Sales Lead Dynamics

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Your Profile: The Key to Real LinkedIn Success

Sales Lead Dynamics

Note: I co-authored this article with my good friend Marc Halpert, a LinkedIn expert. Turbo-charge your brand with a standout LinkedIn profile.  A great profile will help you maximize the value of your LinkedIn network.  Your profile is the real key to LinkedIn success. Their LinkedIn profile is their website. help other LinkedIn members understand what you do.

What’s Your Prospecting Plan? – Part I

Sales Lead Dynamics

You can find connections through LinkedIn. 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. Most of us network.  Some of us write.

Plan 39

Find Your Business Development Comfort Zone.

Sales Lead Dynamics

They may not even be on LinkedIn. If you want an intro, mine your contact list and LinkedIn connections for current or former company employees. They also may be active on LinkedIn and Facebook. Fred the consultant has been Tweeting, Friending, Linking in, and blogging. He’s also trying to set up a webinar and podcast series. And now he wants to give workshops. Target   Market.

Do You Have a Brand?

Sales Lead Dynamics

Buyers looking for services are doing Google and LinkedIn searches. This means that your website and LinkedIn profile better be up to snuff.  I used to think a brand was just a logo. also used to think that “branding” applied to consumer products, not to b2b businesses or professional services firms. Wrong on both counts.  A brand is a lot more than a logo. And it’s more than a niche.

Brand 31

Content Marketing 2016: Staffing, Measurement, and Effectiveness

Organic Paid 1 2 3 4 5 6 7 FACEBOOK INSTAGRAM PINTEREST SNAPCHAT EMAIL EMAIL FACEBOOK TWITTER LINKEDIN OUTBRAIN/PINTEREST INSTAGRAM TABOOLA PAID AND ORGANIC CONTENT. In a bit of an upset, Twitter conquered LinkedIn in. analysis, LinkedIn is a more worthwhile channel for. Twitter’s average CPC hovers around. $1, while LinkedIn is a more premium service, offering. little.

For Effective Prospecting, Use a Scorecard.

Sales Lead Dynamics

You make connections on Linkedin. LinkedIn Connections. 1. 2. 1. 1.  . 5. 5.  At the end of each week, you look at your activities to see whether you met your goals. When you’re looking for new business, keep score. Otherwise, you won’t know whether you’re doing the right things. But that is only part of the process. You need more. Set goals for those activities. Meetings.  . 80%. 8.

For Effective Prospecting, Use a Scorecard.

Sales Lead Dynamics

You make connections on Linkedin. LinkedIn Connections. 1. 2. 1. 1.  . 5. 5.  At the end of each week, you look at your activities to see whether you met your goals. When you’re looking for new business, keep score. Otherwise, you won’t know whether you’re doing the right things. But that is only part of the process. You need more. Set goals for those activities. Meetings.  . 80%. 8.

Networking 101: Schmooze or Lose

Sales Lead Dynamics

Check out her LinkedIn profile and website. Invite her to view your LinkedIn contacts to see if there are any fits (you have to connect via LinkedIn first). This is a quiz. At your first face-to-face meeting with a colleague, your goal is to: (a)    Get a referral. (b)   Get at least two referrals. (c)    Get hired for a project. (d)   None of the above. Period. Relax.

Ka Ching! Making LinkedIn Pay

Sales Lead Dynamics

Most of us probably use LinkedIn as a networking tool. Using LinkedIn to make connections is good. Meet Mister LinkedIn. An   uber-networker (and that is an understatement), Marc has been using LinkedIn for five years. He’s also developed a separate LinkedIn consulting and training business called Connect2Collaborate. LinkedIn is different. It All the time.

Prospecting: Do What Comes Naturally.

Sales Lead Dynamics

Social Media – LinkedIn is an effective online networking tool. 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.

Use “Trigger Events” to Get More Business

Sales Lead Dynamics

If you hear about an opportunity, go to LinkedIn. 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.  fill in the blank.).

Content Methodology: A Best Practices Report

Twitter, Facebook, Snapchat, LinkedIn, etc.) • Combination of link. Outbrain, Facebook, LinkedIn, etc.) • Paid promotion of. industries, including Facebook, Home Depot, Nestlé, Anthem, Adobe, Honeywell, DuPont, Fidelity, Gannett, IBM, Save the Children, Pinterest, LinkedIn, Cisco, ad and. Content. Methodology: A Best. Practices Report Copyright © 2016 Contently. Definition II.

To Reach Your Sales Goals, Take Baby Steps

Sales Lead Dynamics

Block an hour each day on your calendar for networking calls, emails and LinkedIn activities. New LinkedIn Contacts. 2. 1. 1.  .  . 4. 4. 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. Yikes! Your head is starting to hurt. Relax.

Eat Your Peas: Always Be Networking

Sales Lead Dynamics

Connecting via LinkedIn, Facebook, and other social media. Communicate with each group appropriately.  “A” – Monthly call or meeting. “B” – Bimonthly call or email; Meet two or three times a year. “C” – Connected via LinkedIn; Receive quarterly newsletter. Five new LinkedIn contacts. New LinkedIn Contacts. 2. 1. 1.  .  . 4. 5. Because you’ll run out of steak. It’s fun.

