Sales Lead Dynamics

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Don’t Sell Your Services. Sell Your Results.

Sales Lead Dynamics

Using examples of client projects is a great way to illustrate your work. help clients get work done faster. After. “I help management teams work together more effectively. “In the factory we make cosmetics. In the drugstore we sell hope.”. Charles H. Revson, Founder of Revlon. Perfume is simply smelly (well, ok, pleasantly fragrant) water. It could change your life. Right?

CPA 54

To Get More Referrals, Paint a Picture

Sales Lead Dynamics

could tell colleagues (using plain English, not consultant-speak)   “I work with frustrated CEO’s who aren’t making their goals because of conflicts on their management teams. There is a reason you’re not getting more referrals.  And it’s not because you’re a loser. Your colleagues like you. They respect you. They want to help you. But they don’t know how. Help them help you. You Do What?

CPA 49

Your Profile: The Key to Real LinkedIn Success

Sales Lead Dynamics

Your profile should reflect what you deliver: the benefits and results of working with you. Volunteer work. By:          Peter Helmer and Marc Halpert. Note: I co-authored this article with my good friend Marc Halpert, a LinkedIn expert. His bio is at the bottom of this post). Your brand should be your biggest asset.  It’s your reputation. It’s what you deliver. It’s your brand!

Find Your Business Development Comfort Zone.

Sales Lead Dynamics

Social media probably won’t work. 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. Worse, he isn’t finding any new business. Target   Market.

B2B Marketing Trends for 2016

Ambal Balakrishnan, Head of Marketing and Strategy, Click Documents [link] B2B Marketing Trends for 2016 9 Take Content Marketing to the Next Level Get Over Our Fear of Video 75% of executives watch work-related videos at least once a week, and. get granular with marketing tactics and messages, and plan tactics based on what is likely to work in the. B2B Marketing. know which half."

Business Development Survey

Sales Lead Dynamics

Additional work from existing clients? I am conducting a short survey (Please see link to survey below) to find out how business owners and service professionals such as consultants, coaches, lawyers, and accountants get new business. What is your best source of new business? Referrals from your network? Inquiries generated by your speeches and articles? Cold Calling? The Internet?

Business Development Survey

Sales Lead Dynamics

Additional work from existing clients? I am conducting a short survey (Please see link to survey below) to find out how business owners and service professionals such as consultants, coaches, lawyers, and accountants get new business. What is your best source of new business? Referrals from your network? Inquiries generated by your speeches and articles? Cold Calling? The Internet?

Do You Have a Brand?

Sales Lead Dynamics

Make your clients evangelists by doing terrific work for them. What ultimately defines you, however, is the quality of your work. Brand strength is the difference between a highly-regarded, trusted and respected company and a company that does not hold these traits, and therefore struggles,” according to Randy.  A firm with brand strength does great work. It’s your reputation.

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For Effective Prospecting, Use a Scorecard.

Sales Lead Dynamics

First, determine the work effort needed to generate those clients. When you’re looking for new business, keep score. Otherwise, you won’t know whether you’re doing the right things. Most of us have sales goals and some form of a “sales pipeline” to track closed deals, proposals and key prospects. But that is only part of the process. You need more. Set goals for those activities. Suspects”.

B2B Marketing Trends for 2016

Ambal Balakrishnan, Head of Marketing and Strategy, Click Documents [link] B2B Marketing Trends for 2016 9 Take Content Marketing to the Next Level Get Over Our Fear of Video 75% of executives watch work-related videos at least once a week, and. get granular with marketing tactics and messages, and plan tactics based on what is likely to work in the. B2B Marketing. know which half."

For Effective Prospecting, Use a Scorecard.

Sales Lead Dynamics

First, determine the work effort needed to generate those clients. When you’re looking for new business, keep score. Otherwise, you won’t know whether you’re doing the right things. Most of us have sales goals and some form of a “sales pipeline” to track closed deals, proposals and key prospects. But that is only part of the process. You need more. Set goals for those activities. Suspects”.

Referrals: Give Before You Get

Sales Lead Dynamics

Understanding Mary’s niche may take some work.  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. But it’s worth it.

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Networking 101: Schmooze or Lose

Sales Lead Dynamics

It didn’t work. 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. If you chose (a), (b) or (c), you’re dreaming. You have only one objective: to get to know one another. Period. You’ll never do business if you don’t like each other. Relax.

Use Trigger Events to Get Your Foot in the Door

Sales Lead Dynamics

work with CIO’s to complete IT projects faster. I do this by training employees to work together more effectively. I’d like to discuss how I might be helpful to your organization. IT department mergers have a very high failure rate. I’ve worked on five integrations and we successfully completed each in less than six months.”. This is a quiz. Please call me at 123-456-7890”.

