Archive | Lead generation

Outbound lead generation – overlap with social prospecting

Social Media for Business – shocking statistics about B2B buyers

If you think Social Media is for youngsters and consumer brands this compilation of statistics about social media for business will open your eyes. It shows that business buyers are using online sources, searches, forums, social networks and more as a matter of course these days. And business buyers increasingly expect companies they want to […]

Continue Reading

10 ways to improve your market segmentation and lead definition

Market segmentation underpins your business success. Identifying which customers you want to serve leads into creating value propositions that meet their needs and communicating your value clearly to them. Improving your segmentation will help to increase your conversion rates, reduce wastage of time and expenses and improve your sales and return on investment. With online […]

Continue Reading

LinkedIn for Lead Generation and Sales

LinkedWin Logo - LinkedIn Tips from WurlwindWith 380m+ user profiles and 3m+ company profiles, LinkedIn is a massive market opportunity for those who learn and apply techniques to access the value within it.

Picture the scene:

  • you walk into a networking event with 100 people at a hotel – you can recreate this online in LinkedIn, and ‘work the room’.
  • you speak at or exhibit at a trade conference with 500-1000 delegates at a hotel – you can recreate this online through LinkedIn, and get in front of potential buyers.
  • you exhibit at a trade event with 1000 -5000 attendees at an exhibition centre – you and your team can reach a similar audience online through LinkedIn
  • and so your reach extends – finding and connecting with your niche audience, locally, nationally and internationally, through LinkedIn.

The beauty is that doing this through LinkedIn doesn’t cost you a huge financial outlay. What it does take though is time. As with all new activities there’s a learning curve. As with new activities (think of any sport or skill) you need to put in the effort to understand and then apply and then refine your approach, techniques and skills.

LinkedIn for Lead Generation and Sales

The good news is that you’ve found the Wurlwind resources. Let us guide you along the journey so you become progressively more proficient at LinkedIn, to generate leads, find new customers and grow your business.

LinkedIn for Sales People

If you’re in Sales we’ll highlight the route to enhance your ability to find prospects and improve conversion and closing and grow existing accounts to crush your quota.

LinkedIn for Business Owners

If you’re running a business, either on your own or heading up a team, we’ll highlight your options to use LinkedIn effectively within the very limited time and multiple activities you’re running with, so you can create another source of leads and opportunities.

LinkedIn for Sales Managers and Sales Directors

If you’re managing and directing a sales team we’ll highlight strategies and techniques that improve the way you perform as a team through combined use and leverage of LinkedIn, improving sales revenue results, lead generation activity and enhance team member skills and morale.

LinkedIn for Technology Entrepreneurs

If you’re a technology entrepreneur we’ll highlight ways that you can use LinkedIn to find business partners on the product or distribution side, and make you look even more attractive to partner with and work for.

The Wurlwind LinkedWin service packages to develop your LinkedIn skills

Take the next step right now, and discover how the Wurlwind LinkedWin program and resources will guide you to the next level:

  • LinkedIn Foundations LinkedWin 7 is a 7 step sequence  over 7 days (1 week), to give you a clear grounding in the steps to generate leads through LinkedIn as an individual, along with some quick wins.
  • LinkedIn Intermediate LinkedWin 30 is a 30 day (6 week) program to develop the daily, weekly and monthly activities to build momentum into your personal LinkedIn lead generation activity.
  • LinkedIn Company PageLinkedWin 90 is a 3 month mentoring and coaching program to set-up and develop your customer community through the LinkedIn Company Page. Your customers can now be your marketing partners, and this will create and develop the momentum for this to grow.

Whatever your current usage and skill with LinkedIn I’m sure we can help you move to the next level, to gain sales related benefits, generate leads and find new customers.

The LinkedWin7 sequence is absolutely free. Sign-up now and start to get more from LinkedIn today, and over the next 7 days.

LinkedIn for Personal and Company Lead Generation – tips + techniques

LinkedIn is a great social network for professional and business people and also for companies and organisations.

LinkedIn can be used indirectly and directly to promote yourself and your business, to gain introductions and make contact with people and keep in touch.

There are also lead generation strategies and techniques that can be used in the LinkedIn Professional Network to find and to create sales opportunities.

Making the most of LinkedIn as part of your Sales Toolkit

Here are links to several resources I’ve created that I hope will help you get more from LinkedIn.