Triumph of the Niche-Meister: A True Story

Sales Lead Dynamics

He’s got some 1,400 contacts on LinkedIn and 6,500 names in his database. When one of his LinkedIn contacts posts an update, that gives George an “excuse” to get in touch. Readers of this blog know that I preach incessantly about niches, positioning, content marketing, referral networks, nurturing programs yada, yada, yada…. This individual has a very successful business. Yikes!

Reach Prospects Via The Back Door, Not The Front.

Sales Lead Dynamics

Find More Sources – Harry can find more potential referral sources on LinkedIn. The search would also tell him which of these consultants are connected to his LinkedIn contacts. Harry (not his real name) is an organizational development consultant I spoke to recently. Harry is an expert. He’s written two books. He has a valuable service. He has a good track record. Harry’s Next Steps.

Evangelizing a Content Marketing Program

than ever—from recommendation widgets like Out- brain and Taboola to hyper-targeting on Facebook, LinkedIn, and Twitter to emerging experimental options. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 1: Evangelizing Content and Setting Yourself Up for Success Copyright © 2015 Contently. All rights reserved. Introduction 4 II. Marriott, then 76.

Your Profile: The Key to Real LinkedIn Success

Sales Lead Dynamics

Note: I co-authored this article with my good friend Marc Halpert, a LinkedIn expert. Turbo-charge your brand with a standout LinkedIn profile.  A great profile will help you maximize the value of your LinkedIn network.  Your profile is the real key to LinkedIn success. Their LinkedIn profile is their website. help other LinkedIn members understand what you do.

Your Profile: The Key to Real LinkedIn Success

Sales Lead Dynamics

Note: I co-authored this article with my good friend Marc Halpert, a LinkedIn expert. Turbo-charge your brand with a standout LinkedIn profile.  A great profile will help you maximize the value of your LinkedIn network.  Your profile is the real key to LinkedIn success. Their LinkedIn profile is their website. help other LinkedIn members understand what you do.

Get the Most Out of That First Networking Meeting

Sales Lead Dynamics

An effective networking meeting starts with pre- meeting research.  As soon as you schedule the meeting, invite your new contact to connect via LinkedIn.  Check out her website and LinkedIn profile. See if you have any shared LinkedIn connections.  You were determined to get the most out of that networking event.  Then, you decided whom to follow up with. . How come?

How to Meet Your Ideal Prospect

Sales Lead Dynamics

LinkedIn is a good source for this. Assemble a list and then determine which of your LinkedIn contacts can introduce you. You’ve done your homework. You’ve created a profile of your ideal prospect. In fact, you have a list of 50 executives who fit the profile. You know their titles. You know something about their companies, their markets, and their problems. There is just one problem.

CPA 2

Content Marketing Playbook: Strategy and Roadmap

stalwarts like Facebook, Twitter, and LinkedIn to emerg- ing platforms such as Instagram, Pinterest, and Tumblr. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 2: Strategy and Roadmap Copyright © 2015 Contently. All rights reserved. contently.com By Joe Lazauskas ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY2 I. Introduction 3 II. years prior.

How to Meet Your Ideal Prospect

Sales Lead Dynamics

LinkedIn is a good source for this. Assemble a list and then determine which of your LinkedIn contacts can introduce you. You’ve done your homework. You’ve created a profile of your ideal prospect. In fact, you have a list of 50 executives who fit the profile. You know their titles. You know something about their companies, their markets, and their problems. There is just one problem.

CPA 2

Use “Trigger Events” to Get More Business

Sales Lead Dynamics

If you hear about an opportunity, go to LinkedIn. 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.  fill in the blank.).

Networking 101: Schmooze or Lose

Sales Lead Dynamics

Check out her LinkedIn profile and website. Invite her to view your LinkedIn contacts to see if there are any fits (you have to connect via LinkedIn first). This is a quiz. At your first face-to-face meeting with a colleague, your goal is to: (a)    Get a referral. (b)   Get at least two referrals. (c)    Get hired for a project. (d)   None of the above. Period. Relax.

Who’s on Your “A” Team?

Sales Lead Dynamics

For instance, I have 600-ish LinkedIn connections. It also includes social media: endorsing them on LinkedIn and tweeting about their articles or speeches 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. Take good care of them.

CPA 2

Staffing and Launching Your Content Marketing Program

on each of our primary distribution channels (email, Facebook, Twitter, LinkedIn, and Google+). ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 3: Staffing and Launching Your Content Marketing Program Copyright © 2015 Contently. All rights reserved. contently.com By Joe Lazauskas ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY2 I. 200,000 readers.

You Need a Prospect List – Part II

Sales Lead Dynamics

If you’re looking for introductions, your first stop is LinkedIn. There’s a good chance that your prospects will be LinkedIn members. Check out Mary’s Linkedin profile. After researching prospects in LinkedIn, I asked six colleagues for introductions. In my last post , I discussed why you need a prospect list and how to assemble one. You read the post. Prospect.

