Prospects may read about you on LinkedIn, a blog post or Twitter, for instance. He describes the new world as an “ecosystem” where the media, search engines, blogs and social networks feed one another. Once upon a time a press release was designed solely to get media attention. The goal was a (favorable) mention in print or on the air. The media were the messengers. Things have changed. You are now the messenger. With online press releases you can certainly reach the media. But, more importantly, you can reach your prospects and referral sources directly via the Internet. . Award. MORE >>

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. 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. MORE >>

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. He’s like a hamster on a wheel: Running faster and faster but getting nowhere. Fred should take a deep breath and ask himself two questions: What’s the best way to reach my prospects and referral sources? What’s Your Market? MORE >>

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. In fact, I get many of my blog ideas from the “Zone.” Provide an Easy to Navigate Site – End users most often are people who are not regular readers of the blogs and other sources.  Help Surface Content that Might Not be Found – It’s often hard to find and understand blog content that’s spread across sites.  I find the site and the digest very useful. MORE >>

“ 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. Your referral sources (networking colleagues and current and former clients) want to help. But they can’t if they don’t know what you’re looking for. You need to educate them.  . How Not To Get a Referral. We all know we’re supposed to regularly ask for referrals. You look vague. MORE >>