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8 Signs of a Positive Leader

Phoenix Rising

Leaders follow Thumpers' lead.  Yesterday I added my two cents on sensationalism across so many aspects of our lives.    Today - I want to share my perspectives on the signs of a great leader. Not the sensationalism oriented gurus that seem to be popular today. Those approaches may not be the best to follow. As Dale Carnegie said, " Any fool can criticize, condemn, and complain -- and most fools do." So how do we know when we're following a true leader? Well, that's something we all have to decide for ourselves. So here's my list. 1.

Little White Lies

Phoenix Rising

Little white lies can lead to great big problems. There's nothing wrong with a little white lie, right? So we deliver an upbeat message to our team to keep everyone engaged. Why share the reality that the we're in a bigger mess than we want to admit, even to ourselves? It will only make things worse. Or we over-promise our capabilities to win a new customer. We will find a way to satisfy their needs, and they'll just love us when they get to know us. Maybe we stretch the truth about ourselves - our experience, our skills.    Sooner or later, the truth comes out.

Case 10

He Said, She Said

Phoenix Rising

That leads to even more opportunity for confusion or just plain mistaken perception. I'm intrigued by the difference between what people say and what we hear. Communication is such a nebulous exercise. Especially with the rise of non-verbal communication in the form of texting, email, tweeting, FB posts and more.    If communicating was challenging before our digital age, think how complex it is today. We listen based on our own perspectives and experiences. We read based on those aspects plus whatever is going on around us. Simply because of our own filters.

Leading for Success in a Changing World

Phoenix Rising

Leading for success requires us to be. Our markets continuously change, driven by any number of dynamic events; buyer behaviors, fickle brand preferences, or economic pressures—just to name a few. Competitors and. partners are changing as well. New competitors emerge as. older ones fade—or become stronger. Once powerful partners fall as new ones appear on our horizon.    To thrive in this ever-changing horizon, we must be dynamic as well! When we listen to our markets, evolving our plan. becomes a natural endeavor.    Think about it. Wouldn't it be. expansion.

150 Content Marketing Tips

Drive traffic—and leads—with these tips for SEO, social media, content optimization, email marketing, and more

Assumptions Anyone?

Phoenix Rising

That assumption - fueled by the medias, social and public - leads to a conclusion that Google spent $3M to buy Super Bowl ads all because of Bing.  There's an old saying about assumptions.    Remember? Have you ever found yourself disagreeing with someone - wondering how in the heck they could see the situation in their way? Only to find that your perspectives were based on dramatically different assumptions than your own? Now think about the impact of those assumptions on the task at hand. Social media gives power to our assumptions. That made no sense to me.

Absolute Power

Phoenix Rising

  We create our Titans - the men and women who power our businesses to huge success, lead our country through wars and economic upheaval, entertain us in our sporting, music and media worlds. We accept their every direction in business, knowing they are the visionary to lead us to success. Power is an ugly drug, a drug that many of us crave, some of us capture and we all believe we can manage oh-so-well. We point to those who slip and fall on the slippery slope of power, ridicule them and make jokes, knowing that we would never follow in their footsteps. 

Smashing Pedestals

Phoenix Rising

  We can all take a lead from his words. "I'm We've all looked the other way when an admired associate or loved one told a tiny little fib. Maybe we glossed over the discrepancy when an explanation didn't jive with the facts. It's what we do - we trust those we admire. That's one of the joys of being human. We hope for the best. looked the other way for a CEO client. loved working with this guy. He was the ultimate leader - people would follow him off a cliff if he asked. He had duty, honor and integrity written all over him. So I continued to believe.

R-E-S-P-E-C-T

Phoenix Rising

Leading strategy brainstorming sessions for clients is an interesting dance. Aretha had it right about respect. We want it, we need it and we don't get enough of it. That makes for an interesting situation doesn't it? What happens in our society when one of the basic foundations of a civilized world - respect and courtesy - is a rare commodity? I'm not saying we're all disrespectful. know lots of people who are kind and courteous gentle men and women. The well-dressed woman raging at the sales clerk for not having the lipstick she wants in stock. What a crisis that is.

