Today’s post is the second part of our three-part series — LinkedIn Sales Prospecting for Introverts. If you missed the first post, Building Connections That Matter, feel free to read it before continuing on to today’s post, LinkedIn Content Marketing Strategies for Introverts. It’s ok, I’ll wait . As an introverted business development professional, you may …
Introverts, rejoice! Sales prospecting doesn’t have to be a daunting task, and LinkedIn, like other social media sites, offers the perfect platform to help you build meaningful connections and leverage your introverted strengths. As a fellow introvert, I’m here to share a few practical tips that have worked for me and others in the business …
The world of sales prospecting has changed dramatically over the past decade. Traditional prospect badgering approaches to business development are giving way to digital sales strategies, especially virtual selling skills-based tactics, forcing businesses to evolve to succeed in today’s fast-paced digital landscape. This guide will provide the tactics and insights necessary to master digital sales …
As a business development professional, your PowerPoint presentations should communicate more than just information. They should aid your efforts to build a trust-based relationship with your prospects. Only some salespeople have ever been taught how to design a PowerPoint pitch deck that not only delivers information but also fosters a genuine connection with their audience. …
Networking has always been essential to growing your personal and professional brand. But for introverts like me, networking, especially the sales prospecting and nurturing variety, doesn’t sound fun. Luckily, the digital landscape offers many networking opportunities for introverts that want to connect with qualified prospects by curating and sharing high-quality digital content that your prospects …
In business development pitches, the right messaging combined with an effectively designed PowerPoint deck can make all the difference in closing a deal. But with so much competition and noise in the market, it can be challenging to differentiate yourself from the competition and connect with your best prospects. However, a recent Corporate Vision report titled …
Almost three years after the world shifted to remote and hybrid work, Zoom, Teams, and GoToMeeting continue as vital tools for agency owners and business development executives to connect with their prospects. However, presenting over these virtual presentation platforms continues to create agency business development challenges because agency teams still lack the vital virtual selling …
As we’ve discussed before,According to the WSJ, $250 million per day is wasted on bad, ineffectively designed PowerPoint Presentations. It still amazes us that companies continue to spend millions of dollars developing sales slicks, marketing campaigns, lead generation programs, etc., but spend little or nothing on the most utilized tool in their sales toolbox — PowerPoint …
My sons love to fish. I like to fish. The problem is, we don’t know how to fish — or better stated, we don’t know how to FIND where the fish are hanging out. And we’re not alone. There is an entire industry devoted to helping folks like us find and catch fish — charter …
At a minimum, social media, email, and texting are the new phone. They’re both inbound and outbound marketing tools to contact and communicate with sales prospects. Are they always the best phone to use for all contacts? Certainly not, but they do allow you to call more prospects in a day than you’d likely be …
Getting and maintaining a sales prospect’s attention is often the single hardest yet most important step in any sales process — but especially a virtual selling process. Traditionally, salespeople have simply bought prospects’ attention with free lunches, dinners, or drinks. Or maybe an invite to a ballgame or other event helped them achieve access. But in …
Competitive differentiation is crucial to delivering compelling sales pitches that close quickly and generate higher margins. When sales prospects view you, your organization, and your product or service as something extraordinary—and not just a commodity — you can avoid price concessions as your primary tool to win more business. Suppose you’re lucky enough to have a …
Accurate prospective client intel, in the hands of a skilled business development team virtually guarantees a successful outcome. But clients today prefer to remain invisible, talking to Google instead of your agency directly. That’s why successful agencies are leveraging the power of Content Marketing, Marketing Automation/Website Tracking Software and 2nd-Click Content to focus their business …
Do you long for the old days — where all of your major pitch meetings were held face-to-face vs being forced to present your team’s pitch deck via a Zoom Call? I don’t blame you, since we all know research shows it’s easier to make a good first impression via a face-to-face presentation than a …
They say you only get one chance to make a first impression. And in the world of virtual sales prospecting, the punishment for failing to make a good first impression could just end up eliminating your ability to communicate with the person you’re trying to connect with forever. So, let’s talk about how to make …
The Reality: Your advertising, public relations, or digital agency gets most of your new clients via participation in RFPs — you spend your time showing prospective clients that you’re interested versus spending your time becoming interesting. Heck, even the late, great Prince sang about your biz dev troubles and how to fix them. The Problems this …
Do you hate selling but have no choice but to sell anyway? Are you responsible for finding new prospects for your agency? If you answered yes to both then you’re in luck, because this is the post for you.
...Love it or hate it, virtual presenting is here for the long haul and YOU need to be good at it. That’s what the smart folks over at Gartner Research think. And honestly, after looking at all of the various data I’ve seen published since the COVID-19 pandemic began, I think they’re right. But don’t take my …
Have you ever been at a networking event and met someone you really hit it off with, but there was just something off-putting about them that made you hesitant to work together? They had the connections, the skills, the product, the charisma…but man, their breath just stank? Now, the nice, reasonable guy in me would …
We just released a brand new 15-minute webinar specifically designed for advertising, PR and Digital agencies that want to learn how to combine my Painless Prospecting approach to building a consistent inbound pipeline of highly qualified, self-educated buyers that are pretty sure they want to hire you before you ever speak with them directly with …
What are the 5 most important questions to ask on a first sales call in order to write a winning proposal?
...This week RSW/US released its New Year Outlook 2020 Survey Report and based on the content, I think smaller, independent and/or specialist agencies will need to step up their biz dev game and learn to Sell Greatly this year or get left behind. Let’s talk about why. Clients Plan To Shrink Their Agency Rosters Charts …
Yesterday morning I had the pleasure of spending an hour with a group of men discussing gratitude — its role in our lives, how we should be teaching it to our children, its role in our religion (it was a prayer group) — and that got me to thinking about the role of gratitude in …
What Are The Advantages of Face-to-Face Meetings? While everyone loves the ability of technology to scale our sales efforts, save time and my personal favorite, call on sales prospects all around the globe while sleeping in my own bed each night, the simple truth is, nothing closes a deal like a great face-to-face meeting with …
Prince wasn’t just a great singer, he was also a great sales prospecting philosopher. Don’t believe me? Let’s look at two of his songs and how he contrasts the painful traditional ad agency business development process vs a painless prospecting process preferred by agencies like Converse Digital. Traditional RFP Based Business Development Are you familiar …
Getting and maintaining a consumers’ or sales prospects’ attention. It’s the single hardest and most important step in any sales process. So how, in a digitally centric, content overload world do you actually do it? Getting A Sales Prospect’s Attention People will take interesting calls. – David Droga Getting A Consumer’s Attention Attention spans are …
In a world of marketing automation, artificial intelligence (AI), and mass personalization, human beings are craving connection. But you can’t mass produce connection.
But the good news is… it doesn’t have to for you to succeed in sales. Read On….
...The 4 key insights for agencies from the Content Marketing Institute 2019 Agency Survey highlighting the income generating opportunity available for agencies.
...What if you woke up in a world without ANY sales prospects? What would you do? How would you proceed? A real life success story of a man that survived that in this post.
...What do you do when you’re in the car, or on the treadmill? Maybe you make phone calls or listen to the radio. These days, a lot of people are finding new audio entertainment in the form of podcasts. In fact, podcasting has exploded. The latest stats report over 600,000 podcasts are available and over …
