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.

CPA 54

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.

The Rise of the Customer Marketer

Explore the changes taking place in customer marketing from the perspective of customer marketers themselves.

How to Find Your Niche

Sales Lead Dynamics

In my last blog post Why You Need a Niche , I explained, well, ah …….why why you need a niche. The reason is pretty clear: you can make more money. Clear Niche = More/Better Referrals = More Clients. Here’s how to get started. What Distinguishes You? niche is an area of expertise that helps you stand out and distinguish you from your competitors. Industry (IT, Healthcare, Lawyers etc.). Specialty.

CPA 34

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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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.

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.

Six Key Steps to Successful Marketing Automation Adoption

Selecting a Marketing Automation platform can be a daunting task. With so many options out there, your success with Marketing Automation depends on selecting the platform that best fits your needs.

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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8 Ways to Create More Effective Lead Generation Programs

Explore key areas you should focus on with your content syndication strategy in order to help you get the attention of your target audience and build trust.

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.

A Blueprint for Content Marketing Success

84% of marketers plan to increase their content marketing spend over the next 5 years but less than half have any real confidence such content investments are paying off, based on a recent CEB survey.

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.

Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful.

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.

The B2B Marketer's Field Guide To Customer Engagement

Leverage customer engagement and advocacy to drive brand, demand and profitable growth.

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.

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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.

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.