Social Selling: How to Find, Connect & Engage with Customers

Social Selling: How to Find, Connect & Engage with Customers

Did you know that 79 percent of salespeople who use social media outsell their peers? This stat from MHI Global follows similar data from IBM, which tells us that more than half of all buyers do their research by using social networks. My favorite data bit comes from Sales Benchmark Index: 98 percent of sales professional with more than 500 LinkedIn connections meet or…

The Dirty Little Secret of Lead Generation: How You Can Clean It Up

Leads are the soft currency of professional selling. Leads are filled with potential and opportunity, with hard dollars and profit. As a salesperson or the manager of salespeople, you carry the responsibility to work your leads rapidly, confidently. Let’s do a simple anatomy exercise on the typical marketing lead. The brain of the lead is not developed. Its heart not qualified. Its nervous system…

Three Reasons Why Advisors Shouldn’t Generate Leads

In most financial or professional service firms, lead generation programs are built around websites, e-mail campaigns, trade show attendance, even direct mail. If this is your firm, and you are anxiously waiting for better results, don’t hold your breath. Research proves that a scattered, old-school approach offers little value in pursuing the complex sale. Today’s effective lead strategies stretch far beyond the ability of…

The Double-Edge Sword of Lead Generation: Attention and Action

Run by founders, most financial and professional service firms capitulate to the founder’s beliefs on how to sell. Usually, he or she launched the practice with key contacts, and the panache to open and close business. The firm may exhibit good technical skills, bring in new clients, and enjoy a solid reputation but, as a whole, I observe many firms stumbling to grow beyond…

Breathe Life into Lead Generation

Always the hot topic, questions on lead generation sizzle on LinkedIn daily. How do you define a lead?  How do you create leads?  What’s the best content?  What’s most cost-effective? How do you improve conversion rates? Do I buy an off-the-shelf solution or do it organically? Do I outsource to a third party? Avoid Anemia The beating heart of business depends on flows of…

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