Sales Lead Dynamics

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To Get More Referrals, Paint a Picture

Sales Lead Dynamics

also needs to educate referral sources about what happens when management teams are in conflict: projects stall, sales slump, market share declines, costs skyrocket etc. There are three things every CEO wants: increased sales, reduced costs, and reduced risk. In one recent case sales growth increased from 3% to 15% because projects were completed faster.”. They respect you.

CPA 49

What’s Your Prospecting Plan? – Part I

Sales Lead Dynamics

Organization Size (Sales, employees etc). 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 49

Prospecting Is a Marathon, Not a Sprint.

Sales Lead Dynamics

Useful information with each contact, not a stream of sales pitches. Dave Kahle in Overcome Sales Challenges Using This 8-Step System likens some prospecting efforts to cooking popcorn: “ ……. many service professionals attempt to increase sales when they start feeling economic pressure. Prospects are hard to reach.Very hard. They don’t answer the phone (Thank you, Caller ID!).

How to Find Your Niche

Sales Lead Dynamics

Problem (lagging sales, skyrocketing costs, employee turnover etc). In my last blog post Why You Need a Niche , I explained, well, ah …….why why you need a niche. The reason is pretty clear: you can make more money. Clear Niche = More/Better Referrals = More Clients. Here’s how to get started. What Distinguishes You? Industry (IT, Healthcare, Lawyers etc.). Are you passionate about it?

CPA 34

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

Prospecting: Do What Comes Naturally.

Sales Lead Dynamics

Loves to Call/Hates to Write – He can’t complete a sales letter but can complete a dozen calls in a morning. 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. It’s a smorgasbord.

Your Business Has Changed. Adapt To The New World

Sales Lead Dynamics

Your sales pipeline is empty. According to Mike , “Much of what makes a good consultant makes a good sales person. This is exactly what you need to do to become successful in sales. Step-by-step how to lead masterful sales conversations in any situation. It’s 2006. Your R & R (Repeat & Referral) business is flowing in. You’ve got more work than you can handle.

Rules 21

Use “Trigger Events” to Get More Business

Sales Lead Dynamics

They fall into these categories: Marketing & Sales : New products, new markets, new branding, new (or lost) customers etc. 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. These events often “trigger” a need.  You get the idea.

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.

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

To Reach Your Sales Goals, Take Baby Steps

Sales Lead Dynamics

You followed my advice in For Effective Prospecting, Use a Scorecard and set detailed sales, networking, and marketing goals. You’ve got big plans for 2012.This is supposed to be your break-out year. What a year.  To make your goals you need: 150 face-to-face meetings, 500 phone discussions, and 150 networking events. How are you going do all of this and still serve your clients? Yikes!

Queen of her Niche

Sales Lead Dynamics

” After a career in sales and marketing, including senior positions at two Fortune 100 companies, Lynne had two goals: to be her own boss and to help women. Lynne Smith personifies the term “perpetual motion” She has a breathtaking array of business development activities. She networks. She writes. She speaks. She coaches. She volunteers. Lynne is a model for all of us.

What’s the Best Way to Get New Business?

Sales Lead Dynamics

The reliance on clients is even more dramatic when you add in the “somewhat successful,” those who were at 2007 levels or met their sales goal.  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.

What’s the Best Way to Get New Business?

Sales Lead Dynamics

The reliance on clients is even more dramatic when you add in the “somewhat successful,” those who were at 2007 levels or met their sales goal.  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.

Triumph of the Niche-Meister: A True Story

Sales Lead Dynamics

It’s sales and marketing efforts are very focused and efficient.   A Clear and Consistent Message.  It’s relatively easy to understand what Prime Genesis does. Readers of this blog know that I preach incessantly about niches, positioning, content marketing, referral networks, nurturing programs yada, yada, yada…. have finally found someone who actually practices what I preach. Yikes! Share.

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

Tantalize Your Prospects with Intriguing Messages

Sales Lead Dynamics

Ditch the sales pitch. Several sales experts advocate a message with one tantalizing statement.  You’re going crazy trying to reach Ms. Prospect. You’ve called her four times but she hasn’t picked up the phone. You’ve left three detailed voicemail messages describing your services. She hasn’t called you back. You sent her an email with your slide presentation.  They all sound alike.

