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
Small Business Owner
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
Real and imaginary barriers
Running a business is hard. There are so many barriers to success. Sales, financing, delivery, marketing, recruiting, just balancing everything, knowing what to focus on next, etc. Yet we often make it harder on ourselves by creating imaginary barriers in … 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
“Help”, Don’t “Sell”
Yesterday I met with a very smart, conscientious guy who takes great pride in helping his clients. He said, “I know I have to get better at sales, but I hate it!” So I recalled my journey. “Selling” is not … Read More
The Sales for Nerds Signed Bookshelf Giveway
I’ve been lucky enough to have a bunch of awesome authors come on Sales for Nerds, and Aaron Ross recently recorded his 2nd interview, for the new edition of From Impossible to Inevitable. I asked if he had any signed … Read More
Create a Weekly Calendar
If you feel really busy, but by the end of the week you haven’t done the main thing you set out to do on Monday, you may need a weekly calendar. I have to admit, I only started doing this … Read More
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
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