Generating Leads

  • In Selling, How Much Is Just Enough?

    Article

    In Selling, How Much Is Just Enough?

    March 26, 2015 C.J. Hayden

    If you can determine how much of anything is just enough to bring in the level of business you want, you can create a functional sales plan that allows you to sleep at night. The trick is finding that just-enough point. In this article, C.J. Hayden offers advice to help you find that sweet spot.

  • Keep the Social in Social Selling

    Article

    Keep the Social in Social Selling

    March 25, 2015 Michelle Davidson

    When using social media as a sales tool, keep in mind the one thing that drives social media: relationships. Social selling is about making connections and developing relationships with those people. Your goal should be to create a mutually beneficial relationship.

  • 3 Steps to Generate Leads and Win Sales via LinkedIn

    Podcast

    3 Steps to Generate Leads and Win Sales via LinkedIn

    March 24, 2015 Melonie Dodaro podcast button itunes button

    LinkedIn is the most powerful social media tool for sales professionals. Most decision makers are members, and you have ungated access to them. The key is to be proactive in your use of it, says Melonie Dodaro, author of The LinkedIn Code. You can't simply create a profile, collect connections, and wait for buyers to come to you.

  • LinkedIn Is a Social Selling Goldmine

    Article

    LinkedIn Is a Social Selling Goldmine

    March 20, 2015 Kevin Knebl

    LinkedIn is the sales professional's best friend. With it, you can create, nurture, and deepen business relationships—which leads to sales and endless referrals. The key is to develop Know-Like-Trust relationships with people. In this article, Kevin Knebl explains three things you can do to make the best use of LinkedIn to improve your social selling.

  • Don't Hunt Leads. Attract and Nurture Them

    Article

    Don't Hunt Leads. Attract and Nurture Them

    March 13, 2015 Sylvia Montgomery

    By switching from a solely outbound focus on sales to a broader one based on sharing expertise, you can educate, attract, and create a client base of loyal fans. Buyers come to you instead of you hunting them down.

     

  • Lead Generation: 3 Ideas for Producing Content that Attracts Buyers

    Article

    Lead Generation: 3 Ideas for Producing Content that Attracts Buyers

    February 26, 2015 Michael W. McLaughlin

    Publishing content is essential to growing business. The challenge is consistently producing quality content that buyers want, as well as finding time to create the content. These three tips from Michael W. McLaughlin help you handle both. 

  • 8 Strategies to Keep Customers on Your Email List

    Article

    8 Strategies to Keep Customers on Your Email List

    January 19, 2015 Scott Donald

    A key part of retaining customers is to make sure they stay on your email list. In a company's enthusiasm to promote its products and services, however, they might be doing things to alienate customers. To make sure your customers don't unsubscribe from your list, follow these eight strategies.

  • New to Federal Contracting? Consider This Key Factor

    Article

    New to Federal Contracting? Consider This Key Factor

    January 16, 2015 David Frazier

    Firms new to federal contracting are often at a significant disadvantage when competing against established firms. There's one factor, however, that can provide important insight and give them a leg up: employee satisfaction with in the government agency.

  • Sales Letters Don't Close Sales

    Article

    Sales Letters Don't Close Sales

    January 15, 2015 C.J. Hayden

    Sales letters aren't the magic bullets people think they are. You will have more success if you network, build referrals, and become known as an expert. Activities like those build your credibility and help you establish connections. 

  • So, You Want to Work for State and Local Governments

    Article

    So, You Want to Work for State and Local Governments

    December 2, 2014

    For firms that want state and local government work, it can be more challenging breaking into that sector than it is to secure a contract with the federal government.

  • How to Use LinkedIn as a Lead Generation Tool

    Podcast

    How to Use LinkedIn as a Lead Generation Tool

    October 28, 2014 Kevin Knebl podcast button itunes button

    When you know how to use LinkedIn, it becomes a powerful sales and lead generation tool. Listen as Kevin Knebl explains how to use the social media network to prospect for new customers, as well as attract buyers to you.

