Sales Lead Dynamics

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Don’t Sell Your Services. Sell Your Results.

Sales Lead Dynamics

“In the factory we make cosmetics. In the drugstore we sell hope.”. Charles H. Revson, Founder of Revlon. Perfume is simply smelly (well, ok, pleasantly fragrant) water. But Revson imbued it with almost mystical powers. It could change your life. In two short sentences, Revson conveyed an essential marketing lesson. Don’t sell the features. Sell the benefits. Sell results. That should be a cinch.

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To Get More Referrals, Paint a Picture

Sales Lead Dynamics

There is a reason you’re not getting more referrals.  And it’s not because you’re a loser. Your colleagues like you. They respect you. They want to help you. But they don’t know how. They  don’t refer you for one of three reasons: They don’t understand what you do. They can’t differentiate you from your competitors. They don’t know which of your services to recommend. Help them help you.

CPA 49

What’s Your Prospecting Plan? – Part I

Sales Lead Dynamics

Prospecting – present participle of pros·pect (Verb). Search for mineral deposits in a place, esp. by means of experimental drilling and excavation. Look out for; search for: “the responsibilities of salespeople to prospect for customers” Source: Wikipedia. We’re all looking for business. Most of us network.  Some of us write. Some give speeches or workshops. You’ve got a plan.

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Your Profile: The Key to Real LinkedIn Success

Sales Lead Dynamics

By:          Peter Helmer and Marc Halpert. Note: I co-authored this article with my good friend Marc Halpert, a LinkedIn expert. His bio is at the bottom of this post). Your brand should be your biggest asset.  It’s your reputation. It’s what you deliver. It’s why clients hire you. It’s why colleagues refer you. That means more colleagues will refer you and more prospects will find you. Get Hired.

150 Content Marketing Tips

Drive traffic—and leads—with these tips for SEO, social media, content optimization, email marketing, and more.

Prospecting Is a Marathon, Not a Sprint.

Sales Lead Dynamics

Prospects are hard to reach.Very hard. They don’t answer the phone (Thank you, Caller ID!). They don’t respond to emails.  And forget about a return call.  If they’ve never heard of you, they don’t know what you offer. They don’t know your reputation. Why should they bother talking to you? Besides all that, prospects are bombarded by emails and voicemails all day. And they are besieged by vendors.

Business Development Survey

Sales Lead Dynamics

I am conducting a short survey (Please see link to survey below) to find out how business owners and service professionals such as consultants, coaches, lawyers, and accountants get new business. What is your best source of new business? Referrals from your network? Inquiries generated by your speeches and articles? Additional work from existing clients? Cold Calling? The Internet?

Business Development Survey

Sales Lead Dynamics

I am conducting a short survey (Please see link to survey below) to find out how business owners and service professionals such as consultants, coaches, lawyers, and accountants get new business. What is your best source of new business? Referrals from your network? Inquiries generated by your speeches and articles? Additional work from existing clients? Cold Calling? The Internet?

Do You Have a Brand?

Sales Lead Dynamics

 I used to think a brand was just a logo. also used to think that “branding” applied to consumer products, not to b2b businesses or professional services firms. Wrong on both counts.  A brand is a lot more than a logo. And it’s more than a niche. brand is what your market expects you to deliver. It’s your reputation. How would your clients and referral sources describe it? But how do you do it?

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Content Marketing 2016: Staffing, Measurement, and Effectiveness

We surveyed 2016's content marketing leaders on their biggest issues, hurdles, and goals.

For Effective Prospecting, Use a Scorecard.

Sales Lead Dynamics

When you’re looking for new business, keep score. Otherwise, you won’t know whether you’re doing the right things. Most of us have sales goals and some form of a “sales pipeline” to track closed deals, proposals and key prospects. But that is only part of the process. You need more. Your networking/prospecting/marketing activities create the meetings that create the pipeline. Meetings.  . 80%. 8.

For Effective Prospecting, Use a Scorecard.

Sales Lead Dynamics

When you’re looking for new business, keep score. Otherwise, you won’t know whether you’re doing the right things. Most of us have sales goals and some form of a “sales pipeline” to track closed deals, proposals and key prospects. But that is only part of the process. You need more. Your networking/prospecting/marketing activities create the meetings that create the pipeline. Meetings.  . 80%. 8.

Referrals: Give Before You Get

Sales Lead Dynamics

We all network for one reason: to find business.  But guess what?  That’s only one part of networking. The other part is helping your colleagues.  Networking is a two way street. Don’t sit around waiting for a referral.  Give one first. Let’s say you’ve agreed to introduce your colleague Mary to another colleague, Fred. Mary hasn’t given you an intro yet.  And she may never give you one. 

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Networking is a Two Way Street

Sales Lead Dynamics

“Networking isn’t selling, marketing, or cold calling. It’s the development and maintenance of mutually valuable relationships. Don’t mix these things up.”. Scott Ginsberg , author of “Hello, My Name is Scott”. It’s not all about you. We network for one reason: to find more business. It’s tempting to focus exclusively on getting something. We often forget about giving something.  . Following Up.