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

Sales Lead Dynamics

Check out her LinkedIn connections, Twitter followers, and FaceBook friends. 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. Fred blew it.

13 Ways to Get More Business

Sales Lead Dynamics

Ditch the unproductive ones. 7.       LinkedIn Contacts – By participating in groups and by adding “updates” regularly, you can easily stay in touch with a large number of people.  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.”. Mom: “Well, duh, junior….Obviously, Mom is right.

To Reach Your Sales Goals, Take Baby Steps

Sales Lead Dynamics

Block an hour each day on your calendar for networking calls, emails and LinkedIn activities. New LinkedIn Contacts. 2. 1. 1.  .  . 4. 4. 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. Yikes! Your head is starting to hurt. Relax.

B2B Marketing Trends for 2016

social advertising on LinkedIn, programmatic networks like Choozle) that. B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. They expect content to be relevant, easy to find, and mobile- friendly. Look for.

To Reach Your Sales Goals, Take Baby Steps

Sales Lead Dynamics

Block an hour each day on your calendar for networking calls, emails and LinkedIn activities. New LinkedIn Contacts. 2. 1. 1.  .  . 4. 4. 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. Yikes! Your head is starting to hurt. Relax.

The Telephone: Your Best Networking Tool

Sales Lead Dynamics

In a world of Twitter, Facebook, LinkedIn, email, instant messages, and text messages, the telephone seems like a quaint relic of a bygone age. Use LinkedIn to make contact. LinkedIn – The Introduction Machine. LinkedIn is a good starting point in your networking/prospecting effort. LinkedIn’s principal advantage is that it is extraordinarily efficient. It’s not.

The Telephone: Your Best Networking Tool

Sales Lead Dynamics

In a world of Twitter, Facebook, LinkedIn, email, instant messages, and text messages, the telephone seems like a quaint relic of a bygone age. Use LinkedIn to make contact. LinkedIn – The Introduction Machine. LinkedIn is a good starting point in your networking/prospecting effort. LinkedIn’s principal advantage is that it is extraordinarily efficient. It’s not.

Seven Rules for Effective Networking

Sales Lead Dynamics

Carve out specific times during the week to make networking calls, send emails, and connect via LinkedIn. Check out your colleague’s LinkedIn profile and/or website beforehand. Better yet, check out the person’s Linkedin connections for potentially useful contacts. “It’s not net-sit or net-eat. It’s net-WORK”. Ivan Misner, Founder of BNI. Yes, networking is work. Right? Wrong.

B2B Marketing Trends for 2016

social advertising on LinkedIn, programmatic networks like Choozle) that. B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. They expect content to be relevant, easy to find, and mobile- friendly. Look for.

Seven Rules for Effective Networking

Sales Lead Dynamics

Carve out specific times during the week to make networking calls, send emails, and connect via LinkedIn. Check out your colleague’s LinkedIn profile and/or website beforehand. Better yet, check out the person’s Linkedin connections for potentially useful contacts. “It’s not net-sit or net-eat. It’s net-WORK”. Ivan Misner, Founder of BNI. Yes, networking is work. Right? Wrong.

Seven Rules for Effective Networking

Sales Lead Dynamics

Carve out specific times during the week to make networking calls, send emails, and connect via LinkedIn. Check out your colleague’s LinkedIn profile and/or website beforehand. Better yet, check out the person’s Linkedin connections for potentially useful contacts. “It’s not net-sit or net-eat. It’s net-WORK”. Ivan Misner, Founder of BNI. Yes, networking is work. Right? Wrong.

For Effective Prospecting, Use a Scorecard.

Sales Lead Dynamics

You make connections on Linkedin. LinkedIn Connections. 1. 2. 1. 1.  . 5. 5.  At the end of each week, you look at your activities to see whether you met your goals. When you’re looking for new business, keep score. Otherwise, you won’t know whether you’re doing the right things. But that is only part of the process. You need more. Set goals for those activities. Meetings.  . 80%. 8.

Referral Partners Feed Each Other. Find Some.

Sales Lead Dynamics

LinkedIn is a good source for this. Assemble a list and then determine which of your LinkedIn contacts can introduce you. Your clients and networking buddies are not necessarily your best referral sources. They may not know of opportunities. They may not always remember you. They may not even understand what you do. Referral partners are different. They have an incentive to refer you.

B2B Marketing Trends for 2016

social advertising on LinkedIn, programmatic networks like Choozle) that. B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. They expect content to be relevant, easy to find, and mobile- friendly. Look for.

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

Sales Lead Dynamics

Providing  news and insights via LinkedIn ,Twitter and Facebook. Sponsoring monthly CFO forums and creating an accompanying LinkedIn Group. David Meerman Scott, author of The New Rules of Marketing and PR says that there used to be three ways to generate business: Buy, Bug, and Beg (aka The Three B’s). Buying Advertising. Bugging   Sales Prospects. Begging the media for coverage.