| | | Sales Lead Dynamics | | | | 37 articles |
| Page 1 of 1 | Previous | Next | SALES LEAD DYNAMICS AUGUST 23, 2011  Networking is a Two Way Street “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. | SALES LEAD DYNAMICS JANUARY 25, 2011  Prospecting Is a Marathon, Not a Sprint. 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. | | | | | |
| SALES LEAD DYNAMICS JANUARY 13, 2011  Your Business Has Changed. Adapt To The New World 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. | SALES LEAD DYNAMICS JANUARY 4, 2011  The Phone Has Stopped Ringing. Now What? 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. | SALES LEAD DYNAMICS JULY 14, 2011  Eat Your Peas: Always Be Networking 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. | SALES LEAD DYNAMICS APRIL 5, 2011  Publish or Perish. Become a Thought Leader.or Else 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. | | | | | | | |
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SALES LEAD DYNAMICS | THURSDAY, MARCH 3, 2011  Use Trigger Events to Get Your Foot in the Door
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. m an organizational development consultant. work with CIO’s to complete IT projects faster. do this by training employees to work together more effectively. d like to discuss how I might be helpful to your organization. Please call me at 123-456-7890”. Tom, this is Mary Smith. see your company is merging with ABC, Inc. IT department mergers have a very high failure rate. Let’s talk to see if there is a fit. Thanks’. Call for a Reason. MORE >> -
SALES LEAD DYNAMICS | TUESDAY, DECEMBER 20, 2011  Does Your Mother Know What You’re Doing?
You’re smart. You’re an expert. You do great work. Clients love you. But does your mother know what you do? If not, you’ve got a problem. You may be able to explain your business to experts in your industry and people familiar with your work. But if you can’t describe it to your mother, you probably can’t describe it to a lay audience. That means that people you meet at networking events, social events, and in the course of your business day won’t understand what you do. And that means missed opportunities. It could mean the difference between business success and failure. It Should be so Easy. MORE >> -
SALES LEAD DYNAMICS | MONDAY, OCTOBER 3, 2011  Networking Venues: Fish Where the Fish Are
Fred has just left the corporate world and is looking for consulting assignments. He wants to meet Fortune 1000 CMO’s (Chief Marketing Officers). Searching for prospects and referral sources, he decides to go to a local chamber of commerce event. He meets a seemingly endless parade of mortgage brokers, financial advisors, insurance agents, graphic designers, small business bankers, chiropractors, massage therapists, and business coaches. He quickly discovers something : They don’t understand what he does. They don’t know any CMO’s. They don’t even know what a CMO is. It’s just a blur. Right. MORE >> -
SALES LEAD DYNAMICS | THURSDAY, SEPTEMBER 15, 2011  Prospecting: Do What Comes Naturally.
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. One of the worst marketing mistakes you can make as an independent professional is to create a marketing plan that consists of activities you don’t enjoy and aren’t good at. ……………….If Rather than calling prospects, she connects via her blog. Prospects are posting comments daily. It’s a smorgasbord. MORE >> -
SALES LEAD DYNAMICS | MONDAY, JULY 25, 2011  Referral Partners Feed Each Other. Find Some.
Your clients and networking buddies are not necessarily your best referral sources. They may not know of opportunities. They may not always remember you. They may not even understand what you do. Referral partners are different. They are non-competitive professionals serving the same market. They have an incentive to refer you. You can feed each other. Get to Know People in the Know. Professionals serving your market can be great referral sources for several reasons. These professionals: Know your market and are well connected at many companies. Commercial Real Estate. Real Estate Broker. MORE >>
- Do You Have a Brand? SALES LEAD DYNAMICS | THURSDAY, JUNE 9, 2011
- Tantalize Your Prospects with Intriguing Messages SALES LEAD DYNAMICS | MONDAY, MAY 2, 2011
- Cold Calling “Campaigns”: When You Throw Spaghetti at the Wall, Nothing Sticks. SALES LEAD DYNAMICS | FRIDAY, MARCH 11, 2011
- Reach Prospects Via The Back Door, Not The Front. SALES LEAD DYNAMICS | WEDNESDAY, FEBRUARY 23, 2011
- Are Your Sales Cycles Like “Groundhog Day?” SALES LEAD DYNAMICS | WEDNESDAY, FEBRUARY 16, 2011
- The Three Keys to Successful Networking = Niche + Venue + Follow Up SALES LEAD DYNAMICS | FRIDAY, FEBRUARY 11, 2011
- The Telephone: Your Best Networking Tool SALES LEAD DYNAMICS | MONDAY, OCTOBER 17, 2011
- Get the Most Out of That First Networking Meeting SALES LEAD DYNAMICS | THURSDAY, AUGUST 4, 2011
- Triumph of the Niche-Meister: A True Story SALES LEAD DYNAMICS | WEDNESDAY, JULY 6, 2011
- The First Networking Meeting: Schmooze or Lose SALES LEAD DYNAMICS | FRIDAY, MAY 13, 2011
- With Big Prospects, Start Small SALES LEAD DYNAMICS | THURSDAY, APRIL 14, 2011
- Don’t Be A Digital Lemming. Send Your Prospects Letters, Not Emails. SALES LEAD DYNAMICS | WEDNESDAY, FEBRUARY 2, 2011
- For Effective Prospecting, Use a Scorecard. SALES LEAD DYNAMICS | MONDAY, NOVEMBER 7, 2011
- Seven Rules for Effective Networking SALES LEAD DYNAMICS | MONDAY, NOVEMBER 28, 2011
- Does Your Mother Know What You’re Doing? SALES LEAD DYNAMICS | TUESDAY, DECEMBER 20, 2011
- Networking Venues: Fish Where the Fish Are SALES LEAD DYNAMICS | MONDAY, OCTOBER 3, 2011
- The Telephone: Your Best Networking Tool SALES LEAD DYNAMICS | MONDAY, OCTOBER 17, 2011
- For Effective Prospecting, Use a Scorecard. SALES LEAD DYNAMICS | MONDAY, NOVEMBER 7, 2011
- Seven Rules for Effective Networking SALES LEAD DYNAMICS | MONDAY, NOVEMBER 28, 2011
- Does Your Mother Know What You’re Doing? SALES LEAD DYNAMICS | TUESDAY, DECEMBER 20, 2011
- Seven Rules for Effective Networking SALES LEAD DYNAMICS | MONDAY, NOVEMBER 28, 2011
- For Effective Prospecting, Use a Scorecard. SALES LEAD DYNAMICS | MONDAY, NOVEMBER 7, 2011
- Hook ‘em with Ideas, Not Hype (Or Chutzpah) SALES LEAD DYNAMICS | WEDNESDAY, JUNE 22, 2011
- Your Niche: The Key Ingredient for Success SALES LEAD DYNAMICS | FRIDAY, MAY 20, 2011
- Don’t Blow the Big Meeting. Ditch the Sales Pitch. SALES LEAD DYNAMICS | WEDNESDAY, APRIL 20, 2011
- It’s Not an Elevator “Pitch.” It’s a Stairway “Conversation” SALES LEAD DYNAMICS | MONDAY, MARCH 28, 2011
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