2011

Sales Lead Dynamics

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Prospecting Is a Marathon, Not a Sprint.

Sales Lead Dynamics

Prospects are hard to reach.Very hard. They don’t answer the phone (Thank you, Caller ID!). They don’t respond to emails. And forget about a return call. If they’ve never heard of you, they don’t know what you offer. They don’t know your reputation. Why should they bother talking to you?

Do You Have a Brand?

Sales Lead Dynamics

I used to think a brand was just a logo. I also used to think that “branding” applied to consumer products, not to b2b businesses or professional services firms. Wrong on both counts. A brand is a lot more than a logo. And it’s more than a niche. A brand is what your market expects you to deliver.

Brand 39

For Effective Prospecting, Use a Scorecard.

Sales Lead Dynamics

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.

For Effective Prospecting, Use a Scorecard.

Sales Lead Dynamics

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.

Customer Success and Marketing Alignment: The Key to Unlocking Customer Advocacy

Most B2B companies say the customer experience is a priority, but their teams are not prepared or coordinated enough to make this a reality.

Prospecting: Do What Comes Naturally.

Sales Lead Dynamics

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.

Your Business Has Changed. Adapt To The New World

Sales Lead Dynamics

It’s 2006. Your R & R (Repeat & Referral) business is flowing in. You’ve got more work than you can handle. 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.

Rules 21

Eat Your Peas: Always Be Networking

Sales Lead Dynamics

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.

Triumph of the Niche-Meister: A True Story

Sales Lead Dynamics

Readers of this blog know that I preach incessantly about niches, positioning, content marketing, referral networks, nurturing programs yada, yada, yada…. I have finally found someone who actually practices what I preach. This individual has a very successful business.

B2B Marketing Trends for 2016

25 B2B marketing thought leaders answer the question "What do you expect to B2B marketers to be doing more of or differently in 2016?" The results are amazing insights around content marketing, achieving business results, alignment, employee advocacy, new technologies, customer experience and more.

Tantalize Your Prospects with Intriguing Messages

Sales Lead Dynamics

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.

Publish or Perish. Become a Thought Leader.or Else

Sales Lead Dynamics

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. But it’s not just a great marketing tool. It’s becoming a necessity.

Reach Prospects Via The Back Door, Not The Front.

Sales Lead Dynamics

Harry (not his real name) is an organizational development consultant I spoke to recently. He helps CIO’s (Chief Information Officers) complete IT projects faster by training employees to work together more effectively. Harry is an expert. He’s written two books. He has a valuable service.

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

Sales Lead Dynamics

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. Fred needs to bring in business for his new firm. He’s networking like crazy.

7 B2B Marketing Strategies You Need to Know About

As B2B marketers, we know that our buyers' needs are ever-evolving, but it's not just our buyers that are changing.

The Phone Has Stopped Ringing. Now What?

Sales Lead Dynamics

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 phone rang. Business flowed in. Then, the phone stopped ringing.

Does Your Mother Know What You’re Doing?

Sales Lead Dynamics

You’re smart. You’re an expert. You do great work. Clients love you. But does your mother know what you do? If not, you’ve got a problem. You may be able to explain your business to experts in your industry and people familiar with your work.

Does Your Mother Know What You’re Doing?

Sales Lead Dynamics

You’re smart. You’re an expert. You do great work. Clients love you. But does your mother know what you do? If not, you’ve got a problem. You may be able to explain your business to experts in your industry and people familiar with your work.

Does Your Mother Know What You’re Doing?

Sales Lead Dynamics

You’re smart. You’re an expert. You do great work. Clients love you. But does your mother know what you do? If not, you’ve got a problem. You may be able to explain your business to experts in your industry and people familiar with your work.

5 Pillars of Marketing Automation Success

Ensure Your B2B Marketing Clients Get the Best Results

Seven Rules for Effective Networking

Sales Lead Dynamics

“It’s not net-sit or net-eat. It’s net-WORK”. Ivan Misner, Founder of BNI. Yes, networking is work. It requires systematically connecting with the right people in the right places with the right message and the right touch. . Here are seven networking “rules” that I consider essential.

