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Archive by tag: LSP sales and marketingReturn

The 4-Step Approach to Effective Sales Targeting

Do you have low click-through rates on your marketing emails? Do prospects fail to reach out after you’ve sent them what you felt was a compelling call for action? You could attribute the lack of response to a variety of problems, but one commonly identified by our analyst team in interactions with language service providers is that many LSPs lack a targeted approach. A little planning could significantly improve the results of marketing and sales efforts.
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7 Tips to Prevent Pricing Objections

All too often, LSP salespeople don’t know how to counter the “you’re too expensive” argument, viewing it as the end of the road. But it doesn’t have to be.
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Smarketing 101 for LSPs

As language service providers start to mature, they invest in hiring either marketers, salespeople, or account managers, and eventually staff all of these functions. These groups often operate in silos with minimal coordination across their activities. Yet, in an ideal world, a close collaboration ensures marketing brings in qualified leads that are interested in hearing the pitch of your sales team and then warms up these leads so that the sales messaging is more effective. When you break down ...
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Mapping a Decade of Growth in Language Services

We begin this week’s blog with a call to language services and technology providers to take the survey for our 17th annual Global Market Study – before April 15th. We trimmed the survey so it’s easier and quicker to complete. But you might ask why do we expend so much effort on this survey and ask you to pitch in to provide your company’s data? Read on to find out more about this annual project.
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Planning a Strong 2021

The COVID-19 pandemic has challenged many LSPs’ abilities to grow. In a January 2021 survey, we found that 44% of them experienced a setback in 2020. But that’s not to say the market overall performed that poorly. On average, despite the losses of many, we calculated a 3% growth from 2019 to 2020 for this group of providers, which has traditionally outpaced the industry as a whole. And they are overall optimistic about 2021, as their sales goal amounts to an average planned increase of 18% ove...
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Resuming Business in a COVID-19 Economy: Insight from 14 CEOs

The last few months have been tough on everyone. After a couple months of indecision, many political leaders took the advice of epidemiologists and shut down all but essential businesses. With people ordered to shelter in place, LSPs around the world operated remotely with staff working from home. Our surveys over the last few months have shown the economic impact of the resulting decreased demand and uncertainty about how long they’d be shut down.
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What is the Unit of Language?

CSA Research is preparing to release reports for pricing strategies within the localization industry. We have analyzed current translation pricing models – the structure used for quantifying work, not the amount charged for it – and examined alternatives. We then evaluated what has happened in unrelated industries where technology advances and shifts in customer expectations led to change.
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What Else Can Your LSP Do for You?

Buyers of language services often focus too closely on their immediate translation and interpreting needs, missing the wider picture – the underlying knowledge that allows the delivery of written and spoken content in multiple languages. But why should buyers and providers care about this short-sightedness?
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A Quarter-Pound of Translation, Please

Anywhere you go around the world, you can find traditional sweets or candy – especially in historic towns or cities where old-fashioned sweet shops are part of the heritage, or where street markets are a big part of local life. Think salt water taffy from San Francisco, halva from the souks of Jerusalem, lokum in Istanbul, chocolates in Bruges, or licorice drops in Amsterdam. You can buy them by the pound, the ounce, the kilo, or the gram. In the UK, those who grew up before decimalization stil...
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Where Are Revenue-Generating Leads Hiding?

Soliciting referrals and recommendations is an important sales technique that LSPs should pursue – whether or not they have a dedicated sales force. Yet even proactive referral requests aren’t enough to grow your business sustainably. Every provider needs a healthy supply of pre-qualified prospects to increase its chances of securing new sales. How LSPs find qualified leads varies from one company to another. What works? What doesn’t? Based on 497 responses in a recently published report, CSA...
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