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Archive by tag: LSP sales and marketingReturn

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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Time for LSPs to Stop Playing Hide and Seek with Procurement

Language service providers frequently go out of their way to avoid involving procurement teams at client companies or prospects. They fear that working through such groups will be fraught with delays and challenges, especially if their staff knows nothing about language services or forces providers to lower rates beyond their comfort level.
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Why Do Some LSPs Seem to Grow More Easily Than Others?

The market for outsourced language services and supporting technology grew 7.99% to US$46.52 billion from $43.08 between 2017 and 2018. When CSA Research analyzed 531 responses to our annual global market survey, we computed that 64% of respondents experienced an increase in revenue. However, all providers don’t share the same experience.
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Common Questions That LSP Sales Managers Face

Growth is an evergreen topic for language service providers (LSPs). Those that struggle to increase revenue want to figure out how to formalize their sales function, while those that already have positive sales numbers want to grow more or do it more sustainably. The fourth quarter is sales and marketing prime-time. Not only it is a critical to finish the year strong, but it’s also the perfect time to focus on the year ahead.
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LSPs: Become Memorable by Being Relevant

Language service providers often tell CSA Research that they struggle to get visibility and brand recognition. They feel that their marketing and sales efforts fall on deaf ears so meeting sales targets becomes difficult.
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Organizing Sales Machines Capable of Repeatable Success

Despite the reluctance of some executives to hire and train more salespeople, growth for language service providers is closely tied to developing a high performing sales function.
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Strong Websites Drive Sales: Strengths and Weaknesses of 305 LSP Sites

A strong website that delivers a clear and compelling message, tailored to your specific audience can help drive sales. It must succeed in both its content and its technical structure. In June 2017, CSA Research examined 305 websites from language service providers in depth.
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November 29, 2017| Arle Lommel | LSP sales and marketing, LSP segmentation | For LSPs | |

Is There Such a Things as a Recipe for Sales Success?

Language service providers (LSPs) – in particular small and mid-sized ones – often ask, “How can we increase sales? Where do we start? How can we build the best sales team?” The smaller ones often have a negative experience as they start formalizing the sales function. Sales training programs, including our own in the past, were just steps in the process – either planning, hiring, cold calling, objection handling, or account management.
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Using Market Segmentation to Generate Sustained Growth

Are you wasting sales and marketing resources going after the wrong leads? Many language service providers (LSPs) aren’t sure which prospects to pursue, so they market to a broad spectrum of buyers, with little in common, and which cross company sizes, industries, geographies, and countless other attributes. The more LSPs struggle to grow in a predictable fashion, the more they talk about hiring additional salespeople, redesigning incentive plans, and going after any prospect – good or bad.
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