Sales Lead Dynamics

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Don’t Sell Your Services. Sell Your Results.

Sales Lead Dynamics

In two short sentences, Revson conveyed an essential marketing lesson. “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. But Revson imbued it with almost mystical powers.

CPA 54

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. Problems Solved – The online marketing firm that specializes in companies reaching baby boomers.

CPA 49

What’s Your Prospecting Plan? – Part I

Sales Lead Dynamics

Your niche drives EVERYTHING: Your target market, your message, your marketing, your referral sources, your networking, your prospecting. Prospecting – present participle of pros·pect (Verb). Search for mineral deposits in a place, esp.

Plan 49

Find Your Business Development Comfort Zone.

Sales Lead Dynamics

What’s Your Market? Start by defining your target market. Here is a chart showing how, depending on your market, you might allocate your business development activities. Target Market. OK, now you know how to reach your market your way.

5 Pillars of Marketing Automation Success

Ensure Your B2B Marketing Clients Get the Best Results

How to Find Your Niche

Sales Lead Dynamics

Client’s Target Market (business owners, affluent individuals etc). Geographic Market (within a city, within the US, worldwide, etc.). All of these professionals can and do serve other markets and provide other services.

CPA 34

Do You Have a Brand?

Sales Lead Dynamics

A brand is what your market expects you to deliver. Brand Strength – How the market perceives you. You need a well defined target market and a well defined set of services. Your marketing and networking efforts will be all over the place. That’s outbound marketing.

Brand 39

For Effective Prospecting, Use a Scorecard.

Sales Lead Dynamics

Your networking/prospecting/marketing activities create the meetings that create the pipeline. When you’re looking for new business, keep score. Otherwise, you won’t know whether you’re doing the right things.

For Effective Prospecting, Use a Scorecard.

Sales Lead Dynamics

Your networking/prospecting/marketing activities create the meetings that create the pipeline. When you’re looking for new business, keep score. Otherwise, you won’t know whether you’re doing the right things.

B2B Marketing Trends for 2016

B2B Marketing. Pressure to demonstrate ROI: the great recession and subsequent slow recovery have forced B2B marketers to do more with less, and do. Never flush with cash in the first place, B2B marketing groups have been. Marketers need to take the. marketing, revenue.

Networking is a Two Way Street

Sales Lead Dynamics

“Networking isn’t selling, marketing, or cold calling. It’s the development and maintenance of mutually valuable relationships. Don’t mix these things up.”. Scott Ginsberg , author of “Hello, My Name is Scott”. It’s not all about you. We network for one reason: to find more business.

Use Trigger Events to Get Your Foot in the Door

Sales Lead Dynamics

Marketing – New branding, New products, PR Campaign. Marketing & Sales. New markets. This is a quiz. Whose call is Tom (Chief Information Officer at Fortune 1000 company) more likely to return: Harry’s or Mary’s? “Hi, Tom. This is Harry Jones.

Prospecting: Do What Comes Naturally.

Sales Lead Dynamics

One of the worst marketing mistakes you can make as an independent professional is to create a marketing plan that consists of activities you don’t enjoy and aren’t good at. ……………….If If you hate going to meet ‘n greet networking events, don’t do it.

Your Business Has Changed. Adapt To The New World

Sales Lead Dynamics

If prospects and referral sources don’t understand what you offer, the rest of your marketing efforts are wasted. 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.

Rules 21

B2B Marketing Trends for 2016

B2B Marketing. Pressure to demonstrate ROI: the great recession and subsequent slow recovery have forced B2B marketers to do more with less, and do. Never flush with cash in the first place, B2B marketing groups have been. Marketers need to take the. marketing, revenue.

Use “Trigger Events” to Get More Business

Sales Lead Dynamics

A new CMO needs a new marketing campaign. 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.

Do You Have a Brand?

Sales Lead Dynamics

Expertise – Your Services, Your Target Market, and the Problems You Solve. Get very specific: new product launches, marketing strategy, branding etc. Don’t just say you’re a marketing consultant. Next, what is the market you serve? Market Awareness.

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. Marketing Lessons from Lynne.

