Lead Generation
Published on Nov 21, 2015
Lead Generation in 2014
MORE DECKS TO EXPLORE
PRESENTATION OUTLINE
4 Changes
Four key changes are under way in 2014 that you need to know about.
These changes will impact your lead generation and sales activity.
These changes will impact your lead generation and sales activity.
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Respond or perish
If you do not respond you face being beaten by forces that you can't see.
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The Four Changes
- Self Education
- Decision making in advance of sales person
- Checking with collaborators
- Checking on you
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Self Education
Your prospects are self educating on what they believe their problems are, what the potential solutions are and who they prefer to speak to about these solutions
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Decision Making
Before meeting with a sales person
Following on from self diagnosis and self education your prospects are deciding on a course of action. All of this before your sales person gets a foot in the door.
By the time your sales person calls - it is too late.
By the time your sales person calls - it is too late.
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Checking
with trusted collaborators and network
Before asking a vendor for confirmation about the solution your prospect checks with their trusted network to seek confirmation on diagnosis and solution
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checking
on you!!!
If you are lucky enough to be in consideration at this time your prospect will carry out a full digital examination of YOU and your business - what will they find?
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Educate
throughout all your marketing and all digital media
When your prospects are self educating they need to find you. And they need to find you educating them and helping them with their understanding of the problem space and how to make smart decisions.
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Become the trusted source
Everything you do in lead generation and marketing should position you as THE source of knowledge and expertise. You need to do this in a way that engages your prospect and makes them want to deal with your business.
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MOve The Free Line
Sales Ecosystem 1300 332 084 for more
As the late great Zig Zagler said: "Give enough people what they want and you can have anything you want."
Give more of your expertise and know away in order to get more.
Email me at smcneill@salesecosystem.net and I'll email you free of charge our Lead Generation Action Plan and Guide for 2014.
Give more of your expertise and know away in order to get more.
Email me at smcneill@salesecosystem.net and I'll email you free of charge our Lead Generation Action Plan and Guide for 2014.
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