Sales Lead Dynamics

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What’s Your Prospecting Plan? – Part I

Sales Lead Dynamics

For more on this, please see the “branding” section of my blog post list. 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. Your niche.

Plan 49

Find Your Business Development Comfort Zone.

Sales Lead Dynamics

Fred the consultant has been Tweeting, Friending, Linking in, and blogging. Writing/Blogging. He’s also trying to set up a webinar and podcast series. In the past week, he’s had five one-on-one networking meetings and attended six local events. And now he wants to give workshops. Fred is dizzy from all this activity. Worse, he isn’t finding any new business. What’s Your Market? Small.

Prospecting Is a Marathon, Not a Sprint.

Sales Lead Dynamics

quote Rain Today articles regularly in my blog posts, and I have a very high regard for Mike and John 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?

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.).

CPA 34

B2B Marketing Trends for 2016

marketing topics on the Webbiquity blog. ranging from single-person businesses to $1 billion+ corporations. A few recent success stories:  Doubled a large office products company's online footprint, launched a successful blog, increased organic search traffic to its main corporate site by 74% over a two- year period, and grew Web-generated leads by 79% in a challenging economic environment.

Use Trigger Events to Get Your Foot in the Door

Sales Lead Dynamics

plan to write about the two services in a future blog post 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. Please call me at 123-456-7890”. Tom, this is Mary Smith. I see your company is merging with ABC, Inc. Thanks’. Have fun, Tom.

Prospecting: Do What Comes Naturally.

Sales Lead Dynamics

If you hate blogging, don’t do it. Rather than calling prospects, she connects via her blog. Writing/Blogging.  . 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 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. Schmoozer.

Your Business Has Changed. Adapt To The New World

Sales Lead Dynamics

quote Rain Today articles regularly in my blog posts, and I have a very high regard for Mike and John 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. Be Clear.

Rules 21

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…. He also writes two or three blog posts a week. The site offers downloadable tools, articles, blog posts, and book summaries. have finally found someone who actually practices what I preach. This is all PrimeGenesis does.

B2B Marketing Trends for 2016

marketing topics on the Webbiquity blog. ranging from single-person businesses to $1 billion+ corporations. A few recent success stories:  Doubled a large office products company's online footprint, launched a successful blog, increased organic search traffic to its main corporate site by 74% over a two- year period, and grew Web-generated leads by 79% in a challenging economic environment.

Publish or Perish. Become a Thought Leader.or Else

Sales Lead Dynamics

You can publish your own articles on the web via email broadcasts to your own mailing list, posting them on your website or blog or submitting them to the thousands of independent websites, ezines, and blogs eager for fresh content to inform or entertain their visitors.”. In academia, it’s “publish or perish.” It’s getting that way in professional services, too.

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

Sales Lead Dynamics

For ideas on defining your niche, you can check out my blog posts: Specialize. 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. He is wasting his time. You’re toast.

Goat’s dairy is antimicrobial and is being examined to deal with diarrhea by locals

Sales Lead Dynamics

Sites contain: Material plants (good for start although not to get a job) Wikis (for practice as well as for discussing understanding) Websites (your own and other people’s – guest blogging) Business and other websites wanting material Information sites Professional sites. Modify Report Howto Be Described As A Skilled Content Author Skilled material authors develop written content for a living. You’ll be able to not write discontent on all kinds of issues, for all sorts of organizations, to medical and technological sites from common websites. Be disciplined. Essay

How-to Measure the Student’s Achievement

Sales Lead Dynamics

Blogging Blogging is straightforward and enjoyable and, again, writing capabilities that are excellent are n’t needed by you. You will get your own personal personalized blog by obtaining a website and hosting package which includes the Fantastico component. This element enables you to deploy the blogging software with 1 press that is simple. It truly is not super slow and straightforward and you will be blogging right away. Blog about this! By Quinn –> –> There are many quick and easy methods to create some extra cash online. Essays

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.).

CPA 2

B2B Marketing Trends for 2016

marketing topics on the Webbiquity blog. ranging from single-person businesses to $1 billion+ corporations. A few recent success stories:  Doubled a large office products company's online footprint, launched a successful blog, increased organic search traffic to its main corporate site by 74% over a two- year period, and grew Web-generated leads by 79% in a challenging economic environment.

Blogging: Get Your Feet Wet First

Sales Lead Dynamics

I like blogging. It’s fun, and my blog has generated new business, useful connections, and speaking engagements for me. Before you launch your own blog, test the waters by participating on other blogs. The Downside of Blogging. The cost of blogging is low, and the technology is simple to use. Blogging may not be an effective marketing tactic for you.