Nurture Your Contacts with the Right Touch

Sales Lead Dynamics

Your contacts are like plants. They need cultivation. Nurture your contacts well and good things can happen. They will give you referrals, and they might even become clients. Meet with them. Make introductions for them. Give them useful ideas. Help them find more business. Send them information. In return, you hope they: Like you and trust you. Consider you the go-to expert in your field. Frequent.

Study: How Much of Your Content Marketing Is Effective?

745 marketers told us how effective their content marketing is. Between November 5 and November 17, we surveyed 601 marketers with an 18-question online survey. A few weeks later, Adweek sent the questionnaire to 144 additional marketers. As the survey was answered by nearly our entire population target, the calculated margin of error was approximately 1 percent. Here's what we learned.

Networking 101: Schmooze or Lose

Sales Lead Dynamics

This is a quiz. At your first face-to-face meeting with a colleague, your goal is to: (a)    Get a referral. (b)   Get at least two referrals. (c)    Get hired for a project. (d)   None of the above. If you chose (a), (b) or (c), you’re dreaming. You have only one objective: to get to know one another. Period. That starts with small talk: discussing kids, family, sports or even the weather. Relax.

Use Trigger Events to Get Your Foot in the Door

Sales Lead Dynamics

This is a quiz. Whose call is Tom (Chief Information Officer at Fortune 1000 company) more likely to return: Harry’s or Mary’s?   “Hi, Tom. This is Harry Jones. I’m an organizational development consultant. work with CIO’s to complete IT projects faster. I do this by training employees to work together more effectively. I’d like to discuss how I might be helpful to your organization. Thanks’.

Prospecting: Do What Comes Naturally.

Sales Lead Dynamics

If you hate going to meet ‘n greet networking events, don’t do it. If you hate cold calling, don’t do it. If you hate blogging, don’t do it. If you hate public speaking, don’t do it. Do something you like. Better yet, do several things. And do them systematically. If It Feels Good, Do It. Rather than calling prospects, she connects via her blog. Prospects are posting comments daily. Schmoozer.

Your Business Has Changed. Adapt To The New World

Sales Lead Dynamics

It’s 2006. Your R & R (Repeat & Referral) business is flowing in. You’ve got more work than you can handle. Life is good. Fast forward to 2009. Your clients are gone. Your sales pipeline is empty. Your competitors are everywhere. Life is, well, not so good. Now it’s 2011. Life is (a little) better. But the world has changed. We’re not going back to 2006. More on that later. Be Clear.

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Content Methodology: A Best Practices Report

If you're concerned that your organization's content marketing isn't as effective as it could be, this report is for you.

Use “Trigger Events” to Get More Business

Sales Lead Dynamics

What’s a “trigger event?”. Don’t worry. You don’t need a gun. Nobody shoots. trigger event is a change at an organization. It could be new management, a new product introduction, a merger, or a reorganization. Also, it could be dissatisfaction with a provider or program. These events often “trigger” a need.  dissatisfied executive needs a new…. fill in the blank.). You get the idea.

Do You Have a Brand?

Sales Lead Dynamics

What’s the best definition of “brand?”.    Noun – A type of product manufactured by a company under a particular name.               Verb – Mark with a branding iron.              Synonyms:  Noun – mark, stamp, sort, kind, make, trademark. Verb – stigmatize, stamp, mark. Source – Wikipedia. 2. “…. brand is the essence or promise of what will be delivered or experienced.” Products.

Queen of her Niche

Sales Lead Dynamics

Lynne Smith personifies the term “perpetual motion” She has a breathtaking array of business development activities. She networks. She writes. She speaks. She coaches. She volunteers. But Lynne is not a hamster on a wheel, running faster and faster but going nowhere. successful financial advisor with a major investment firm, she is definitely going places. brand. Lynne is different.

What’s the Best Way to Get New Business?

Sales Lead Dynamics

This is a quiz. How do the most successful professionals get new business? Spending 16+ hours a week on business development activities. Networking like crazy. Cultivating their clients. Cold calling strangers. Getting leads from the Internet. The answer is ( 3 )  Cultivating their clients. The moral of this story: Be nice to your clients. And ask for the order: repeat business and introductions.

Staffing and Launching Your Content Marketing Program

Brand voice? Editorial calendar? Approval workflow? Learn how to craft the crucial parts of a content marketing program. In the third installment of our five-part playbook series, discover the necessary steps to execute a content marketing program.

What’s the Best Way to Get New Business?

Sales Lead Dynamics

This is a quiz. How do the most successful professionals get new business? Spending 16+ hours a week on business development activities. Networking like crazy. Cultivating their clients. Cold calling strangers. Getting leads from the Internet. The answer is ( 3 )  Cultivating their clients. The moral of this story: Be nice to your clients. And ask for the order: repeat business and introductions.

To Reach Your Sales Goals, Take Baby Steps

Sales Lead Dynamics

You’ve got big plans for 2012.This is supposed to be your break-out year. You followed my advice in For Effective Prospecting, Use a Scorecard and set detailed sales, networking, and marketing goals. What a year.  To make your goals you need: 150 face-to-face meetings, 500 phone discussions, and 150 networking events. How are you going do all of this and still serve your clients? Yikes! Relax.

