Sales Lead Dynamics

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Find Your Business Development Comfort Zone.

Sales Lead Dynamics

The Connector – Prefers small leads groups. Leads Groups. Fred the consultant has been Tweeting, Friending, Linking in, and 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. What’s Your Market? Small.

Prospecting Is a Marathon, Not a Sprint.

Sales Lead Dynamics

Here is an example of a lead nurturing “campaign” from Brian Carroll of InTouch. Day 160: Prospect calls you: now a qualified lead! “A key aspect of lead nurturing is the ability to provide valuable education and information to your prospects up front, to become a trusted advisor.  Prospects are hard to reach.Very hard. They don’t answer the phone (Thank you, Caller ID!).

Referrals: Give Before You Get

Sales Lead Dynamics

You’re giving her a lead. We all network for one reason: to find business.  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. Let’s say you’ve agreed to introduce your colleague Mary to another colleague, Fred. Mary hasn’t given you an intro yet. 

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Prospecting: Do What Comes Naturally.

Sales Lead Dynamics

Follow up is essential. .   “Leads’ Groups – These can range from large BNI-type groups with an eclectic membership to smaller, more intimate groups of like-minded professionals. . The Connector – Prefers small leads groups. Leads Groups. 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.

150 Content Marketing Tips

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

What’s the Best Way to Get New Business?

Sales Lead Dynamics

Getting leads from the Internet. This is a quiz. How do the most successful professionals get new business? Spending 16+ hours a week on business development activities. Networking like crazy. Cultivating their clients. Cold calling strangers. The answer is ( 3 )  Cultivating their clients. The moral of this story: Be nice to your clients. The Sweet Smell of Success. Cultivate Your Clients!

Reach Prospects Via The Back Door, Not The Front.

Sales Lead Dynamics

When you make friends with someone who sells for a living, that person will naturally be on the lookout for possible leads for you,” writes CJ. 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.

A Referral is a Gift. Be Thankful.

Sales Lead Dynamics

You don’t know where the introduction will lead. It was Christmas Day. We were at a friend’s house. The friend gave my then five-year-old son, Jay, a gift. asked Jay “Now, what do you say when someone gives you a present?” His response: “ What’s next ?”. He was supposed to say “ Thank you ,” of course. But you can forgive a five-year-old. Kids have a lot to learn. So do some adults. Update. 

Email 11

Do You Have a Brand?

Sales Lead Dynamics

Results ) It’s ……likely to lead to $200 million in new sales (Value) over the next three years ………”. What’s the best definition of “brand?”.    Noun – A type of product manufactured by a company under a particular name.               Verb – Mark with a branding iron.              Synonyms:  Noun – mark, stamp, sort, kind, make, trademark. Verb – stigmatize, stamp, mark.

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.

Who’s on Your “A” Team?

Sales Lead Dynamics

The best way to do this is in small “leads” groups, mastermind groups, accountability groups, and possibly via alliances with complementary professionals in your industry. Back in the 1980’s “ A-Team ” Members Hannibal, Howlin’ Mad, B.A. Bad Attitude” Baracus, and Faceman, shot, bombed, stabbed, slugged, hacked, connived, cavorted, and charmed their way across the TV screen. And don’t worry.

CPA 2

Want More Referrals from Clients? Don’t Make Them Guess.

Sales Lead Dynamics

That’s a lead. Fred the marketing consulting is meeting with his client Tom. “ Tom, I’m looking for more clients ,” Fred says “ Do you know anyone who could use my services.”. Tom is flummoxed. Well, er, ah…., Fred, we’ve never discussed referrals before… er, ah….  I can’t think of anyone off the top of my head. But I’ll let you know if I do”, Tom says. Fred made a vague request. Call Ms.