Prospecting: Do What Comes Naturally.

Sales Lead Dynamics

Then, choose a combination of activities that work for you. 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. Email.

B2B Marketing Trends for 2016

Ambal Balakrishnan, Head of Marketing and Strategy, Click Documents [link] B2B Marketing Trends for 2016 9 Take Content Marketing to the Next Level Get Over Our Fear of Video 75% of executives watch work-related videos at least once a week, and. get granular with marketing tactics and messages, and plan tactics based on what is likely to work in the. B2B Marketing. know which half."

Your Business Has Changed. Adapt To The New World

Sales Lead Dynamics

You’ve got more work than you can handle. Work too hard for too little money. It’s 2006. Your R & R (Repeat & Referral) business is flowing in. Life is good. Fast forward to 2009. Your clients are gone. Your sales pipeline is empty. Your competitors are everywhere. Life is, well, not so good. Now it’s 2011. Life is (a little) better. But the world has changed. Be Clear.

Rules 21

Do You Have a Brand?

Sales Lead Dynamics

You build a brand by doing three things: Making your clients evangelists by doing terrific work for them. They don’t stress the results and benefits of their work. Verb – stigmatize, stamp, mark. Source – Wikipedia. 2. “…. While many people refer to a brand as a logo, tag line or audio jingle, a brand is actually much larger. ”  Source – Persuasive Brands. That is your brand.

Queen of her Niche

Sales Lead Dynamics

system (which she works relentlessly). She found women often preferred to work with women financial advisors. But 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. brand. But Lynne Smith is not her real name. The compliance

What’s the Best Way to Get New Business?

Sales Lead Dynamics

These professionals get most of their new business from existing clients either via additional work or via referrals, according to my survey. Obviously those who get more business from clients do great work.  But they also know how to get more work out of their clients. This is a quiz. How do the most successful professionals get new business? Networking like crazy.

What’s the Best Way to Get New Business?

Sales Lead Dynamics

These professionals get most of their new business from existing clients either via additional work or via referrals, according to my survey. Obviously those who get more business from clients do great work.  But they also know how to get more work out of their clients. This is a quiz. How do the most successful professionals get new business? Networking like crazy.

To Reach Your Sales Goals, Take Baby Steps

Sales Lead Dynamics

But work on it systematically. 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. What a year.  To make your goals you need: 150 face-to-face meetings, 500 phone discussions, and 150 networking events. Yikes! Your head is starting to hurt.

Eat Your Peas: Always Be Networking

Sales Lead Dynamics

Why should you eat your peas (networking) when there is so much steak around (client work)? Most of us prefer client work. Networking is, well, work. 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). Because you’ll run out of steak. It’s called feast or famine. Eat more peas and less steak. Thurs.

Tantalize Your Prospects with Intriguing Messages

Sales Lead Dynamics

State A Strong Value Proposition – Offer proof “ In working with another firm like yours, we reduced space requirements by 10%, saving them over $500k on lease payments and capital equipment reductions of over $300,000.&#. You’re going crazy trying to reach Ms. Prospect. You’ve called her four times but she hasn’t picked up the phone. She hasn’t called you back. They all sound alike.

Publish or Perish. Become a Thought Leader.or Else

Sales Lead Dynamics

Thought Leadership – Why It Works. According to Britton, Dan “ maintains the blog has ‘raised my profile in the field&# and led to ‘a substantive amount of billable work…. In academia, it’s “publish or perish.” It’s getting that way in professional services, too. Thought leadership” (a.k.a. But it’s not just a great marketing tool. It’s becoming a necessity. But Grassi goes further.

Reach Prospects Via The Back Door, Not The Front.

Sales Lead Dynamics

He helps CIO’s (Chief Information Officers) complete IT projects faster by training employees to work together more effectively. Work his Network – The next step is for Harry is to search his contact database for professionals who fit the profile. Harry (not his real name) is an organizational development consultant I spoke to recently. Harry is an expert. He’s written two books.

The Three Keys to Successful Networking = Niche + Venue + Follow Up

Sales Lead Dynamics

Once you’ve got your niche, then work on the next “key:” venue.  She also began working on association committees where these targeted sources congregate. Fred (not his real name) is a lawyer I met recently. He is a litigator representing large companies, and he recently left a large New York law firm to become a partner in a small suburban firm. He’s networking like crazy. Bingo!

The Phone Has Stopped Ringing. Now What?

