Sales Lead Dynamics

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Find Your Business Development Comfort Zone.

Sales Lead Dynamics

Social media probably won’t work. Social Media. x. x. Hangs out online, emailing and connecting via social media. Generates visibility through writing, social media, and public speaking. Social Media. 5%. Fred the consultant has been Tweeting, Friending, Linking in, and blogging. He’s also trying to set up a webinar and podcast series. What’s Your Market? Small.

Prospecting: Do What Comes Naturally.

Sales Lead Dynamics

Social Media – LinkedIn is an effective online networking tool. Hangs out online, emailing and connecting via social media . Generates visibility through writing, social media, and public speaking. Social Media. 5%. 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. Likes the phone.

Use “Trigger Events” to Get More Business

Sales Lead Dynamics

They are announced in the media and on the internet via press release. 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. 

Do You Have a Brand?

Sales Lead Dynamics

Showcasing your expertise via networking, social media, speaking, and writing. 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. Source – Wikipedia. 2. “….

B2B Marketing Trends for 2016

Paul Gillin, B2B Social Media Strategist, Senior Trainer, Profitecture www.[link] Another good example is Top Rank’s Social Media Marketing Management. how you can solve their burning problem. • E – Engage Meaningfully via Social Media. more true, apparently, than in social media. social media. He writes about content and social media. B2B Marketing.

Publish or Perish. Become a Thought Leader.or Else

Sales Lead Dynamics

Dan’s Connecticut Employment Law Blog “has generated 600,000 hits, has attracted extensive media attention and made him the go-to expert in his chosen field,” Britton writes. In academia, it’s “publish or perish.” It’s getting that way in professional services, too. Thought leadership” (a.k.a. marketing your expertise via writing and speaking) is probably the best way to find new clients.

Avoid the B-Word (Budget)

Sales Lead Dynamics

social media consultant contacted Jill about expanding her marketing effort. Your initial phone call with Ms. Prospect is going well. She has a problem. You’ve convinced her that you can solve it. Now it’s time to see if she is really serious. You ask “What is your budget for this?”. Silence……… Then she says “I don’t have one.”. Prospect is flummoxed. So are you. She’s annoyed.

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Use “Trigger Events” to Get More Business

Sales Lead Dynamics

They are announced in the media and on the internet via press release. 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. 

Do You Have a Brand?

Sales Lead Dynamics

Showcasing your expertise via networking, social media, speaking, and writing. 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. Source – Wikipedia. 2. “….

B2B Marketing Trends for 2016

Paul Gillin, B2B Social Media Strategist, Senior Trainer, Profitecture www.[link] Another good example is Top Rank’s Social Media Marketing Management. how you can solve their burning problem. • E – Engage Meaningfully via Social Media. more true, apparently, than in social media. social media. He writes about content and social media. B2B Marketing.

Who’s on Your “A” Team?

Sales Lead Dynamics

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. They were heroes for hire, looking out for their teammates and their clients.

CPA 2

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

Sales Lead Dynamics

Start with social media.  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.

13 Ways to Get More Business

Sales Lead Dynamics

Inquiries from internet/social media. 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. She better.

Your Niche: The First Step to Networking Success

Sales Lead Dynamics

Internet/Media. In Seven Rules for Effective Networking , I argue that a successful networker must be: Distinctive. Strategic. Systematic. Responsive. Prepared. Helpful. Thankful. But behind “Distinctive” and “Strategic” is the most important building block of all: your niche. well defined niche is the essential first step. It drives what you say, where you network and with whom. Profession.

CPA 2

Your Niche: The First Step to Networking Success

Sales Lead Dynamics

Internet/Media. In Seven Rules for Effective Networking , I argue that a successful networker must be: Distinctive. Strategic. Systematic. Responsive. Prepared. Helpful. Thankful. But behind “Distinctive” and “Strategic” is the most important building block of all: your niche. well defined niche is the essential first step. It drives what you say, where you network and with whom. Profession.

