Fill the Funnel

JANUARY 25, 2011

They have been around the block and the industry. They are reading blogs that are providing the latest solutions and changes in their industry. Your current buyer will eventually go away and their replacement will not have any idea who you are. Buyers are searching and reviewing your LinkedIn Profile every day.

Ideal Customer Profile 97

Ideal Customer Profile Top of Funnel LinkedIn InsideView 97

Fill the Funnel

JUNE 2, 2011

Social networks are not a passing fad, but rather a fundamental change in how buyers and sellers interact. New competitors are emerging in every industry. Buyer expectations of quality, consistency and predictability have never been higher. There is a mandate to do more with less.

Tools 79

Tools Scale Jigsaw Top of Funnel 79

Fill the Funnel

FEBRUARY 19, 2015

Buyers are 60 – 80% (pick one) through their buying process before the sales person is even aware of the opportunity!” The internet has sped up the pace and opened the horizons for both buyers AND sellers. Cold-calling is dead. ” If you follow that thinking you are in serious trouble, probably career-ending!

Tools 48

Tools Hiring Ideal Customer Profile Scale 48

Fill the Funnel

FEBRUARY 19, 2015

Buyers are 60 – 80% (pick one) through their buying process before the sales person is even aware of the opportunity!” The internet has sped up the pace and opened the horizons for both buyers AND sellers. Cold-calling is dead. ” If you follow that thinking you are in serious trouble, probably career-ending!

Tools 48

Tools Hiring Ideal Customer Profile Scale 48

Fill the Funnel

FEBRUARY 3, 2011

They belong to Groups on LinkedIn focused on their industry, field and even trade associations amongst others. If I was a buyer, IT Director or executive evaluating vendors, I would be using tools like PeopleMaps to discover if you and I share any mutual connections. They have an active Twitter presence. Think again.

Ideal Customer Profile 87

Ideal Customer Profile Social Media Twitter Customer 87

Fill the Funnel

MARCH 30, 2011

Jill Konrath coined the phrase “crazy-busy” to describe buyers and their daily routines. You can become THE information source for your industry with your prospects and customers. If you are able to help lighten their load a bit, you just might win a new customer. There is a lot of information streaming through the social web.

Top of Funnel 80

Top of Funnel Prospecting How To Funnel 80

Fill the Funnel

NOVEMBER 30, 2011

The dynamic between sales person and buyer has changed in many ways over the last few years. If you want to know what the sales teams at industry titans like Hewlett-Packard are being trained in, this is the book to read. What they discovered may be the biggest shock to conventional sales wisdom in some time.

Social Media 134

Social Media Media Top of Funnel Face-to-face 134