Preparing for the Sales Conversation In our last articles we discussed generating and capturing leads. In most cases, these ‘leads’ fall into one of 3 categories: Ready to talk about a sale Need more information before making a buying decision Not really...
What is a Lead? That is such a simple question, but has a very challenging answer. A lead can be anyone with interest in what you do who connects with you. It can be a website visitor who shows up by searching for a keyword. It can be someone who saw your...
We recently wrapped up beta testing on our new LinkedIn lead generation product Biz Link Express. We’ve retooled the product based on our tester’s feedback, but we were stunned by a common theme we heard as we talked with our users: They didn’t...
Making cold connections is a challenge. Getting prospects to notice you and engage with your marketing efforts requires skill and strategy. Dave gives a couple of tips on connecting effectively. He discusses the idea of a Lead Magnet and a Trip Wire. Does your...
In Internet Marketing, Spam is a dirty word. But let’s be honest, the concept of spam – unwanted commercial intrusions – has been the basis for mass media viability for centuries. Shifting the costs of producing and distributing information from...
Be honest now, what does your sales pitch sound like? Do you spend most of your time demonstrating how your product or service works? Do you discuss features as if that shiny button has the ability to transform your customer’s world? Are the results of those...