CPA 2

B2B Marketing Trends for 2016

Paul Gillin, B2B Social Media Strategist, Senior Trainer, Profitecture www.[link] Another good example is Top Rank’s Social Media Marketing Management. how you can solve their burning problem. • E – Engage Meaningfully via Social Media. more true, apparently, than in social media. social media. He writes about content and social media. B2B Marketing.

Your Niche: The First Step to Networking Success

Sales Lead Dynamics

Internet/Media. In Seven Rules for Effective Networking , I argue that a successful networker must be: Distinctive. Strategic. Systematic. Responsive. Prepared. Helpful. Thankful. But behind “Distinctive” and “Strategic” is the most important building block of all: your niche. well defined niche is the essential first step. It drives what you say, where you network and with whom. Profession.

CPA 2

The Telephone: Your Best Networking Tool

Sales Lead Dynamics

Remember, you can reach people via email and social media. In a world of Twitter, Facebook, LinkedIn, email, instant messages, and text messages, the telephone seems like a quaint relic of a bygone age. It’s not. The telephone is arguably the most powerful weapon in your communications arsenal. But you can communicate only by phone. There’s a big difference. Use LinkedIn to make contact.

The Telephone: Your Best Networking Tool

Sales Lead Dynamics

Remember, you can reach people via email and social media. In a world of Twitter, Facebook, LinkedIn, email, instant messages, and text messages, the telephone seems like a quaint relic of a bygone age. It’s not. The telephone is arguably the most powerful weapon in your communications arsenal. But you can communicate only by phone. There’s a big difference. Use LinkedIn to make contact.

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

Sales Lead Dynamics

Begging the media for coverage. Traditional media reaches fewer and fewer people. 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. The Three B’s no longer work so well. Buyers are tuning out advertising messages. New Leads.

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

Sales Lead Dynamics

Once upon a time a press release was designed solely to get media attention. The media were the messengers. With online press releases you can certainly reach the media. In the old world, the media were not only the messengers. Today, you can by-pass the traditional media (or at least not be totally dependent on them). Things have changed. Why Publicity Matters.

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

Sales Lead Dynamics

New technology has given us a myriad of ways to reach prospects: social media, email, text messages, and instant messaging, to name a few. But the most effective way to connect with prospects is through 130-year-old technology. It’s called the telephone. Make that Connection! Telecom veterans refer to phones as P.O.T.S.: P lain O ld T elephone S ets. doubt it. Don’t Sell. Qualify. DON’T.

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

Sales Lead Dynamics

Social media. Your prospects are like plants. Give them the proper attention and they’ll grow (into clients). On the other hand, you can “drown” them with too much attention or “starve” them with too little. Determining the right amount of attention is tricky. It depends upon the stage in the sales cycle. The Right Touch. prospect ready to buy deserves a lot of attention. You educate.

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

Sales Lead Dynamics

Social Media. Social Media is another way of highlighting your expertise without selling. If you’re really effective with email and social media, prospects will CALL YOU. 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?

Hate Cold Calling? You May Not Have a Choice.

Sales Lead Dynamics

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. 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.

115 Facts You Never Knew About Social Media [Infographic]

Webbiquity

It’s something that you use almost every day, but how much do you really know about social media? Social Media Is The New Newspaper. Did you know that Reddit is the most popular social media platform as a source of news? Younger people are more likely to be making the change to news on social media. Guest post by Josh Wardini. It is. You’re Hired.

3 Tips for Using Social Media for B2B Marketing

Webbiquity

Social media can be a great business tool to use for marketing, sales, PR, customer service, and HR. However, most of what’s written about social media functionality on a professional level tends to be focused on businesses that work directly with consumers (B2C) rather than B2B enterprises. Here are three tips for using social media more effectively in your B2B marketing.

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Social Media Explained. Really.

grow - Practical Marketing Solutions

With every client I meet, every class I teach, and every speech I give, there is always a group of people who desperately need to understand social media marketing but don’t have the time to do it. If you are thinking to yourself, “This world does NOT need another social media book,” you’re partially correct. But this is not just another social media book.

