Sales Lead Dynamics

Trending Sources

Don’t Sell Your Services. Sell Your Results.

Sales Lead Dynamics

conduct audits for mid-sized manufacturing businesses so they can get bank loans. “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. Don’t sell the features. Sell the benefits. Sell results. Right?

CPA 43

Find Your Business Development Comfort Zone.

Sales Lead Dynamics

Worse, he isn’t finding any new business. What business development activities do I enjoy? That will partially dictate your business development approach. Small Businesses/Professionals- There are many ways to reach local business owners and professionals (lawyers, accountants, consultants etc) who are prospects and referral sources. Business. Corporate.

Your Profile: The Key to Real LinkedIn Success

Sales Lead Dynamics

The result: fewer business opportunities. If they don’t understand that, You won’t get the business. After – “Seasoned entrepreneurial business expert in technology turnarounds; demonstrated   expertise in business reorganization and re-engineering.”. Your specialties i.e. business development, forensic accounting, team building, etc. It’s what you deliver.

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? The questions pertain only to the business you personally generate. Referrals from your network? Additional work from existing clients?

Study: How Much of Your Content Marketing Is Effective?

effective in measuring business results. only if the external publications are relevant to your business. content to business results. identified budget (34 percent), the inability to measure business. It will keep them busy for a while, but that’s. business content. Copyright © 2015 Contently. All rights reserved. Marketing is Effective? Introduction 4 II.

What’s Your Prospecting Plan? – Part I

Sales Lead Dynamics

We’re all looking for business. All of these can be effective business development tools. If you don’t have a niche, your business development effort is a waste. Ditto for business organizations such as Chambers of Commerce. I’ve used these often for client projects and for my own prospecting. Publications – Trade and business publications often publish directories.

Plan 39

Don’t Just Show Up. Follow Up.

Sales Lead Dynamics

Don’t Decorate With Business Cards – When you return from a networking event, immediately review the business cards you’ve collected. think we have some areas in common and might be able to help one another. I’d like to schedule a phone call to discuss our respective businesses. “70% of success in life is showing up.” ” Woody Allen.

Networking is a Two Way Street

Sales Lead Dynamics

We network for one reason: to find more business. Clearly understand each other’s business. “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. It’s tempting to focus exclusively on getting something.

How to Find Your Niche

Sales Lead Dynamics

It’s your profession/business (law, accounting, management consulting, investment advice, insurance etc) PLUS one or more of the following: Service (forensic accountant, turnaround consultant, Interim CFO etc). Client’s Target Market  (business owners, affluent individuals etc). Business Size (number of employees, revenues, etc.). Selling Businesses. Business Lawyer.

CPA 27

Evangelizing a Content Marketing Program

concrete business goals: — Ultimate Content Strategist Playbook: Content Road- map — Ultimate Content Strategist Playbook: Content Execu- tion — Ultimate Content Strategist Playbook: Growing Your. Content Marketing: When Figuring out if content marketing is right for your business. with deciding on what business goals. broader business goals. All rights reserved. brands.

Prospecting Is a Marathon, Not a Sprint.

Sales Lead Dynamics

The key to success for these businesses has been their ability to create and manage effective systems to accomplish their goals. “. 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.

Referrals: Give Before You Get

Sales Lead Dynamics

We all network for one reason: to find business.  If you don’t clearly understand Mary’s business or whom she wants to meet, your efforts will be for naught.  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. Mary hasn’t given you an intro yet. 

Mail 27

Do You Have a Brand?

Sales Lead Dynamics

also used to think that “branding” applied to consumer products, not to b2b businesses or professional services firms. Even in the b2b world, brand perception and brand awareness matter.   “ Your ability to acquire clients, increase profits and expand your business …. Value Proposition – Why clients do business with you.  I used to think a brand was just a logo. Now what?

Brand 31

For Effective Prospecting, Use a Scorecard.

Sales Lead Dynamics

When you’re looking for new business, keep score. detailed scorecard can measure the effectiveness of your business development effort and allow you to change course, if necessary. Let’s say you’re a business coach. It shows the results of your business development activities: closed deals, proposals, meetings. But that is only part of the process. You need more. 80%. 8.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

49 percent work across B2B and B2C businesses. could fuel better business results. business results, just 10 percent of respondents. content metrics and business results. BUSINESS RESULTS? 5% 25% 22% VERY. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. 2016 STAFFING, MEASUREMENT, AND. Introduction II. What paid.

For Effective Prospecting, Use a Scorecard.

Sales Lead Dynamics

When you’re looking for new business, keep score. detailed scorecard can measure the effectiveness of your business development effort and allow you to change course, if necessary. Let’s say you’re a business coach. It shows the results of your business development activities: closed deals, proposals, meetings. But that is only part of the process. You need more. 80%. 8.

Networking 101: Schmooze or Lose

Sales Lead Dynamics

As the old networking adage does, “ People do business with people they know, like and trust.”. The “know” and “like” parts come from learning about each other’s personal lives more than your business lives. You’ll never do business if you don’t like each other. We ended up discussing some business as well. Ideally, though, you will discuss business. Period.

Nurture Your Contacts with the Right Touch

Sales Lead Dynamics

Help them find more business. How helpful could he/she be for your business? 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. Send them information. Remember you when opportunities arise.