What’s the Best Way to Get New Business?

Sales Lead Dynamics

They were followed by marketing services (PR, design, advertising etc) at 35%, Next came financial professionals (investment, insurance, real estate etc.) Marketers, coaches and executive recruiters seem to be especially good at this. This is a quiz.

B2B Marketing Trends for 2016

B2B Marketing. Pressure to demonstrate ROI: the great recession and subsequent slow recovery have forced B2B marketers to do more with less, and do. Never flush with cash in the first place, B2B marketing groups have been. Marketers need to take the. marketing, revenue.

What’s the Best Way to Get New Business?

Sales Lead Dynamics

They were followed by marketing services (PR, design, advertising etc) at 35%, Next came financial professionals (investment, insurance, real estate etc.) Marketers, coaches and executive recruiters seem to be especially good at this. This is a quiz.

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.

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…. It’s sales and marketing efforts are very focused and efficient. The Content Marketing King.

Tantalize Your Prospects with Intriguing Messages

Sales Lead Dynamics

If you’d like to find out how (big, well-known company in related industry) have utilized similar ideas to gain significant market share, you can reach me at …”. You’re going crazy trying to reach Ms. Prospect. You’ve called her four times but she hasn’t picked up the phone.

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

Publish or Perish. Become a Thought Leader.or Else

Sales Lead Dynamics

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. The traditional approach to marketing professional services is “push:” advertising, tele-marketing, direct mail, trade shows.

Reach Prospects Via The Back Door, Not The Front.

Sales Lead Dynamics

These professionals: Know the market and are well connected at many companies. Harry (not his real name) is an organizational development consultant I spoke to recently.

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

Sales Lead Dynamics

What market do you serve (industry, company size etc)? What services do you offer that market? If other lawyers are his best referral sources, then Fred should focus most of his networking efforts in that market. Fred (not his real name) is a lawyer I met recently.

The Phone Has Stopped Ringing. Now What?

Sales Lead Dynamics

They have no target market. Once you’ve defined your niche (What and To Whom aka Expertise + Target Market), you need a message and a plan. You cannot effectively market your services without one. Problem/Opportunity: Unproductive Sales Team, New Market.

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

Avoid the B-Word (Budget)

Sales Lead Dynamics

A 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?”.

BANT 11

How-to Measure the Student’s Achievement

Sales Lead Dynamics

Affiliate Marketing Online Several firms that are online have affiliate programs. You’ll find 1000s of other internet programs on the market, along with Amazon’s system. By Quinn –> –> There are many quick and easy methods to create some extra cash online. This short article provides you with a few ideas. Studies By using studies one of the greatest methods to make some more money online is.

How to Meet Your Ideal Prospect

Sales Lead Dynamics

You know something about their companies, their markets, and their problems. Your immediate target market not is the exec who ultimately buys your services. Your real target market is the professional who can refer you to the exec. You’ve done your homework.

CPA 2

How to Meet Your Ideal Prospect

Sales Lead Dynamics

You know something about their companies, their markets, and their problems. Your immediate target market not is the exec who ultimately buys your services. Your real target market is the professional who can refer you to the exec. You’ve done your homework.

CPA 2

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

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

Don’t Sell Your Services. Sell Your Results.

Sales Lead Dynamics

In two short sentences, Revson conveyed an essential marketing lesson. “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. But Revson imbued it with almost mystical powers.

CPA 2

Use “Trigger Events” to Get More Business

Sales Lead Dynamics

A new CMO needs a new marketing campaign. 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.

How to Find Your Niche

Sales Lead Dynamics

Client’s Target Market (business owners, affluent individuals etc). Geographic Market (within a city, within the US, worldwide, etc.). All of these professionals can and do serve other markets and provide other services.

CPA 2

Why You Need a Niche!

Sales Lead Dynamics

Jack is a marketing consultant. 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, pricing studies, and many more.

Six Key Steps to Successful Marketing Automation Adoption

Selecting a Marketing Automation platform can be a daunting task. With so many options out there, your success with Marketing Automation depends on selecting the platform that best fits your needs