lead generation

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Reasons you don’t have a Lead Magnet on your site

After I published a 3,000 word article on using a Lead Magnet to generate leads for your professional services business, responses ranged from “hey, this is exactly what I needed”, to “this would never work for me.” Within the “never … Read More

How to Generate More Leads from Your Professional Services Website

When Bob Davis started his sales consulting business, Simple Sales Strategy, his business came from word-of-mouth. That’s great, but it’s not predictable. Naturally, Bob looked to his website to generate leads. He even invested in SEO to get better rankings … Read More

Should You Narrow Your Niche? Here’s the One Question to Ask

Should you narrow your niche? And what’s all this talk about niching, anyway? And if you’ve got a niche, how do you know if you should make it wider or narrower? Let’s dig in. What’s a Niche? Think of your … Read More

Don’t “Market”, “Teach” — marketing for consultants

Last week, I discussed how to “help” instead of “sell”. This is a powerful paradigm shift, especially if you find “selling” uncomfortable, unnatural, and/or unethical. But what about marketing? What about lead generation and business development? Another paradigm shift can … Read More

How not to connect on LinkedIn

Here’s a recent screenshot of my LinkedIn connection request screen: They’re both using the same spam template. Without accepting either request, I asked who was running their LinkedIn campaigns. (No response yet.) I get a lot of connection requests like … Read More

Mimiran Call Mode

Call Mode: An easier way to make sales calls

Most people don’t really enjoy making sales calls. I’ve found that if I’m doing a good job helping prospects, not just selling them, the conversations are easier, more fun, and more productive. But knowing who to call next can be … Read More

Making Sales Call Easier

If there’s one overriding theme beyond the Mimiran product, it’s: “automate around Reuben’s weaknesses.” One of those weaknesses is calling people. I’m getting much, much better, but it’s still not my favorite thing, and I’m still behind where I should … Read More

Creating the Right Lead Magnets for each Stage in the Buyer’s Journey

Your buyers’ journey will determine how you should offer Lead Magnets (pieces of content offered in exchange for email and/or other contact information) to lay out stepping stones to make the journey easier. Put the wrong stone in the wrong … Read More

2018 Pipeline Planning

2019 Sales and Marketing Pipeline Planning

We’ve all done our sales planning for 2019? If you’re a bit behind, like some people I’ve heard about, you can use this quick pipeline planner to get a sense of how many leads you need, what your close rate … Read More

Nail Your Marketing Message

Who do you help? What’s different about your approach? How can you get this message to resonate with your audience? Try this simple “Mad Libs” style marketing message generator. Just plug in values in the blanks. Play around. See if … Read More