  • 3 Steps You Can Take to Generate Qualified Leads

    Podcast

    3 Steps You Can Take to Generate Qualified Leads

    September 30, 2014 Scott Armstrong podcast button itunes button

    Making sure sales teams receive qualified leads can be a challenge. The problem can be alleviated if marketing teams take these three steps in their online marketing campaigns: focus on measurable objectives, focus on the customer, and monetize engagement with prospects. Listen as Scott Armstrong discusses each of those, as well as explains what to include in an online marketing program.

  • Tap the Power of SMS Text Messaging to Increase Lead Generation

    Article

    Tap the Power of SMS Text Messaging to Increase Lead Generation

    September 29, 2014 Deborah Hanchey

    Text messaging, formally known as SMS (short message service), is the preferred method of communication among the younger generation. But it is not limited to that demographic. My 75-year-old mother-in-law communicates daily with her grandchildren by text. Even my technology Neanderthal husband has learned how to text. It is an easy, succinct, 160-character way to communicate with others.

  • Worry Circle Management – Improve Your Life and Connect with Your Prospects

    Q&A Coaching Call

    Worry Circle Management – Improve Your Life and Connect with Your Prospects

    September 25, 2014 John Doerr

    It is normal to worry. Everyone does. The trick to staying happy, balanced, positive, and upbeat is learning to control your head and manage what you worry about. In this members only Q&A Coaching Call, RAIN Group President John Doerr discusses a powerful way to control your attitude and use it as a framework to better understand your prospects.

  • Your Insecurity Is Showing

    Article

    Your Insecurity Is Showing

    September 18, 2014 Michelle Davidson

    Some people seem to be natural-born sellers. They can walk into a room, strike up a conversation with anyone, and sell them anything.

    Then there are those who never thought they'd be involved in sales, who struggle with marketing their services and having conversations with prospects. Often they lack confidence, are wary of talking about how they help clients, and back down when buyers push back on price. If they had their druthers, they'd simply do their work and people would find them and hire them. Unfortunately, it isn't that simple.

  • [Video] 3 Components Every Value Proposition Must Have

    Article

    [Video] 3 Components Every Value Proposition Must Have

    September 8, 2014 Jill Konrath

    What's a value proposition—and why is it important? It's a clear statement of the tangible business value that companies get from using your product or service. It's the outcome of using your offering—not what your offering is.

  • How to Create a Marketing System in 5 Days

    Podcast

    How to Create a Marketing System in 5 Days

    August 26, 2014 Mark Satterfield podcast button itunes button

    You can't assume because you do good work that clients are going to find you and hire you. You need a marketing system that will work for you seven days a week, consistently generating new leads and nurturing those leads. Listen as Mark Satterfield, author of The One Week Marketing Plan, discusses how to create a system in just five days that does that, as well as builds trust and credibility.

  • Are You Correctly Reading Prospects' Buying Signals?

    Article

    Are You Correctly Reading Prospects' Buying Signals?

    August 25, 2014 Ivan Misner

    While sitting in an airport waiting for my plane to arrive, I struck up a conversation with the young man sitting next to me. He was wearing a nice suit, carrying a laptop, and appeared to be traveling on business, so I asked him if he happened to be traveling to the same business event that I was. He wasn't headed to the same place, but we ended up having a very interesting conversation about sales.

  • Content Marketing Advice You Should Ignore

    Article

    Content Marketing Advice You Should Ignore

    August 18, 2014 Michael W. McLaughlin

    Every few months, my dentist sends me one of those prepackaged email newsletters. You know—the kind you can buy already written and designed. All you have to do is slap your name on it, and send it out to an email list.

  • How to Regain Control of the Sales Process

    Article

    How to Regain Control of the Sales Process

    August 18, 2014 Colleen Francis

    Once upon a time—and not long ago—we in the sales world had firm control over what we wanted buyers to see. They received access to information about our services when and how we chose to provide it to them. We did it via meetings, phone calls, websites, brochures, and tradeshows. As a result, we controlled the sales process.