The conventional approach to lead generation is largely driven by metrics that emphasise volume. Some key points: The pressure is on to hit high numbers of contacts, leaving sales overwhelmed with low-quality leads whilst at the opposite end of the … Read More
Discovery Calls with Outbound Generated Leads
When prepping for an initial discovery call with an outboundgenerated lead (one that you’ve reached out to) versus an inbound lead (onethat has shown interest themselves), the preparation is different. The conversation is starting from a different place, ratherthan sitting … Read More
Why your USP is so important
Your prospects are busy, they want to see a compelling solution from the off. Nobody buys in generalities they are looking for a specific solution. You need to deal with that initial problem that your prospect is talking about in … Read More
Leaning into a crowded market
Before you read this, please do consider this question: What is the smarter strategy: to look to break into a sector where there are only average profits but they are achievable and you can enter the market fairly easily or … Read More
The Difference Between Nurturing and Motivating Your Prospects
Nurturing Prospects You need prospects that are qualified, informed and ultimately motivated to buy when they are ready to do so. Nurturing is what you do to let them get to know you, your solutions and how to buy from … Read More
The Law of Lead Generation Attraction
The Law of Lead Generation Attraction Attraction is sub-conscious even in business. Think of the simple act of receiving a LinkedIn request to connect. You are subconsiously answering the unasked question that is “does this person belong in my world?” … Read More
Get on with it
Done is better than perfect – you honestly just need to get on with it. I work with a very niche consultant, we are now into month 15. This is a very quick story of his experience on going to … Read More
Data for Lead Generation
Data is the lifeblood of building a lead generation pipeline. This blog looks at owned data and then building, buying and scraping as sources of data. … Read More
Please tell me more
The magic 3 words “tell me more” A database as a fairly static list of suspects, prospects and leads. It may have some level of segmentation, if its an inhouse one it is probably quite dusty and unloved. From … Read More
9 Great Reasons To Take A Niche Approach
A niche approach for Lead Generation Success “Get clear on who you serve, what you stand for and the value you bring and everything else will fall into place” is my mantra. Focus will get you traction, action and a … Read More