Eat Your Peas: Always Be Networking

Sales Lead Dynamics

In the good times, the phone rings and business just rolls in. There is no time or need for systematic networking (or so we think). Why should you eat your peas (networking) when there is so much steak around (client work)? Because you’ll run out of steak. It’s called feast or famine. And it’s a service professional’s and small business owner’s curse. Eat more peas and less steak. It’s fun. Thurs.

Triumph of the Niche-Meister: A True Story

Sales Lead Dynamics

Readers of this blog know that I preach incessantly about niches, positioning, content marketing, referral networks, nurturing programs yada, yada, yada…. have finally found someone who actually practices what I preach. This individual has a very successful business. Meet George Bradt, the Niche-Meister.   The Niche is the Thing. George’s niche is an inch wide and a mile deep. But they don’t.

2016 Email Marketing Metrics Benchmark Study

To build a world-class marketing program, it's crucial to compare yourself to the best performers - but competitor data can be scarce.

Tantalize Your Prospects with Intriguing Messages

Sales Lead Dynamics

You’re going crazy trying to reach Ms. Prospect. You’ve called her four times but she hasn’t picked up the phone. You’ve left three detailed voicemail messages describing your services. She hasn’t called you back. You sent her an email with your slide presentation.  You even sent a Fed-Ex letter with your brochure.  No response. They all sound alike. Booorrrrring! Ditch the sales pitch. Prospect!

Publish or Perish. Become a Thought Leader.or Else

Sales Lead Dynamics

In academia, it’s “publish or perish.” It’s getting that way in professional services, too. Thought leadership” (a.k.a. marketing your expertise via writing and speaking) is probably the best way to find new clients. But it’s not just a great marketing tool. It’s becoming a necessity. Prospects rely on thought leadership to determine your credibility and distinguish you from competitors.

Reach Prospects Via The Back Door, Not The Front.

Sales Lead Dynamics

Harry (not his real name) is an organizational development consultant I spoke to recently. He helps CIO’s (Chief Information Officers) complete IT projects faster by training employees to work together more effectively. Harry is an expert. He’s written two books. He has a valuable service. He has a good track record. But he’s getting nowhere by cold calling CIO’s. It’s called a referral.

The Three Keys to Successful Networking = Niche + Venue + Follow Up

Sales Lead Dynamics

Fred (not his real name) is a lawyer I met recently. He is a litigator representing large companies, and he recently left a large New York law firm to become a partner in a small suburban firm. Fred needs to bring in business for his new firm. He’s networking like crazy. asked Fred where he got most of his referrals. Fred will probably never get a referral from that networking group. You’re toast.

Content Marketing Playbook: Strategy and Roadmap

Every brand’s content roadmap is different; each path to success is unique to that brand’s story, perspective, assets, and goals. But there is an overarching approach that’s proven to work—one we’ve refined after helping hundreds of brands reach their content marketing goals and after speaking with some of the brightest minds in the industry.

The Phone Has Stopped Ringing. Now What?

Sales Lead Dynamics

When times were good, many successful professionals didn’t need a well defined niche. All their business came via “R & R” (Repeat and Referral). They relied on their reputations and connections. The The phone rang. Business flowed in. Then, the phone stopped ringing. This has left many professionals floundering. They have no target market. They have no clear message. What’s Your Niche? To Whom.

A Referral is a Gift. Be Thankful.

Sales Lead Dynamics

It was Christmas Day. We were at a friend’s house. The friend gave my then five-year-old son, Jay, a gift. asked Jay “Now, what do you say when someone gives you a present?” His response: “ What’s next ?”. He was supposed to say “ Thank you ,” of course. But you can forgive a five-year-old. Kids have a lot to learn. So do some adults. Referral recipients often act like five-year-olds. Acknowledge.

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Avoid the B-Word (Budget)

Sales Lead Dynamics

Your initial phone call with Ms. Prospect is going well. She has a problem. You’ve convinced her that you can solve it. Now it’s time to see if she is really serious. You ask “What is your budget for this?”. Silence……… Then she says “I don’t have one.”. Prospect is flummoxed. So are you. You asked the wrong question. Worse, you may have killed the deal. Prospect is not only confused. process.

BANT 11

Your Profile: The Key to Real LinkedIn Success

Sales Lead Dynamics

By:          Peter Helmer and Marc Halpert. Note: I co-authored this article with my good friend Marc Halpert, a LinkedIn expert. His bio is at the bottom of this post). Your brand should be your biggest asset.  It’s your reputation. It’s what you deliver. It’s why clients hire you. It’s why colleagues refer you. That means more colleagues will refer you and more prospects will find you. Get Hired.

B2B Marketing Trends for 2016

25 B2B marketing thought leaders answer the question "What do you expect to B2B marketers to be doing more of or differently in 2016?" The results are amazing insights around content marketing, achieving business results, alignment, employee advocacy, new technologies, customer experience and more.