Evangelizing a Content Marketing Program

B2C Marketers companies that excel at lead nurturing generate. 50% more sales-ready leads at a 33% lower cost 15 1,200 Blog posts per month Avg new monthly leads ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY11 Content marketing's impact also extends to social me- dia, where brands that don't have compelling content to. Do you want to drive more leads? leads.

Buzzwords are BS!

Phoenix Rising

  Words like biggest, fastest, cheapest, newest, most reliable, most secure, most efficient, market leading, world-class, new and improved, leading edge. I’m not talking about technology or industry specific buzzwords. I’m talking about marketing buzzwords – that cross every industry and market.  Three adjectives and a noun are not a value proposition. used a Random Positioning Generator with my clients for years.    As a joke. It contained four columns of words. My schtick was to select a word from each column and create a positioning claim. 

Buzzwords are BS!

Phoenix Rising

  Words like biggest, fastest, cheapest, newest, most reliable, most secure, most efficient, market leading, world-class, new and improved, leading edge. I’m not talking about technology or industry specific buzzwords. I’m talking about marketing buzzwords – that cross every industry and market.  Three adjectives and a noun are not a value proposition. used a Random Positioning Generator with my clients for years.    As a joke. It contained four columns of words. My schtick was to select a word from each column and create a positioning claim. 

But We CAN'T

Phoenix Rising

When I'm leading strategy sessions, I start counting when I hear the 'can't' word coming from an executive team.  'Can't' is a destructive little word. How many times a day do you say or hear the word 'can't' in your business? What about in your own personal life?      Try paying attention for a day and see what you find - in yourself and in those around you. You may be surprised at the power this little word is wielding over your life.   They don't know why I'm putting those marks on the whiteboard.

They Chose Lemonade!

Phoenix Rising

It surpassed both of their sales within a year to become the hottest seller and lead the market. As I've been talking about finding the opportunity in a crisis, I realized some of my friends are perfect examples of finding light in the midst of darkness. So today isn't all about business - it's about people who chose to make lemonade when they were given big fat lemons. Take my dear friend Amanda (Yes, some of the names are bogus). Did she curl up in a ball and give up?    Nope. She had the transplant and has never looked back.  They were wrong. Everything!

5 New B2B Sales and Marketing Strategies

helps generate qualified leads, but moves customers through the buyer stages. generate quality leads, but to deliver valuable insights along a buyer’s journey. 3. “No matter how the CRM industry evolves, getting the sales and marketing teams. Encouraging lead alignment sessions around the customer journey with. platforms that connects marketing leads with sales opportunities.

Accentuate the Positive!

Phoenix Rising

We can choose to follow the pack and lead with fear - follow the Shock and Awe approach and scare our customers spitless.  I decided to go looking for signs of positive sales and marketing amid the SuperFUD we discussed yesterday. hopped out to some high-tech websites, a traditional FUD bastion. have to admit I was surprised to find a positive and upbeat focus. Leaders in PC's, a tough industry, are positive.    Positive customer upside, no fear in sight. There IS hope out there! took a look at IBM. More positive and uplifting promos!    'Dolphins.

Don't SWAG Your SWOT!

Phoenix Rising

  Broad brush SWOTs can lead you into a false sense of security.  A SWOT analysis is a valuable tool for taking a hard look at ourselves, our customers and the marketplace in general. Unfortunately, most companies view SWOTs as a necessary evil. We all tend to groan when we think about a SWOT analysis – wasted time, wasted resources, hours in a room (where at least we can read and respond to email). We SWAG our SWOT to get through the exercise and back to business. Don't SWAG your SWOTs! Those SWAGs become corporate facts and drive your destiny! Case in Point. 