The Phone Has Stopped Ringing. Now What?

Sales Lead Dynamics

Problem/Opportunity: Unproductive Sales Team, New Market. Results: Reorganized Sales Team, Overhauled Billing System. The need to improve sales results. Not a tax return or valuation or sales compensation study). When times were good, many successful professionals didn’t need a well defined niche. All their business came via “R & R” (Repeat and Referral). To Whom.

Avoid the B-Word (Budget)

Sales Lead Dynamics

Jill Konrath in The One Question That Can Kill Any Sales Conversation writes about her own experience. Let’s say you’re a sales training consultant. Your fee is $10,000 but you’ve shown him you can increase sales by $200,000 by making his sales team more effective. Your initial phone call with Ms. Prospect is going well. She has a problem. Prospect is flummoxed. process.

BANT 11

Scholarships with February 2015 deadlines

Sales Lead Dynamics

As a result of $300K IRS tax statement, national agencies raided your home of Sale in August. 2010 is finished. And with it, therefore disappear some memories that are poor. Regrettably for these superstars, a year doesnt’s start wash government tax-debt away. For all your Average Person People who protest that the bass that is major is never gone after by the IRS, this list that is unofficial demonstrates the Treasury Departments net is definitely wide enough to some flounders. In ascending order on the basis of the portions Uncle Sam is owed by them they’re listed. Yikes.

How to Meet Your Ideal Prospect

Sales Lead Dynamics

Your target is business owners of companies between $5 million and $20 million in sales. 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. You know how you can help them. There is just one problem.

CPA 2

How to Meet Your Ideal Prospect

Sales Lead Dynamics

Your target is business owners of companies between $5 million and $20 million in sales. 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. You know how you can help them. There is just one problem.

CPA 2

Use “Trigger Events” to Get More Business

Sales Lead Dynamics

They fall into these categories: Marketing & Sales : New products, new markets, new branding, new (or lost) customers etc. 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. These events often “trigger” a need.  You get the idea.

How to Find Your Niche

Sales Lead Dynamics

Problem (lagging sales, skyrocketing costs, employee turnover etc). In my last blog post Why You Need a Niche , I explained, well, ah …….why why you need a niche. The reason is pretty clear: you can make more money. Clear Niche = More/Better Referrals = More Clients. Here’s how to get started. What Distinguishes You? Industry (IT, Healthcare, Lawyers etc.). Are you passionate about it?

CPA 2

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.

To Reach Your Sales Goals, Take Baby Steps

Sales Lead Dynamics

You followed my advice in For Effective Prospecting, Use a Scorecard and set detailed sales, networking, and marketing goals. You’ve got big plans for 2012.This is supposed to be your break-out year. What a year.  To make your goals you need: 150 face-to-face meetings, 500 phone discussions, and 150 networking events. How are you going do all of this and still serve your clients? Yikes!

To Reach Your Sales Goals, Take Baby Steps

Sales Lead Dynamics

You followed my advice in For Effective Prospecting, Use a Scorecard and set detailed sales, networking, and marketing goals. You’ve got big plans for 2012.This is supposed to be your break-out year. What a year.  To make your goals you need: 150 face-to-face meetings, 500 phone discussions, and 150 networking events. How are you going do all of this and still serve your clients? Yikes!

Are Your Sales Cycles Like “Groundhog Day?”

Sales Lead Dynamics

Some sales cycles are like that. Andrew Sobel in What to Do When the Sale Stalls suggests six “preconditions” for converting a prospect to a client. In the movie “Groundhog Day,” Bill Murray plays Phil, a meteorologist. You meet repeatedly with a prospect. Each time he asks for more information or more time. And, then, he can’t make a decision. Nothing happens. Available bodies?

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

Sales Lead Dynamics

Paul McCord , a sales training consultant, says it starts with the sales process. 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.

Don’t Blow the Big Meeting. Ditch the Sales Pitch.

Sales Lead Dynamics

Kelley Robertson in How to Master a 30 Minute Sales Meeting gives an example “&# We specialize in helping businesses like yours improve their call center performance. You’ve just scheduled an initial meeting with Ms. Big Prospect. But it’s only 30 minutes. So much to tell her, so little time. Where will you start? Should you show your slides? Perhaps your brochure? Forget it. Prospect.