Use Trigger Events to Get Your Foot in the Door

Sales Lead Dynamics

Companies who are serious about shortening the time it takes for their sellers to crack into corporate accounts would be advised to establish a relationship with firms who specialize in aggregating business news and corporate data. This makes it much easier for seller to keep on top of the rapidly changing business environment. This is a quiz. Please call me at 123-456-7890”. Thanks’.

5 New B2B Sales and Marketing Strategies

then seamlessly scores, qualifies and alerts the appropriate business. between marketing and sales to achieve previously elusive business objectives. 5 New B2B Sales and Marketing. Strategies. Overground. 2. The traditional B2B sales and marketing model is typically depicted in the shape. of a funnel; flow starts with marketing and then transitions to sales. Pretty. standard, right?

Your Business Has Changed. Adapt To The New World

Sales Lead Dynamics

Your R & R (Repeat & Referral) business is flowing in. We all must adapt to the new business climate. He points out that past clients, lost proposals, current clients, and networking colleagues, are sources of new business and/or referrals. How to make the business impact of your services clear so you can sell more with less buyer resistance. It’s 2006. Be Clear.

Rules 17

Prospecting: Do What Comes Naturally.

Sales Lead Dynamics

Each has a different approach to looking for business. 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. Prospects are posting comments daily. Schmoozer.

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.

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

Sales Lead Dynamics

Fred needs to bring in business for his new firm. One of his networking groups meets weekly at 7:00AM and is comprised of independent financial professionals and small business owners, many in the building trades. These people cater to individuals and small businesses, not to Fortune 1000 companies. And she had six figures of business in her pipeline. “. You’re toast.

Definitive Guide to Planning a New Content Initiative

Business Goals: What outcomes does providing this content help us achieve? of our favorite beauty brands (business goal). In this case, the business goal is implicit: Makeup.com doesn’t only promote L’Oreal. on your business goal(s). Your content mission is to help busy moms stay motivated through daily fitness tips, video. identified based on your business goals.

What’s the Best Way to Get New Business?

Sales Lead Dynamics

How do the most successful professionals get new business? Spending 16+ hours a week on business development activities. These professionals get most of their new business from existing clients either via additional work or via referrals, according to my survey. And ask for the order: repeat business and introductions. But 38% got some business from speeches and writing.

What’s the Best Way to Get New Business?

Sales Lead Dynamics

How do the most successful professionals get new business? Spending 16+ hours a week on business development activities. These professionals get most of their new business from existing clients either via additional work or via referrals, according to my survey. And ask for the order: repeat business and introductions. But 38% got some business from speeches and writing.

Do You Have a Brand?

Sales Lead Dynamics

professional brand has very little to do with appearances: logo, business card, color pallets etc. The real benefit of a brand is its ability to generate referrals and new business. Your prospects and referral sources want to do business with specialists, not generalists. But you can’t just tell your five best networking buddies and expect the business to pour in.

Ka Ching! Making LinkedIn Pay

Sales Lead Dynamics

Marc’s principal business is Your Best Interest, LLC which provides electronic payment services to businesses and non-profits. He’s also developed a separate LinkedIn consulting and training business called Connect2Collaborate. Marc was subsequently able to bid on the business. . They are now regularly referring business to one another. Meet Mister LinkedIn.

Content Methodology: A Best Practices Report

they compete both against their business competitors and all content creators that vie. returns on business-related goals. have on myriad aspects of the business and driving the goals of specific divisions (e.g., business goals, such as “cost savings, risk. Business Goal Content Objectives KPIs Customer. to the larger business. Content. Methodology: A Best.

Queen of her Niche

Sales Lead Dynamics

Lynne Smith personifies the term “perpetual motion” She has a breathtaking array of business development activities. Her approach includes the three essential ingredients of an effective business development effort: A well defined niche. It shows how Lynne effectively mixes the business and the personal aspects of women’s lives. It’s not just business.

To Reach Your Sales Goals, Take Baby Steps

Sales Lead Dynamics

That means filling out your business development “scorecard” daily.  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.

Stop Talking. You’ll Get More Business.

Sales Lead Dynamics

Ian Brodie, a UK-based business development consultant, offers a better way. You’re a business doctor. Your first meeting with Ms. BIG has just ended. Your slides (all 56 of them) were dazzling. You described your services in minute detail. Surely, you “wowed” her with your expertise. At the end, you half-expected her to say “Great presentation. When can we start working together?”

Eat Your Peas: Always Be Networking

Sales Lead Dynamics

In the good times, the phone rings and business just rolls in. And it’s a service professional’s and small business owner’s curse. Repeat after me: Where does my business come from? 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.

Staffing and Launching Your Content Marketing Program

brand publishers aren’t in the business of publishing. business. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY12 While the business goals of your content marketing efforts are import- ant—be it generating leads, sales, brand awareness, industry education, or, more likely, some combination of initiatives—we find it extremely. We do have clear business goals for The Content.

Triumph of the Niche-Meister: A True Story

Sales Lead Dynamics

This individual has a very successful business. But it’s no coincidence that he also has a well defined (and very narrow) niche, a crystal clear message, and a 24/7 business development machine. Also, he is frequently interviewed in major business publications such as BusinessWeek and Harvard Business Review.  I don’t know when (or if) George sleeps. But they don’t.