Powering Momentous Launches

Phoenix Rising

week or two before the big date, we go share our news with the leading analysts in our community, the top customers and partners.  We invited the top four analysts,two long lead press, five well known customers and a few other folks to a private Whisper Suite.  Launches are viewed as the Lighting Bolt of our corporate world, the big Ta Da! We get all our materials together in hush, hush secrecy.   Then, on the big day our Press Release  hits the wire and  we start selling our hearts out, having trained the sales force the day or week before.

The Company You Keep

Phoenix Rising

One of my clients was viewed by their industry as the leading integrator of the toughest solutions. Remember when your folks told you to choose your friends wisely?    They were trying to protect you, but they also knew that you'd be judged based on your friends. People perceive us in part based on who we hang around with, who we point to as 'friends' and associates. That's why all these sayings apply to business and life! Birds of a feather flock together. smart man surrounds himself with smart people. You are only as good as the company you keep.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

Lead conversion (32 percent) is the most. budget can lead to more time if you’re able to hire. percent, was lead conversions and sales. ON SITE 7% OTHER 6% 32% LEAD. SALES 20 Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry Results and Analysis It’s reassuring that leads and sales, two elements. Copyright © 2015 Contently.

Stop with the 4 Letter Words!

Phoenix Rising

Technical standards, definitions, interfaces and acronyms do not belong as the lead in creating your corporate brand, positioning or differentiation.  I brought the soapbox out to talk about both 3 and 4 letter words - those pesky acronyms that seem to permeate technical and complex B2B product marketing.    I just spent some time reviewing materials from a potential new client. It   was a deep dive into the cloud computing world.    Which is fine.    But it was ALL deep dive. Technobabble does not belong in our key positioning stories.

The Enemy is Out There

Phoenix Rising

Executives must take the lead.   First they have to cease and desist with their own cross-talk about their peers - they must lead by example. Why is it that when companies begin to struggle, heck, sometimes even when they are doing well - the internal battles are waged? I see Sales and Marketing battles, Marketing and Engineering battles, Sales and Finance battles - everyone blaming others for all the issues, taking little responsibility themselves.  And think of what we could do with those most precious resources if we only remembered one simple battle cry.

Stop Blaming Marketing!

Phoenix Rising

As the customer advocate, they support their customers' perspectives, share their views, follow their lead and serve their customers. My recent post Stop Blaming Sales received a few comments from sales type folks -  asserting that I was 'right on', that marketing should not be given responsibility for websites, for corporate positioning - that marketing was pretty much worthless. I was kinda surprised by those comments - they were pretty far out of context from my own thoughts as I created that post.  Stop Blaming Marketing! Yes marketing has to listen. My point? 

Less is More

Phoenix Rising

Do you lead your audience through a story that's compelling in its focus and simplicity? I'm working with a new client that's really exciting. Great solutions, great market opportunity, on-the-money strategy and they get the "So What?" approach to solution marketing and selling. As we work together to create a new positioning story, we're focusing on a single little phrase: Less is More. Repeat that to yourself again. Then review all of the customer-facing aspects that are your business. In the case of my client - they have lots of diverse value to offer.

Definitive Guide to Planning a New Content Initiative

THE DEFINITIVE GUIDE 1 THE DEFINITIVE GUIDE 2 Introduction For the last decade, DivvyHQ’s founders have been helping the world’s leading marketers. generate more leads” aren’t good enough. Meghan Casey, lead content strategist at Brain Traffic, suggests finding your organization’s. Consistent and continuous content publishing leads to organic engagement that drives.

Reading Between the Lines is for Dating

Phoenix Rising

Or worse yet, leading them to assume you're something you're not.  Looking at a friend of a friend's website. spent 30 minutes and was still scratching my head about the value the biz provides. found claims for improved performance, increased revenues and just plain super duper business results. Statistics and name dropping. Every popular buzzword right there on the Home Page for all to see. But I still didn't know what they did. I had to dive into the product pages. wonder how many other visitors would spend the effort? So why all the ambiguity? Fear of exclusion.