LinkedIn for Personal Lead Generation

  • Setting up your Personal Profile on LinkedIn
  • A ~10 minute walk-through video (slidescast)

LinkedIn for Business Lead Generation

  • Setting up and using your Company Profile on LinkedIn
  • A ~12 minute walk-through video (slidecast)

Five steps to use LinkedIn Company Page Status Updates for Lead Generation

  • Part of the Funnel Friday series, highlighting ways to use new LinkedIn functions
  • Publish Company Page Updates for staff, partners, customers to read and to like, comment and share

Ten ways to use LinkedIn to feed your lead generation process

  • A Funnel Friday article highlighting a progression of lead generation tips thru LinkedIn
  • Also covering use of Information Offers and leading people to landing pages for lead capture

Two LinkedIn related apps made it into my Top 10 marketing & Sales Apps for 2011

  • LinkedIn Social Connector for Outlook and Share on LinkedIn bookmarket
  • Both apps increase my productivity and save me lots of time.

And do search the Wurlwind website for other and more recent articles.

How Wurlwind can help you make the most of LinkedIn and Social Media

If you would like to know more about how you can use LinkedIn or other Social Media to help you achieve your marketing and sales objectives, take a look at the Wurlwind ‘Social Media Review and Action Plan Service, or contact Mark via email or phone (0117 230 3896 or 07980 929896)

Blending traditional and new marketing for B2B trade show

With the buzz around Social Media, online marketing and new marketing for B2B, it’s easy to overlook the importance of traditional marketing, offline marketing such as exhibitions and trade-shows. In business to business (B2B) marketing and lead generation there are huge opportunities to combine new marketing for B2B to get more return from traditional approaches. […]

Continue Reading

Event driven selling as the core to your B2B sales process

Selling, and buying, can be looked at as a series of events.

An event driven selling approach helps when analysing what is taking place within the sales cycle, and also in the buying cycle.

It enables improvements to be made, in effectiveness and efficiency.

What is a selling event?

There are several things that can be termed ‘events’ in the sales journey, such as:

  • Face-to-face meeting opportunities are events – including exhibitions, network meetings, presentations, first meetings and so on.
  • Online meetings – such as webinars, conference calls, skype presentations, etc.
  • Smaller touch-points – like phone calls, email, sms, that might build relationships
  • Commercial activities such as quotations, proposals, negotiations, contract signings
  • Product or service events, such as announcement of a new product or service, or the launch of a new release
  • Vendor calendar and accounting events particularly period end points, such as month, quarter and year end
  • Buyer calendar events such as their sales peaks, renewals, financial year, budget submissions, regulations
  • Buyer process events such as ITT issue, response deadline, short-list of potential suppliers, taking up references
  • Competitor events, such as release or discontinuation of a product, arrival or departure of key staff

These are just some of examples, and there may be many more that are specific to your company and your customers.

The compelling event

One thing that vendors are on the look out for are specific, time based, reasons why a buyer needs to make a decision, rather than allow a situation to drift on and keep with the status quo. There might be a compliance aspect to this, such as a new law or regulation.

In the absence of external deadlines the vendor has to work hard to make their events ‘compelling’.

Event driven selling framework

Looking at your sales cycle as a sequence of events can help you create a blueprint, template or framework for marketing and sales.

It is a way to identify the ‘next step’ that you’d like the prospect to take, and your call-to-action.

Disconnect events from time

While there can be advantages to having a specific time in the diary, for a conference or a meeting, there are advantages of allowing the prospect to attend an event at a time of their own choosing. Making a recording of a live webinar, and making that recording available for people to watch subsequently, is one way to re-use content and create additional events.

The new connected world that has been created by the Internet and new systems and applications can increase returns and reduce the costs of live events.

More significantly, especially for smaller businesses, it creates massive new opportunities, by breaking the constraints of time and place. Running an ‘event’ for one prospect, at a time of their choosing, is now a realistic sales opportunity.

Event-driven selling provides a structure and focus for many marketing activities that otherwise might not be showing a clear return for cost and time.

Social Media Marketing, Content Marketing and Attraction Marketing are just some of the latest techniques that can make a significant contribution, when aligned with a structured, sales-focused plan.

However, an end-to-end approach is far more effective overall than individual, isolated, disconnected activities, no matter how attractive they may seem.

The Wurlwind event driven selling blueprint provides a framework, methodology, and roadmap to help founders, directors and managers of small and mid-sized businesses (SMEs) in Business to Business (B2B) to respond to market challenges by taking advantage of new opportunities in a joined-up and focused way.

It will help you to identify and take advantage of new selling techniques, new technologies and applications, sort out the substance from the froth, and build a stronger pipeline and sales infrastructure.