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. “….

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

Internet/Social Media – Only three people said the internet was their best source of business. 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. Getting leads from the Internet. The answer is ( 3 )  Cultivating their clients.

What’s the Best Way to Get New Business?

Sales Lead Dynamics

Internet/Social Media – Only three people said the internet was their best source of business. 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. Getting leads from the Internet. The answer is ( 3 )  Cultivating their clients.

Eat Your Peas: Always Be Networking

Sales Lead Dynamics

Connecting via LinkedIn, Facebook, and other social media. In the good times, the phone rings and business just rolls in. 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. It’s called feast or famine. Eat more peas and less steak. It’s fun. Thurs.

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.

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. 

Content Methodology: A Best Practices Report

and media formats. Landscape Channel and Media. Continuous Improvement When organizations publish content, they venture into the world of media. for their audience’s attention, including major publishers and media companies. modern media landscape, the “If you build it, they will come” mindset is doomed to. Social Media • Activation across. Content. In the.

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. “….

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.

Evangelizing a Content Marketing Program

brands experiencing declining social media effective- ness and came to a clear conclusion: " We’ve reached a tipping point where. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY18 Internal Audit, External Audit, and Audience Identification Many brands only audit the external media landscape. could be Hollywood, could be Bollywood, could be the traditional media. The hotel giant.

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

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.

Marketing Technology: 3 Solutions You Can't Live Without

CRM Platform Marketing Automation Platform Social Media Platform If You’re Feeling Ambitious: Next Steps After the Core Three Account Based Marketing Tool Ad Retargeting Tool. email marketing, lead generation and management, ROI reporting, social media and sales. The Low Down on Social Media Platforms WHAT IT IS: A social media platform creates a single place where marketers.

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.

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.

Advocate Marketing Creates B2B Relationships That Lasts A Lifetime

Depth Of This Goodwill Social media, online activity, and the mobile. the company, it must come from customers.” “the rise of social communities and media amplifies the voice of everyone. Advocate Marketing Creates B2B Customer. Business And Close Deals Referrals deliver higher-quality leads, references. help sales close deals, and B2B buyers prefer to. engage with peers. offerings.

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.

Five Top-Rated Social Media Management Tools for 2016 [Infographic]

Webbiquity

What is the “best” social media management tool out right now? Every social media manager has a preferred one that they always use, and it’s usually one of a handful of the top social media management tools on the market. They are also useful for monitoring certain keywords or conversations, and for analyzing your social media performance.

Rate 85

Content Marketing 2016: Staffing, Measurement, and Effectiveness

fully formed media company. from traditional media outlets. energy drinks or dishwashers to legacy media giants. as media company.” According to PQ Media’s “Global. important media topic of 2015. social media, brands and publishers alike have had. media operation. traditional media publishers, writing great articles or filming. little.

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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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.

Are you ready for the mega-shift from social media to private media?

grow - Practical Marketing Solutions

Social media won’t go away (Facebook isn’t dead!), but it may become less important to certain groups as this trend toward more intimate conversation rises. The world is transitioning from public social media to private media. The rise of private media. Conversational moments — Today a brand goal on social media is mass relevance. 98 percent.

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.

Study: How Much of Your Content Marketing Is Effective?

Terms like native content, brand publishing, and owned media are set to evolve. to be tackled if brands want to compete with traditional media. excluding social media posts)? people just for their media house. Copyright © 2015 Contently. All rights reserved. contently.com By Jordan Teicher Study: How Much of Your Content. Marketing is Effective? 700 content marketers.

5 Ways User-Generated Content Amplifies Your Social Media Strategy

B2B Marketing Insider

Social media brings online conversations to life. According to a research study, 74% of all Internet users use social media. And with social media, content emerges. The post 5 Ways User-Generated Content Amplifies Your Social Media Strategy appeared first on Marketing Insider Group. Social Media Social Media CampaignsConsumers are sharing […].

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.

Why “rich content” is central to your social media strategy

grow - Practical Marketing Solutions

Only in-depth, conversational content from at least one of these sources will provide the content fuel to give you a chance to reap the immense benefits from a social media strategy. Once you make that decision and begin to execute, you’ll have the content behind you that powers whatever social media platforms you choose. But first, I need to tell a story. lesson in rich content.

12 Brilliant Ways To Save Time on Social Media

Act-On

How much time do you spend on social media every week? To give you an idea of what’s about normal for social media management time, consider the chart below. It’s from Social Media Examiner’s 2015 Social Media Marketing Industry Report. To help you free up some time, we researched how other marketers save time on social media. An hour? Four hours? Forty?

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.

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.