Your brother-in-law has a friend who could benefit from your offering. A potential buyer lives in the town where you grew up. You meet a good-fit prospect at an industry event. You and a…

Reading, sharing, and commenting on blog posts Following and engaging with thought leaders on social media platforms Sharing content from your company and other sources on social media Sending a…

Question Offer Joke Deadline

Respectfully answer their questions, then mark them as “unqualified” in your CRM and don’t spend any more time on them. Treat them the same way you would treat your target…

Never. Your messages should be solely about the buyer and their context. As often as necessary to communicate your value proposition. As often as possible. You need to convey your…

Short. Voicemails should be less than 15 seconds and emails should be less than 200 words. It varies. If you have a lot of relevant information you have to share,…

an industry, a geographic territory an individual company, a specific potential customer a type of company, a portion of the general population a small group of target accounts, a larger…

might already be interested work at major corporations have a budget, the right authority, a need, and a timeline are already familiar with your product or service

Improve their website’s lead-capture tools Monitor the situation but wait for the company to initiate contact Call the company and offer to help Send a LinkedIn invite to the most likely buyer…

A press release or job posting from a good-fit company A good-fit person mentioning a relevant keyword or hashtag on social media A good-fit person mentioning one of your competitors on social media A good-fit person submitting a…