13 Ways to Get More Business

Sales Lead Dynamics

Leads from cold calling. 3%. Little Johnny : “Mommy, where do referrals come from?’. Mom: “Well, Johnny they grow on trees. It’s a special kind of tree. It’s called a referral tree.”. Little Johnny:  “Mommy, how do you get the referrals off the tree?’. Mom: “Well, duh, junior….Obviously, Obviously, you shake the damn thing!”. Mom is right. Referrals do grow on trees. 13 is Your Lucky Number.

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

Sales Lead Dynamics

Generate new leads by reaching buyers directly. 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. You may not be able to afford a PR firm. Why Publicity Matters.

Networking Venues: Fish Where the Fish Are

Sales Lead Dynamics

Chambers of Commerce, Kiwanis/Rotary Clubs, and “leads” groups are best for service providers who sell to individuals and small businesses in a local market. Fred has just left the corporate world and is looking for consulting assignments. He wants to meet Fortune 1000 CMO’s (Chief Marketing Officers). He quickly discovers something : They don’t understand what he does. It’s just a blur.

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.

Networking Venues: Fish Where the Fish Are

Sales Lead Dynamics

Chambers of Commerce, Kiwanis/Rotary Clubs, and “leads” groups are best for service providers who sell to individuals and small businesses in a local market. Fred has just left the corporate world and is looking for consulting assignments. He wants to meet Fortune 1000 CMO’s (Chief Marketing Officers). He quickly discovers something : They don’t understand what he does. It’s just a blur.

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

Sales Lead Dynamics

Rain Today’s e-book 10 Content Marketing Success Stories ($97) shows how service firms can generate more visibility, more leads, and more business by offering useful content. Lead Qualification. 15% increase in qualified client leads. New Leads. Buying Advertising. Bugging   Sales Prospects. Begging the media for coverage. The Three B’s no longer work so well.

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

Sales Lead Dynamics

Follow their lead.”. 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. Second, you’ll totally offend your prospect. Stairway – Who do you do?

Specialize. You’ll Grow Faster.

Sales Lead Dynamics

Specialists focus on lead generation more than generalists do. Lee and Aaron theorize that their lead generation efforts stimulate referrals by creating awareness in the marketplace.  . Do you want to you want to grow nine times faster and be 50% more profitable than your competitors, and still spend less on marketing?  I thought so. This clearly differentiates them. It’s simple.

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.

Are You Serving Your Prospects Nothing But Plain Vanilla?

Sales Lead Dynamics

Jill Konrath emphasizes this in How to Create Strong Value Propositions that Lead to Sales.  “ … we strive to perform with excellence, while providing the most comprehensive service possible”. With such a spirit of collaboration present here, we know we can ……deliver exceptional service that is truly value-added. These are quotes from the home pages of various accounting and law firms.

Don’t Keep Your Referral Sources Guessing

Sales Lead Dynamics

ymptoms – If the pain is lost sales, the symptom could be a drop off in leads. 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. C.A.P.S

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

Sales Lead Dynamics

As a service professional, you have three major challenges in cultivating prospects and referral sources. Challenge #1 – They must clearly understand what you do. Challenge #2 – They must remember you. Challenge #3 – They must trust you. Now, it’s time to execute. Be a Resource. You want to be known as an information resource. Your newsletter or blog with an invitation to subscribe. Be a Schmoozer.

Don’t Let Prospects Pick Your Brain

Sales Lead Dynamics

Ideally, the diagnosis will lead to more business. Unpaid consulting is a service professional’s dilemma. If you don’t offer it, you may not get the business. If you do, you still may not get the business. And, worse, the prospect could “steal” your ideas. Set firm ground rules about what, if anything, you’ll give away. Otherwise, prospects will simply pick your brain. And stick to it.

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.

RoAne’s Law of Networking: Schmooze or Lose

Sales Lead Dynamics

You have no idea where the conversation will lead. In today’s high tech world we have many ways to communicate. We can text. We can tweet. We can blog. 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. She was terrific. conversation. It’s not.