The new standards for strategy and social media success

grow - Practical Marketing Solutions

By Mark Schaefer. I was recently interviewed for an international business magazine and offered my views of digital marketing transformation, social media success and the skills needed to succeed today. Is the organization ready for a public social media presence? They can surround themselves with people who can set up a social media account or create Facebook ads, for example.

The Future of Social Media

B2B Marketing Insider

The post The Future of Social Media appeared first on Marketing Insider Group. Social MediaSocial networks are becoming more and more popular. In 2016, about 70% of Internet users are social network users and these figures are expected to grow. A few years ago, we were happy to get likes from friends and relatives; today, we share tips and skills, promote services and buy goods, etc.

47 Superb Social Media Marketing Stats and Facts

Webbiquity

Social media use isn’t quite universal—but it’s getting close. The number of worldwide social media users is projected to grow from 2.1 Social media now plays almost as large a role in purchasing decisions as does TV, and 57% of consumers say they’re influenced to think more highly of business after seeing positive comments or praise online. 70% of the U.S.

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How to Harness the Power of Social Media

Writing on the Web

When it comes to content marketing , social media has become an essential part of most smart professionals’ marketing plans. However, social media marketing isn’t as simple as a lot of business owners anticipate. Harnessing the power of social media can be achieved by using the following practices. Videos are proving to be a key element for social media success.

Why it takes so long to achieve social media success

grow - Practical Marketing Solutions

If you’re impatient, social media is probably the wrong marketing channel for you. This is data from the recent research released by  Social Media Examiner. Let’s take a close look at what we can learn from the feedback provided by these active social media marketers. Social media success takes time. But social media connections are weak relational links.

How to turn social media connections into an actionable audience

grow - Practical Marketing Solutions

Probably the biggest myth — and mistake — I see regarding social media marketing is the idea that audience equals action. Most of the time, your social media connections begin as “weak relational links.” ” Building social media connections that work. By Mark Schaefer. It doesn’t. ” It’s like a handshake. Don’t believe me?

23 Outstanding Social Media Marketing Guides

Webbiquity

Though the use of social media and social networks for marketing is now nearly ubiquitous, and 78% of companies have dedicated social media teams, many marketers sill struggle with certain aspects of social marketing, such as formalizing strategies and measuring results. What trends and changes in social media do marketers need to stay on top of? Social Media Marketing Guides.

The first step in social media marketing is not social media

grow - Practical Marketing Solutions

“I’m kind of overwhelmed,” he wrote me, “I’m trying to get a social media program going and I really don’t know where to start.” Shouldn’t I dive into social media for them? Sometimes the first step in social media marketing … is NOT social media! Social media marketing doesn’t start with social media.

7 Social Media Mistakes Bloggers Should Avoid

Writing on the Web

A Note from Patsi: This week’s guest post is about social media  and it’s really important. Because if you want to engage your business blog readers and grow your reader base, you need to use social media. ocial Media. Here are Paul’s 7 Social Media Mistakes Bloggers Should Avoid. Ignoring social media return on investment. ssets (free). Like-baiting.

How to Calculate the ROI of Social Media Marketing [Infographic]

Webbiquity

Quick: Can you list the goals of each and every one of your social media efforts? So much of social media is on the fly—a response rather than a plan—that it can become a slippery planning slope for companies, especially those that are understaffed. In fact, setting goals is a key component of establishing a process to measure social media profitability.

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70 Rising Social Media Stars

grow - Practical Marketing Solutions

Sometimes I weary of social media lists that are simply popularity contests or a cheap way to promote some start-up or PR agency. Who are the unknown stars who will be rocking the social media conferences two or three years from now? 70 rising social media stars. She is currently Senior Manager, Social Media Strategy at CVS Caremark. And a savvy social media marketer.

20 Ideas to super-charge your social media network

grow - Practical Marketing Solutions

Behind every social media strategy you must have a content plan and a network plan. Plus, unlike other social media platforms, you have an unlimited ability to build an audience on Twitter even if your contacts don’t follow you back. Building your social media network. Look through other social media accounts. By Mark W. Schaefer. But a network plan? Why Twitter?