You Need a Prospect List – Part II

Sales Lead Dynamics

For more on this, please see my blog post   Want More Referrals from Clients? In my last post , I discussed why you need a prospect list and how to assemble one. You read the post. You’ve diligently done your homework. You’ve combed though all of manner of databases and directories. You’ve got your list. Now it’s time to do something! Introductions vs Direct Contacts. Prospect.

Eat Your Peas. Keep on Blogging.

Sales Lead Dynamics

For many of us blogging is like eating peas. blog can be a powerful marketing tool.  Joe Pulizzi of The Content Marketing Revolution talks about the benefits of blogging in a recent post, “ 37 Reasons to Blog.” I won’t cite all 37 reasons, but I’ve categorized them and excerpted (verbatim) nine reasons below. Can you really be an industry thought leader without a blog?

You Found Your Niche. Now, Craft Your Message.

Sales Lead Dynamics

In my last blog post Find Your Niche! , I offer tips on defining your business: your services, your target market, the problems you solve. You took a whack at it. It was painful. And it was time consuming. But all that research and analysis paid off. You did it. You’ve found your niche. Congratulations. Now comes the hard part. It isn’t enough just to carve out  a niche. Clearly. Branding

You Found Your Niche. Now, Craft Your Message.

Sales Lead Dynamics

In my last blog post Find Your Niche! , I offer tips on defining your business: your services, your target market, the problems you solve. You took a whack at it. It was painful. And it was time consuming. But all that research and analysis paid off. You did it. You’ve found your niche. Congratulations. Now comes the hard part. It isn’t enough just to carve out  a niche. Clearly. Branding

You Found Your Niche. Now, Craft Your Message.

Sales Lead Dynamics

In my last blog post Find Your Niche! , I offer tips on defining your business: your services, your target market, the problems you solve. You took a whack at it. It was painful. And it was time consuming. But all that research and analysis paid off. You did it. You’ve found your niche. Congratulations. Now comes the hard part. It isn’t enough just to carve out  a niche. Clearly. Branding

For Effective Prospecting, Use a Scorecard.

Sales Lead Dynamics

Blog posts a month. 2. Blog Posts.  .  .  .  . 1. 1. 1. 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. Set goals for those activities. Meetings.  .

Get the Most Out of That First Networking Meeting

Sales Lead Dynamics

For more on this see my blog post The First Networking Meeting: Schmooze or Lose. Other ways to stay in touch: Invite her to subscribe to your newsletter or blog. 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. Then, you decided whom to follow up with. . But then nothing happened.

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

Sales Lead Dynamics

70% of new business generated by blog. 25% increase in unique blog visitors. Writes blog post several times a week. Blog has become principal marketing vehicle with 5,000 visitors. Result : The blog now generates 70% of the firm’s new business. Buying Advertising. Bugging   Sales Prospects. Begging the media for coverage. The Three B’s no longer work so well.

Don’t Be A Digital Lemming. Send Your Prospects Letters, Not Emails.

Sales Lead Dynamics

Kendra this time writing in Insider Tips to Avoid Becoming a Digital Prospecting Lemming (from which I shamelessly stole the headline for this blog post) adds  “…. Email is a remarkably efficient communications tool. It’s fast. It’s free. It can reach hundreds of people at once. That’s why we use email for prospecting. It’s so easy. But we’re all doing the same thing. We’re digital lemmings.

To Stay Visible: Be Understandable, Be Memorable, Be Credible

Sales Lead Dynamics

In my September 29th blog post To Get More Referrals, Stay On the Radar Screen , I discussed broadly the process of keeping visible: making a plan, keeping score, and spreading the word. Your newsletter or blog with an invitation to subscribe. Comment on the person’s blog directly. Challenge #1 – They must clearly understand what you do. Challenge #2 – They must remember you.

Don’t Keep Your Referral Sources Guessing

Sales Lead Dynamics

“ For more details on explaining your prospect’s demographics (industry, company size etc) and psychographics (fears, goals etc), see my blog post To get a referral from you do I have to paint a picture? Guess why you may not get as many referrals as you’d like? You keep your referral sources guessing. But they can’t if they don’t know what you’re looking for. You look vague. C.A.P.S

Extra, Extra: To Get More Leads, Harness the Power of the Press Release

Sales Lead Dynamics

Prospects may read about you on LinkedIn, a blog post or Twitter, for instance. Ephraim Cohen of The Fortex Group , a PR planning and services firm, captures this well in the graphic (click to enlarge) below.  He describes the new world as an “ecosystem” where the media, search engines, blogs and social networks feed one another. The media were the messengers. Things have changed.