Sales Lead Dynamics

But it works. When times were good, many successful professionals didn’t need a well defined niche. All their business came via “R & R” (Repeat and Referral). They relied on their reputations and connections. The The phone rang. Business flowed in. Then, the phone stopped ringing. This has left many professionals floundering. They have no target market. They have no clear message.

A Referral is a Gift. Be Thankful.

Sales Lead Dynamics

proper introduction requires some work. 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. Acknowledge.

Email 11

Avoid the B-Word (Budget)

Sales Lead Dynamics

often doesn’t work: Senior execs/business owners don’t have budgets for services they don’t know about. 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.

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Your Profile: The Key to Real LinkedIn Success

Sales Lead Dynamics

Your profile should reflect what you deliver: the benefits and results of working with you. Volunteer work. By:          Peter Helmer and Marc Halpert. Note: I co-authored this article with my good friend Marc Halpert, a LinkedIn expert. His bio is at the bottom of this post). Your brand should be your biggest asset.  It’s your reputation. It’s what you deliver. It’s your brand!

The Best Free Templates Online

Sales Lead Dynamics

Korean Hand Therapy (as its often named) is really a relatively new-style of this historical modality: it expanded out of the work of Dr. Tae Woo Yoo inside the late-twentieth century. Pyung, for example -Chim is not bad for treating pain; Hwa -Chim works well for systemic conditions, and Haeng-Chim is the greatest way to regain a pure energy move plus harmony through the entire body. A particular model was developed since it seeped into Vietnamese culture though acupuncture was originally developed in 1000s of years ago. Meridian Stream Design Chim Chim 2. Essay writing

Dylan creator Michael Grey on being honored the title Physician of Words

Sales Lead Dynamics

Use a Proofreader: Your hard-work is wasted if your brochure has inadequate manufacturing punctuation problems, style mistakes, or wrong info. Work with a Skilled Printer: Yes, you could print your pamphlet from an inkjet employing shiny brochure report which means this closing idea really boils down into a determination according to your budget. It’s really your very first time this and if you want to create a pamphlet, there are some common realities to bear in mind as you have the process. Use Colour: it’s worth the expenditure, although yes, shade is pricey. Essa

Scholarships with February 2015 deadlines

Sales Lead Dynamics

Following working with medication control expenses while imprisoned, which he plead guilty to to be able to prevent additional jail-time, the government placed a $1.1 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. Yikes. Get me From Here!,

Your Profile: The Key to Real LinkedIn Success

Sales Lead Dynamics

Your profile should reflect what you deliver: the benefits and results of working with you. Volunteer work. By:          Peter Helmer and Marc Halpert. Note: I co-authored this article with my good friend Marc Halpert, a LinkedIn expert. His bio is at the bottom of this post). Your brand should be your biggest asset.  It’s your reputation. It’s what you deliver. It’s your brand!

Don’t Sell Your Services. Sell Your Results.

Sales Lead Dynamics

Using examples of client projects is a great way to illustrate your work. help clients get work done faster. After. “I help management teams work together more effectively. “In the factory we make cosmetics. In the drugstore we sell hope.”. Charles H. Revson, Founder of Revlon. Perfume is simply smelly (well, ok, pleasantly fragrant) water. It could change your life. Right?

CPA 2

How to Find Your Niche

Sales Lead Dynamics

Finding your niche may be relatively easy if you’re already doing a lot of work in the area, anyway. It may take some work. When working with clients, I use a worksheet with over 20 detailed questions about their projects over the past three to five years. I ask the client to complete the worksheet and then we review the results. why you need a niche. Here’s how to get started.

CPA 2

Why You Need a Niche!

Sales Lead Dynamics

He’s worked with lots of companies on lots of projects. Jack enjoys his work. You can work on lots of things. But position yourself as an expert who works on only a few things Jack is a marketing consultant. His clients have been Fortune 500 companies, middle market companies, and even a few start-ups. He likes the variety. It’s fun. But Jack has a problem. faster.

Why You Need a Niche!

Sales Lead Dynamics

He’s worked with lots of companies on lots of projects. Jack enjoys his work. You can work on lots of things. But position yourself as an expert who works on only a few things Jack is a marketing consultant. His clients have been Fortune 500 companies, middle market companies, and even a few start-ups. He likes the variety. It’s fun. But Jack has a problem. faster.

Networking 101: Schmooze or Lose

Sales Lead Dynamics

It didn’t work. 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. If you chose (a), (b) or (c), you’re dreaming. You have only one objective: to get to know one another. Period. You’ll never do business if you don’t like each other. Relax.