Seven Rules for Effective Networking

Sales Lead Dynamics

“It’s not net-sit or net-eat. It’s net-WORK”. Ivan Misner, Founder of BNI. Yes, networking is work. It requires systematically connecting with the right people in the right places with the right message and the right touch. . Here are seven networking “rules” that I consider essential.

Seven Rules for Effective Networking

Sales Lead Dynamics

“It’s not net-sit or net-eat. It’s net-WORK”. Ivan Misner, Founder of BNI. Yes, networking is work. It requires systematically connecting with the right people in the right places with the right message and the right touch. . Here are seven networking “rules” that I consider essential.

For Effective Prospecting, Use a Scorecard.

Sales Lead Dynamics

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.

Flip My Funnel - Guide To B2B Account Based Marketing

As modern B2B marketers, we have been lucky enough to witness some of the most dramatic shifts in marketing strategies and technologies.

The Telephone: Your Best Networking Tool

Sales Lead Dynamics

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.

The Telephone: Your Best Networking Tool

Sales Lead Dynamics

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.

Networking Venues: Fish Where the Fish Are

Sales Lead Dynamics

Fred has just left the corporate world and is looking for consulting assignments. He wants to meet Fortune 1000 CMO’s (Chief Marketing Officers). Searching for prospects and referral sources, he decides to go to a local chamber of commerce event.

Networking Venues: Fish Where the Fish Are

Sales Lead Dynamics

Fred has just left the corporate world and is looking for consulting assignments. He wants to meet Fortune 1000 CMO’s (Chief Marketing Officers). Searching for prospects and referral sources, he decides to go to a local chamber of commerce event.

Lead Generation Checklist

You spend a lot of time, energy, and money doing lead generation to capture leads but it's how you manage them that makes the difference between success and failure.

Get the Most Out of That First Networking Meeting

Sales Lead Dynamics

You were determined to get the most out of that networking event. Like a diligent networker, you collected the business cards of each person you met. When you got back to your office, you dutifully input the contact info into your computer. Then, you decided whom to follow up with. .

Referral Partners Feed Each Other. Find Some.

Sales Lead Dynamics

Your clients and networking buddies are not necessarily your best referral sources. They may not know of opportunities. They may not always remember you. They may not even understand what you do. Referral partners are different. They are non-competitive professionals serving the same market.

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

Sales Lead Dynamics

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. Begging the media for coverage. The Three B’s no longer work so well.

Your Niche: The Key Ingredient for Success

Sales Lead Dynamics

“I like variety”. “I I want to work on all kinds of projects.”. “I’ll I’ll do whatever a client asks”. “I I don’t want to miss any opportunities”. “I I don’t want to limit my options”. These statements argue for the broadest possible positioning: Being many things to many people.

How to Leverage Content Marketing to Power Your B2B Marketing Automation Funnel

Generate more leads. Better leads. Engage customers, increase upsells, boost revenue and save precious time -- these are the benefits of marketing automation. And content fuels it all.

The First Networking Meeting: Schmooze or Lose

Sales Lead Dynamics

You’re having a networking lunch with Fred, a well connected lawyer, and Tom, a mutual friend who set up the lunch. The usual pleasantries ensue, discussion of kids and family etc. You’re getting antsy. You think to yourself “Fred could be a referral goldmine. Enough of this idle chit-chat.

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

Sales Lead Dynamics

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? Surely, your white papers will impress her. Forget it. Don’t do an information dump on Ms. Prospect.

With Big Prospects, Start Small

Sales Lead Dynamics

Your first meeting with Ms. Prospect just ended. You realize that she has lots of problems and buckets of money. This could be a whole year’s worth of work. What a bonanza! Time to propose a six figure mega project. Not so fast. There is one little problem: she doesn’t know you.

It’s Not an Elevator “Pitch.” It’s a Stairway “Conversation”

Sales Lead Dynamics

You have a recurring dream. After months of pursuing him, you’re alone in an elevator with Mr. BIG PROSPECT. You give him your pitch. He’s blown away. When you both get off at the 50 th floor, you’ve got a deal. Closing a deal with an elevator pitch happens only in your dreams, not in the real world.

The B2B Demand Gen Marketing Playbook

To build integrated, data-driven programs, demand gen marketers need diverse, compelling content at every stage of the buyer's journey.