2011

Sales Lead Dynamics

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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.

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?

Brand 39

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.

The Rise of the Customer Marketer

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

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.

Rules 21

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.

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!

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.

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 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.

Does Your Mother Know What You’re Doing?

Sales Lead Dynamics

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. And that means missed opportunities. It Should be so Easy.

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.

Does Your Mother Know What You’re Doing?

Sales Lead Dynamics

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. And that means missed opportunities. It Should be so Easy.

Does Your Mother Know What You’re Doing?

Sales Lead Dynamics

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. And that means missed opportunities. It Should be so Easy.

Seven Rules for Effective Networking

Sales Lead Dynamics

“It’s not net-sit or net-eat. It’s net-WORK”. Ivan Misner, Founder of BNI. Yes, networking is work. It requires systematically connecting with the right people in the right places with the right message and the right touch. . Here are seven networking “rules” that I consider essential. 1.   Be Distinctive – There is a reason why this is Rule #1. You want to appeal to as many people as possible.

Seven Rules for Effective Networking

Sales Lead Dynamics

“It’s not net-sit or net-eat. It’s net-WORK”. Ivan Misner, Founder of BNI. Yes, networking is work. It requires systematically connecting with the right people in the right places with the right message and the right touch. . Here are seven networking “rules” that I consider essential. 1.   Be Distinctive – There is a reason why this is Rule #1. You want to appeal to as many people as possible.

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.

Seven Rules for Effective Networking

Sales Lead Dynamics

“It’s not net-sit or net-eat. It’s net-WORK”. Ivan Misner, Founder of BNI. Yes, networking is work. It requires systematically connecting with the right people in the right places with the right message and the right touch. . Here are seven networking “rules” that I consider essential. 1.   Be Distinctive – There is a reason why this is Rule #1. You want to appeal to as many people as possible.

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.

The Telephone: Your Best Networking Tool

Sales Lead Dynamics

In a world of Twitter, Facebook, LinkedIn, email, instant messages, and text messages, the telephone seems like a quaint relic of a bygone age. It’s not. The telephone is arguably the most powerful weapon in your communications arsenal. But you need to know when to use the phone, when to use electronic communication, and when to use to use the two in combination. There’s a big difference.

The Telephone: Your Best Networking Tool

Sales Lead Dynamics

In a world of Twitter, Facebook, LinkedIn, email, instant messages, and text messages, the telephone seems like a quaint relic of a bygone age. It’s not. The telephone is arguably the most powerful weapon in your communications arsenal. But you need to know when to use the phone, when to use electronic communication, and when to use to use the two in combination. There’s a big difference.

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.

Networking Venues: Fish Where the Fish Are

Sales Lead Dynamics

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 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.

Networking Venues: Fish Where the Fish Are

Sales Lead Dynamics

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 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.

Get the Most Out of That First Networking Meeting

Sales Lead Dynamics

You were determined to get the most out of that networking event.  Like a diligent networker, you collected the business cards of each person you met. When you got back to your office, you dutifully input the contact info into your computer.  Then, you decided whom to follow up with. . Within a day, you had three breakfast meetings scheduled. You felt like networking rock star! How come?

Referral Partners Feed Each Other. Find Some.

Sales Lead Dynamics

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. IT Firm.

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.

Hook ‘em with Ideas, Not Hype (Or Chutzpah)

Sales Lead Dynamics

David Meerman Scott, author of The New Rules of Marketing and PR says that there used to be three ways to generate business: Buy, Bug, and Beg (aka The Three B’s). Buying Advertising. Bugging   Sales Prospects. Begging the media for coverage. The Three B’s no longer work so well. Buyers are tuning out advertising messages. Sales prospects are increasingly harder to reach. Lead Qualification.

Your Niche: The Key Ingredient for Success

Sales Lead Dynamics

“I like variety”. “I want to work on all kinds of projects.”. “I’ll do whatever a client asks”. “I don’t want to miss any opportunities”. “I don’t want to limit my options”. These statements argue for the broadest possible positioning: Being many things to many people. After all, in tough times, you want to appeal to everybody. Right? Wrong. Colleagues won’t know how to refer you. As C.J.

The First Networking Meeting: Schmooze or Lose

Sales Lead Dynamics

You’re having a networking lunch with Fred, a well connected lawyer, and Tom, a mutual friend who set up the lunch. The usual pleasantries ensue, discussion of kids and family etc. You’re getting antsy. You think to yourself “Fred could be a referral goldmine. Enough of this idle chit-chat. Let’s get down to business. want to leave here with at least three referrals.”. He’ll head for the hills.

Don’t Blow the Big Meeting. Ditch the Sales Pitch.

Sales Lead Dynamics

You’ve just scheduled an initial meeting with Ms. Big Prospect. But it’s only 30 minutes. So much to tell her, so little time. Where will you start? Should you show your slides? Perhaps your brochure? Surely, your white papers will impress her. Forget it. Don’t do an information dump on Ms. Prospect. In fact, don’t show her even one piece of paper (or one slide). Agree on next steps. Prospect.

The B2B Marketer's Field Guide To Customer Engagement

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

With Big Prospects, Start Small

Sales Lead Dynamics

Your first meeting with Ms. Prospect just ended. You realize that she has lots of problems and buckets of money.  This could be a whole year’s worth of work. What a bonanza! Time to propose a six figure mega project. Not so fast. There is one little problem: she doesn’t know you. She’s not going to risk her reputation and her company’s money on an unknown service provider. Start small. Be patient.

It’s Not an Elevator “Pitch.” It’s a Stairway “Conversation”

Sales Lead Dynamics

You have a recurring dream. After months of pursuing him, you’re alone in an elevator with Mr. BIG PROSPECT. You give him your pitch. He’s blown away. When you both get off at the 50 th floor, you’ve got a deal. Closing a deal with an elevator pitch happens only in your dreams, not in the real world. First, it’s almost impossible to sell complex services with a 60 second spiel. Follow their lead.”.

Cold Calling “Campaigns”: When You Throw Spaghetti at the Wall, Nothing Sticks.

Sales Lead Dynamics

“A cold call campaign is founded on the one-two punch theory of sales. First, you send out a stack of “enticing&# letters to people you don’t know, and second, you call them and solicit their business….you you hope a small percentage of those you contact will agree to meet with you.”. Dream On. That means building a referral network and/or doing a lot of research. Hmmmmm……….

Are Your Sales Cycles Like “Groundhog Day?”

Sales Lead Dynamics

In the movie “Groundhog Day,” Bill Murray plays Phil, a meteorologist. Phil wakes up to find that he is reliving February 2″ according to the Wikipedia plot summary.  “The day plays out exactly as it did before, with no one else aware of the time loop , and only Phil aware of past events.”. Some sales cycles are like that. You meet repeatedly with a prospect. Nothing happens. Bad sign).

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.