Revenue's Down, Let's Fire Sales

Phoenix Rising

  Which leads to my next concern. I met with a former client to discuss his company's current business. He wanted to pick my brain on how to best approach their opportunity to transform themselves, to reinvent and re-tune. In response to their flat (and somewhat declining) revenue, they've cut back their company resources across the board - but they've specifically reduced headcount in sales.    That surprised me.    Why would you cut sales when you need to drive revenue?     They also cut their new channel program and reps.

Free Positioning eBook: It's Not About You Anymore

Phoenix Rising

  About their unmatched experience and revolutionary products, their industry leading service and kicktail integration capability.  I was checking out a potential client's website. found everything I ever wanted to know about the company.    Their firsts  and awards, their executive team's impressive track record. It was a chest thumping extravaganza! couldn't find a customer story anywhere.    Just the obligatory logos on a page entitled 'Customer Success ' Two of the four links I clicked on were broken. Think Again

Please Don't Bet Your Business on Those Numbers

Phoenix Rising

The team argued in detail about the quantitative market data from a leading industry analyst. I just spent some time with one of my clients. The goal was to identify the best target market profiles for a new product they are launching in the fall. Which was the biggest opportunity?    I finally had to jump in and rain on their parade. happen to know that the data came straight from their competitors - who made up whatever they wanted to look good in the survey. Not exactly the best empirical fodder for your business decisions, now is it? All because of those numbers.

Content Methodology: A Best Practices Report

industry metrics such as sales and leads, or. generation Lead generation: Create. high-quality leads. Lead conversions • Avg. lead score • Sales-qualified leads (SQLs) • Opportunities • Search traffic • Return visitor rate Lead nurturing: Move leads. leader with industry-leading. Content. Methodology: A Best. All rights reserved. going.

In Industrial Lead Generation, a Lead is a Lead, Right?

Industrial Marketing Today

Every discussion I’ve had with manufacturers and industrial companies starts with “we need more leads” or ends with “we need results.” I understand and accept the fact that the main goal of industrial marketing is to generate leads. have no issues with that but do these companies know what a qualified lead is? by Achinta Mitra appeared first on Industrial Marketing Today.

Introduction to Lead Management

B2B Lead Generation Blog

Tweet If Sales and Marketing were a manufacturing operation starting with raw materials — leads — and ending up with 5% to 20% in deliverable product — won sales — it would soon be shut down to determine what is wrong. However, companies continue to spend untold dollars on lead generation efforts ultimately doomed to fail. Lack of lead management impacts lead conversion and ROI.

New Chapter for the B2B Lead Blog

B2B Lead Generation Blog

You may have noticed the B2B Lead Blog has a new look. Over the next few months, I’ll be starting a business and working on my next book, a sequel to  Lead Generation for the Complex Sale. Back when I started this blog in 2003, I couldn’t find any place where people were sharing ideas related to lead generation and the complex sale. Image credit: PhotoDune.

Lead 74

Lead Generation: Balancing lead quality and lead quantity

B2B Lead Generation Blog

Tweet Lead generation is somewhat like a tightrope act. Generate too many leads, and the rope between Sales and Marketing breaks. If you don’t generate enough leads that turn into sales, your ROI plummets. As Debbie Pryer, Program Manager, Siemens Healthcare , discovered, finding the right balance between lead quantity and quality takes trust, teamwork and planning.

Content Marketing Playbook: Strategy and Roadmap

returned to the company after a 28-month stint leading. And it would lead to GE’s. leads through inbound marketing. “I think it’s almost. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 2: Strategy and Roadmap Copyright © 2015 Contently. All rights reserved. Introduction 3 II. Adopting a Winning Perspective 7 III. Back at GE and in.

Lead Generation That Converts Leads into Sales Opportunities

B2B Lead Generation Blog

Tweet Ask most executives and marketers what salespeople need to sell in this economy, and they will say one thing: more leads. That’s why many marketing and lead generation programs tend to focus on quantity. Unfortunately, as little as 5 to 15%  of all marketing inquiries (aka leads) turn out to be truly sales-ready opportunities. challenge. Create a marketing funnel .