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 43

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!

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 39

Find Your Business Development Comfort Zone.

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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.

Content Marketing Playbook: Strategy and Roadmap

back the curtain on the groundbreaking work hap- pening inside a company Thomas Edison founded 130. relaunch while working for Group SJR, a content mar- keting agency. Everywhere I had been working felt like. death—’This magazine is going to close,’ ‘We’re working. that’s proven to work—one we’ve refined after helping. We are still working on freaking really hard.

Prospecting Is a Marathon, Not a Sprint.

Sales Lead Dynamics

How can you take each of the decisions you have made above and turn them into a system that works day in and day out? 8.    Do it all better. That will help tell you what works. Prospects are hard to reach.Very hard. They don’t answer the phone (Thank you, Caller ID!). They don’t respond to emails.  They don’t know your reputation. Why should they bother talking to you?

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?

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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Staffing and Launching Your Content Marketing Program

success was attributed to work we did months ago. work needed,” he wrote in a blog post. Playbook series—the point where the difficult work. experiences as publishers and the work we’ve done. you excited to come to work every day, pushing you to. We are still working. telling you that certain things work—we want to tell you. actual work.”

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”.

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”.

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.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

49 percent work across B2B and B2C businesses. their work as average, not very effective, or not. at least 25 full-time employees working on content. However, putting in the work to team up with talented creative. almighty question: Does this strategy actually work? blend of data to get the full picture of what’s working. Copyright © 2015 Contently. little.

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.

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 17

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!

Content Methodology: A Best Practices Report

This virtuous circle is only possible when the company works to build a culture of. work,” Becker said. “We needed to prove that content can improve marketing’s. culture of content doesn’t emerge overnight, but working to build one across these. Content Methodology: A Best Practices Report A content methodology works in much the same way as a flywheel. Content. In the.

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.

Ka Ching! Making LinkedIn Pay

Sales Lead Dynamics

He works at it. Most of us probably use LinkedIn as a networking tool. Using LinkedIn to make connections is good. Using it to make money is better. Marc Halpert can show you how.  . Meet Mister LinkedIn. An   uber-networker (and that is an understatement), Marc has been using LinkedIn for five years. He now has over 700 direct connections. That’s quite a network. Marc gets around.

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.

Study: How Much of Your Content Marketing Is Effective?

What’s working—and what’s not—for over. working remotely. to explore what works for their particular audiences. necessarily work with content. Copyright © 2015 Contently. All rights reserved. contently.com By Jordan Teicher Study: How Much of Your Content. Marketing is Effective? 700 content marketers. CONTENTLY STUDY: HOW MUCH OF YOUR CONTENT MARKETING IS EFFECTIVE?

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.

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."

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 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.

Evangelizing a Content Marketing Program

working, and as a result, creating content people. work so you can create better content and con- tinuously build a bigger and better audience. Moye publishers 15 to 20 stories each month through a “virtual news- room,” as most of the team, including Moye, works remotely. doesn’t work in the modern media landscape. All rights reserved. Introduction 4 II. The hotel giant.

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.