Nurture Your Prospects. Don’t Drown Them. ……or Starve Them.

Sales Lead Dynamics

Brian Carroll in Lead Nurturing: Ripening the Right Bananas points out. Below is one of Brian’s lead nurturing scenarios. The lead, in this case, came from a web inquiry. Day 160: Prospect calls you: now a qualified lead! Your prospects are like plants. Give them the proper attention and they’ll grow (into clients). Determining the right amount of attention is tricky.

Use P.O.T.S. to Connect with More Prospects

Sales Lead Dynamics

In a Rain Today survey of 700 companies, respondents ranked the phone as the most effective lead generation tool. It’s to qualify the lead. traditional approach to lead qualification is B.A.N.T. New technology has given us a myriad of ways to reach prospects: social media, email, text messages, and instant messaging, to name a few. It’s called the telephone. doubt it. Qualify.

Don’t Baffle your Prospects with “Corporate-speak.”

Sales Lead Dynamics

Leading Provider – What authority gave your company this designation? What did he just say? Let’s touch base to arrange a little face time so we can appear fully engaged. Let’s be proactive, synergistic and leverage this thing. Net-net:  It’s a win-win. Got it? . This monologue is not real. It is a humorous radio ad created by TDH Advertising for The Private Bank. To hear the ad, click here.

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. Tom has been published on leading.

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

Sales Lead Dynamics

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. You’re at a networking meeting. A woman asks you what you do. She will either: (a) slip into a boredom-induced coma or (b) have a sudden and uncontrollable urge to run to the bathroom. Either way, you lose.

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. It took only 62 years.

Sharpen Your Message: Offer Proof, Not Platitudes

Sales Lead Dynamics

Jill Konrath takes this a step further in an article How to Create Strong Value Propositions that Lead to Sales.  If possible, she recommends, use statistics: “You need to be explicit. I frequently hear consultants describe their results with phrases such as “accelerating growth,” “improving financial results,” “enhancing employee communications” and “building effective organizations.” .

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

Sales Lead Dynamics

results ) It’s really interesting stuff that will likely to lead to $200 million in new sales (value ) over the next three years if they implement our recommended changes.”. 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.

Staffing and Launching Your Content Marketing Program

These examples may sound hyperbolic, but they get at values that lead. 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. original photography as something Steve the Lead.

Hate Cold Calling? You May Not Have a Choice.

Sales Lead Dynamics

Mike Schultz, publisher of Rain Today, and an expert on professional services marketing, argues in an article Cold Calling Works: You Just Do It Wrong that cold calling is one of the most effective lead generation tactics available. 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.

“Make Cold Calls? I’d Rather See a Periodontist.”

Sales Lead Dynamics

Different Ways to Drive Leads , about Ted, a cold-call phobic financial consultant. Prepping for a cold call. If you need a shot of Novocain before you make a cold call, take heart. There is an alternative. . Kendra Lee, author of Selling Against the Goal , writes in “ Hate Cold Calling? Ted planned a detailed cold calling campaign. But then, guess what, he got cold feet. Ted Email.

Referrals: Ask (Correctly) and Ye Shall Receive

Sales Lead Dynamics

She prefers “ introduction.”.  It is impossible to tell where an introduction can lead: to new business, to a new idea or maybe to more introductions. ymptoms – If the pain is lost sales, the symptom could be a drop off in leads. It’s a safe bet that you won’t get many (or maybe any) referrals, if you don’t ask for them. But you also have to ask in the right way. You Gotta Believe.

Eat Your Peas. Keep on Blogging.

Sales Lead Dynamics

Feed the beast.”. ‘A solid blog will lead to speaking events. I’ve been invited to more than 30 speaking events specifically because they found me on the blog.  No kidding. Five of those were international speaking events.”. “A good blog will lead to blog guest posts  on other sites and other free public relations efforts.”. For many of us blogging is like eating peas.

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. Tom has been published on leading.