in the digital age, sales and marketing tools

The Changing Face of Inbound: An Interview with HubSpot's Dan Sally

Posted by Ross Lauder

20 October

As always, we were really excited to attend Inbound 2017 in Boston this year, and took away a lot of great insights that will help us to deliver an even better service to our clients. 

An unexpected bonus was when I bumped into my former colleague, Dan Sally, senior salesperson with HubSpot and MC of the Inbound summit, and got to talk to him about the changing face of Inbound.

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Topics: Inbound Marketing, ROI of sales & marketing, inbound sales, new role of sales, Get Focused at Inbound 2017, Dan Sally HubSpot

Sales Process? What Sales Process? How Inbound Marketing Is Changing The Sales Landscape

Posted by Ross Lauder

06 October

Forgive me for asking an obvious question, but: Do you have a sales process for your business or agency? Here’s another three, straight off the bat: If you do have a sales process, what does it look like? Does it work? Is it scalable?

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Topics: Smarketing, Lead Gen For Business, accelerated lead conversion, align sales and marketing, sales process, inbound marketing and the sales process

Measure The Success Of Your Business Through Customer Satisfaction

Posted by Ross Lauder

01 September

In my last blog, I looked at the KPIS that really matter, and how you can measure the performance of your digital marketing strategy with the leads you generate, qualify and convert into customers. Here, I look at another important KPI you need to measure in order to assess the quality of the products or services you provide: customer satisfaction.

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Topics: customer experience, measuring customer satisfaction, inbound marketing KPIs, CSAT score, net promoter score, customer satisfaction KPIs

Cutting Through The Crap: Setting KPIs That Impact Your Business

Posted by Ross Lauder

08 August

What's the measure of success for your business?

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Topics: setting sales & marketing KPIs, how to measure KPIs, sales and marketing metrics, KPIs for digital marketing, vanity KPIs, measure success

Tips & Tools For An Effective Sales & Marketing Strategy

Posted by Ross Lauder

10 July

By now, you will hopefully have seen my previous blog discussing the chicken and egg scenario when it comes to sales and marketing. If you haven’t, you can see it here, but to summarise: the conundrum is that sales need marketing to generate the leads they can turn into customers, but marketing can only come about when there are enough sales to invest in marketing resources. The solution to the puzzle – both departments working as one to create an integrated ‘smarketing’ approach.

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Topics: Smarketing, sales & marketing, align sales and marketing, tools for increased sales, digital marketing and sales tools, inbound marketing tools, inbound sales, tools in the marketing mix, tools for better sales and marketing ROI

The Chicken & Egg Scenario In The Sales & Marketing Mix

Posted by Ross Lauder

30 June

So, what the hell are we talking about when we talk about the chicken and egg scenario? Well, let’s assume that the egg is marketing and the chicken is sales. Which comes first? Just as the chicken had to come from an egg, so sales will only come about by way of successful marketing. But that egg had to come from a chicken, just as marketing resources are only possible if your business has made the sales necessary to invest in them. Therein lies the conundrum: What comes first, how do you make sure you have both, where should your priorities lie, and what’s the process?

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Topics: Smarketing, Inbound Marketing, ROI of sales & marketing, sales funnel, marketing & sales, chicken and egg in marketing, align sales and mrketing, sales & marketing work together, setting sales & marketing KPIs, sales & marketing

Redesign rethink – replace the brochure website with an ROI-based business asset

Posted by Ross Lauder

04 October

We recently returned from the first UK HubSpot User Group (HUG) event in Oxford, where we were one of several leading digital marketing agencies invited to give a presentation on an element of inbound marketing. With more than 100 people there, the event was a great success, but if you couldn’t make it, don’t worry, because I want to fill you in on the tips and tales we shared on the subject of turning boring brochure websites into ROI-based business assets.

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Topics: Lead gen, web design, Get Focused on Marketing, website redesign, ROI-based website, offering value online, customer journey, ROI, lead generation, agency

49.5 Experienced Bloggers Share their Best Tip for Organising a Great Content Strategy: Part 5 of 5

Posted by Ross Lauder

20 May

Here we are - the last part of our five-part series in which we asked 49 experienced and well-known bloggers in the online and SEO industry for their advice on organising a digital marketing strategy (and then added our own half).

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Topics: Lead gen, web design, lead generation, agency

49.5 Experienced Bloggers Share their Best Tip for Organising a Great Content Strategy: Part 4 of 5

Posted by Ross Lauder

13 May

How do you best organise your digital marketing activity and what tips do you have for beginners? We put that two-pronged question to 49 of the most well-known, active and experienced bloggers in the online and SEO industry (with half a contribution from us), and they came back with some great advice and top tips for you.

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Topics: Lead gen, web design, lead generation, agency


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