PR 2

To Get More Referrals, Stay On the Radar Screen

Sales Lead Dynamics

Consider a blog. See my post Blogging: Get Your Feet Wet First. It’s hard to predict when or from whom you’ll get a referral. But it’s a safe bet that you won’t get many if your contacts don’t remember you. You need to stay on their radar screens. I’m not talking about the people you see regularly. They’ll remember you. You need to stay top-of-mind with these contacts. Make A Plan.

RoAne’s Law of Networking: Schmooze or Lose

Sales Lead Dynamics

We can blog. In today’s high tech world we have many ways to communicate. We can text. We can tweet. We can email. We can IM. And we can even yammer. But there’s one thing we can’t do electronically. We can’t schmooze. What is schmoozing? “ It’s Yiddish and it means easy -going, relaxed conversation. But it is the first step in any successful business relationship. She was terrific.

New Member of B2B Marketing Zone

Sales Lead Dynamics

I am pleased to announce that the Sales Lead Dynamics Blog is now part of the B2B Marketing Zone.  The “Zone” is a site that aggregates b2b blogs and also publishes a daily email digest of blogs.  I find the site and the digest very useful. In fact, I get many of my blog ideas from the “Zone.” I urge you to check out the site regularly and subscribe to the digest.

Don’t Turn Your Elevator “Speech” into a Commercial

Sales Lead Dynamics

None of your business, fella.  As I regularly advocate in my blog posts, focus on these questions. You’re at a networking meeting. A woman asks you what you do. You respond “ My firm is the leading provider of best-of-breed, next-generation, cutting-edge, enterprise-class, end-to-end solutions. ” Her reaction is immediate… and predictable. Either way, you lose. It’s meant to engage.

What Will You Say When He (or She) Pops THE BIG QUESTION?

Sales Lead Dynamics

Mike Schultz and John Doerr of Rain Today make some interesting (and humorous) points in a recent blog post “ ‘What do you do?’ In romance, The Big Question is “Will you marry me?” The answer is straightforward. It’s “yes or no”. In networking, the Big Question is “ What do you do? ” The answer is anything but straightforward. But you better get it right. We’re unique because…”.

Hate Cold Calling? You May Not Have a Choice.

Sales Lead Dynamics

But you’ll never get there without a consistent marketing effort (speaking, writing, networking, blogging I wrote last week about the alternatives to cold calling: Email, Online Events, Social Media. But guess what:  you may not have a choice. The Only Game in Town. In some cases it may be the only tactic available. The good news was that I landed two clients. hope never to repeat it.

Are You a Thought Leader? No, You’re a Guru.

Sales Lead Dynamics

Another colleague puts on workshops at a local public library.  A blog is an easy place to start writing. For some useful ideas on blogging, check out Ellie Becker’s and Bernadette Nelson’s April 2 nd column in the Fairfield Country Business Journal. I really don’t like the term “Thought Leader.” It sounds pretentious. What is a thought leader, anyway? But few of us are gurus.

12 Lessons I’ve Learned from Writing 1,000 Blog Posts

Webbiquity

In Taekwondo, students are taught they must perform each kick at least 1,000 times before they can safely say they have learned the kick perfectly. I’m not sure I craft “perfect” blog posts even after writing 1,000 of them—but I’ve certainly learned a few things. But blogging success is impossible without regular posting. Hence, 1,000. Quality matters.

5 Ways Blog Analytics Improve Your Business Blog

Writing on the Web

How do you use your blog analytics ? There There are many easy-to-use blogging analytics tools out there, but the really successful bloggers know their results and tailor their blogs accordingly. This is the fifth element in the CAST system for effective blog content : C ontent (compelling). And if you haven’t subscribed to my blog, now would be a perfect time!

Top Marketing Blogs You Should Be Reading

Radius

For marketers, it probably doesn’t come as a surprise that blogs are the second most used tactic for content marketing (behind social media content). But if you’re like me, then chances are you’re pretty selective with your blog subscriptions and visits. That’s exactly why we share a list of the top marketing blogs each year. The Best Marketing Blogs of 2015. ABM Blogs.

[Infographic] 10 Ways to Generate More Leads from Your Business Blog

The Point

The social media landscape is littered with business blogs that, on the surface, do everything right. Most of those same blogs, however, do little to generate leads, subscribers, or any other kind of measurable engagement or ROI. If you’ve got the content nailed, turning your blog into a demand generation machine may require little more than a few simple changes.