Resources

These whitepapers, case studies, top tips and self-assessment tools relating to B2B sales, marketing and social media are created by the thought leaders at Carpe Diem Consulting to help with industry challenges such as the new buyers journey, social media and the impact of digital on business. They are free to download, and aim to help organisations to implement successful sales and marketing strategies and processes necessary to drive business performance.

FEATURED

LinkedIn_Profile

LATEST

Why Australian ICT companies are ignoring up to 97% of buyers

We live and work in an always connected, social world. And our websites are at the centre of our marketing efforts in this new business environment. So why are so many Australian ICT companies ...

5 reasons why your Sales & Marketing teams are reducing your margins and win rates and what to do about it

Are you still doing marketing the old way? With the deluge of information and distractions in the digital age it’s easy to fall in to the trap of shouting to make yourself heard – how wonderful ...

B2B marketing predictions for 2015

  What’s going to be the trends to watch in 2015? Read our B2B Marketing Predictions to see what we think… Some said 2014 would be the year of personalisation of content, and ...

How to build an enduring content marketing process

Today’s marketers face some key challenges around content production As the need for content creation expands, marketers today are under increasing pressure to keep the content flowing while ...

Buyers have changed how they buy, have you kept up?

Starting brand new buyer journeys We know that buyers today have vast amounts of information at hand and will readily self-diagnose their problems so they can put off talking to a salesperson for ...

Boost sales opportunities – without extra sales costs

More leads with less sales people? We know that generating quality leads is the biggest challenge faced by B2B marketers – but hiring more expensive sales people is not necessarily the answer. We ...

Insync Technology embraces the “secret sauce” of marketing and reaps results

Carpe Diem works with Insync Technology executing a marketing program for their growing business that has demonstrated an ROI of 760%, with improvements in new business opportunities, customer ...

The top 6 sales behaviour misconceptions

Only 9% of Australasian B2B ICT sales reps displaying best practice We surveyed just under 200 Australasian B2B ICT Sales Reps and can reveal that less than 10% are displaying “best practice” ...

Achieving financial and non-financial benefits of a sound sales process

Discover the benefits a best-in-class sales process can have on your business Are you looking for automated, ongoing ways of improving sales performance? Imagine a non-human, 24/7 and strict ...

How to create a killer LinkedIn profile

10 top tips for B2B sales resources Social selling isn’t just about setting up your Twitter and LinkedIn profile and hoping something works. Before beginning any social media activity, you ...

Building trust with content

How to build trust with informative content marketing Buyers are now looking to engage less with salespeople during the buying process, preferring to seek out their own information until they are ...

Using LinkedIn to build communities

Top tips to utilise LinkedIn for sales As buyers determine that they need salespeople less and less in the early stages of the buyer journey, preferring to do the background research themselves, ...

How to increase sales with a formal sales process

3 steps to implement to ensure your sales process helps to increase sales How hard are your sales reps to “control”? Is quota achievement used as an excuse for sales people to follow their own ...

4 reasons B2B prospects lie and how to see through it

Discover 2 fool-proof approaches to testing a prospect’s genuineness Wouldn’t it be nice if prospects ALWAYS told you the truth – particularly in alerting you to the fact that you’re ...

Sales triggers – the events that start new sales opportunities

Learn how to recognise when a sales trigger occurs, and how to cause them Did you realise that there are only 3 types of events that start buyers on new buyers’ journeys? Do you have ...

The 3 C’s to improve B2B sales growth

3 long-term structural programs to deliver sustainable sales improvement There is no silver bullet in sales. A couple of days of “tick the box” sales training every other year is not ...

Don’t let B2B buyers buy by themselves

Don’t be left out of the conversation – adapt to the new buyer’s journey B2B buyers are time poor – they want to do their own research on prospective purchases without leaving ...

Improving sales performance via role plays

10-point checklist for building and facilitating B2B sales role play sessions Is your sales team tuned and ready to go? Would a day’s session of role playing help them hone their skills in what ...

7 reasons why SMEs can use social media to compete with corporates

Get your social media strategy in place and outflank big businesses Do you wish your business had the budget and marketing expertise to win against the big guys? Perhaps with social media ...

More leads from less sales people – an impossible dream?

How to increase sales? It’s the question every sales leader has asked for decades. The most common solution to this problem is: It’s obvious! Hire more salespeople! Evidence suggests that more ...

Business growth strategy for the future

Will you survive your next business growth crisis? Speaking recently at the 2013 CRN Fast50 awards, Carpe Diem Consulting’s Managing Director Bruce Rasmussen talked about the salesperson of the ...

The truth about the underprepared salesperson

The shocking truth about the underprepared salesperson Research shows that only one third of salespeople understand customers’ issues or are knowledgeable about the customer’s business – ...

Morbid sales predictions for 2014

Setting the change agenda There seems to be a real appetite for change when it comes to B2B sales – but we need to settle on the change agenda, and then understand how to go about it. Hear from ...

How to survive your next growth crisis

Learn how to read the tell tale “crisis signs” Wouldn’t it be useful if you could predict your organisation’s growth stages so you can set up the necessary infrastructure for each stage? And – ...

4 prospect meeting approaches – key lessons for Marketing and Sales

How well are your Marketing and Sales teams working together when it comes to the “crunch”? Countless research indicates that “lead generation” is right at the top of the list when it comes to ...

7 Sales and Marketing responsibilities mapped along the new buyer’s journey

Uniting sales & marketing for successful alignment When Marketing generates what they perceive to be great leads and they’re not converted, they believe it’s because Sales couldn’t/wouldn’t ...

Are you using “New Marketing” to reduce costs and soar with higher results?

Are you wondering why you increase your marketing spend, yet the results stay the same or even worse decrease? Are you a SME given conflicting information from everyone you talk with about ...

The content marketing revolution

Content is not just king – now content is marketing. Without content, and without something to say, we can’t do marketing. As we increasingly move away from the advertising push model, all ...

Social Media Survey Results (1/3)

Part 1: Why aren’t Australian companies embracing social media? This document reveals our findings and shares tips and techniques from smart Australasian companies that are driving social ...

Social Media Survey Results (2/3)

Part 2: Strategic considerations when adopting social media This document reveals our findings and shares tips and techniques from smart Australasian companies that are driving social media to ...

Social Media Survey Results (3/3)

Part 3: How can we use social media to drive sales? This document reveals our findings and shares tips and techniques from smart Australasian companies that are driving social media to improve ...