For an Effective Elevator Speech Obey The 10 Commandments

Sales Lead Dynamics

It’s a sales pitch. Fred the marketing consultant is at a networking event. He’s explaining his business.  ‘We provide CMO’s with best-of-breed, next-generation, scalable solutions that optimize revenue and enhance customer value ,” Fred drones on “ We act as a change agent empowering a paradigm shift using a value added synergistic approach that enables clients to take a deep dive.”.

For an Effective Elevator Speech Obey The 10 Commandments

Sales Lead Dynamics

It’s a sales pitch. Fred the marketing consultant is at a networking event. He’s explaining his business.  ‘We provide CMO’s with best-of-breed, next-generation, scalable solutions that optimize revenue and enhance customer value ,” Fred drones on “ We act as a change agent empowering a paradigm shift using a value added synergistic approach that enables clients to take a deep dive.”.

You Found Your Niche. Now, Craft Your Message.

Sales Lead Dynamics

Sell hope” by emphasizing your results.  In sales parlance cosmetics is a feature.  In my last blog post Find Your Niche! , I offer tips on defining your business: your services, your target market, the problems you solve. You took a whack at it. It was painful. And it was time consuming. But all that research and analysis paid off. You did it. You’ve found your niche. Congratulations.

You Found Your Niche. Now, Craft Your Message.

Sales Lead Dynamics

Sell hope” by emphasizing your results.  In sales parlance cosmetics is a feature.  In my last blog post Find Your Niche! , I offer tips on defining your business: your services, your target market, the problems you solve. You took a whack at it. It was painful. And it was time consuming. But all that research and analysis paid off. You did it. You’ve found your niche. Congratulations.

You Found Your Niche. Now, Craft Your Message.

Sales Lead Dynamics

Sell hope” by emphasizing your results.  In sales parlance cosmetics is a feature.  In my last blog post Find Your Niche! , I offer tips on defining your business: your services, your target market, the problems you solve. You took a whack at it. It was painful. And it was time consuming. But all that research and analysis paid off. You did it. You’ve found your niche. Congratulations.

Find Your Niche!

Sales Lead Dynamics

Poor Sales Team, New Market. Reorganized Sales Team. Jack is a marketing consultant. He’s worked with lots of companies and worked on lots of projects. His clients have been Fortune 500 companies, middle market companies, and even a few start-ups. His projects have been strategic plans, new product introductions, branding strategies, market analyses and many more. Jack needs a niche.

Find Your Niche!

Sales Lead Dynamics

Poor Sales Team, New Market. Reorganized Sales Team. Jack is a marketing consultant. He’s worked with lots of companies and worked on lots of projects. His clients have been Fortune 500 companies, middle market companies, and even a few start-ups. His projects have been strategic plans, new product introductions, branding strategies, market analyses and many more. Jack needs a niche.

Find Your Niche!

Sales Lead Dynamics

Poor Sales Team, New Market. Reorganized Sales Team. Jack is a marketing consultant. He’s worked with lots of companies and worked on lots of projects. His clients have been Fortune 500 companies, middle market companies, and even a few start-ups. His projects have been strategic plans, new product introductions, branding strategies, market analyses and many more. Jack needs a niche.

Make Him an Offer He Can’t Refuse

Sales Lead Dynamics

The threat of violence is not exactly a standard sales technique. offers some sage sales advice. First, he wanted me to work on his sales system. In “The Godfather,” Don Corleone dispatches a minion to deal with an uncooperative movie producer. Make him an offer he can’t refuse,” orders the Don. You don’t have the Don’s powers of persuasion (or at least I hope not). 

Make Him an Offer He Can’t Refuse

Sales Lead Dynamics

The threat of violence is not exactly a standard sales technique. offers some sage sales advice. First, he wanted me to work on his sales system. In “The Godfather,” Don Corleone dispatches a minion to deal with an uncooperative movie producer. Make him an offer he can’t refuse,” orders the Don. You don’t have the Don’s powers of persuasion (or at least I hope not).