17 Apr 2015
Posted by Tom Hannon

Quality lead generation depends upon motivation as well as inspiration. There is a difference. Motivation is a reason for behavior and inspiration is a catalyst for creativity. Motivation is often used in competitive situations and competition itself can be an excellent motivator. Inspiration is often more aligned with the arts than business but successful businesses people have active imaginations whether they be engineers or graphic artists.

Lead gen is part science and part art. Hence the need for motivation and inspiration if one is to produce leads of value. RDIbizdev defines a lead as a sales meeting with the correct contact that needs what you sell, knows they need it, has a reasonable time frame to satisfy the need and money to apply to the solution. These are objective facts. A real lead is not ordered as if it were data. A real lead is not a list or a general interest. It has to be developed between human beings communicating, at least for the b2b complexity level that RDIbizdev clients work at. This is the subjective part.

Statistics can provide motivation. How many leads have been produced relative to time? How many conversations are needed to define a decision maker? How many conversations are had before a lead is generated? These statistics can be known. Competition can be had in reference to these statistics. A healthy human nature to win is in itself a motivating factor that can be inspired by statistics.

The type of b2b leads that RDIbizdev generates are dependant upon conversation. This is the artistic factor. Their clients must talk to their prospects multiple times, for weeks, or months, sometimes a year or more before a sale is closed. A good conversation has a connection to inspiration and not just statistics. Knowing how to gauge another's personality, naturally, so that they feel comfortable revealing and receiving is not teachable to the extent that it can be applied efficiently.

Inspiration is a more complex concept because it is individualized. Each contributor will have their own source of inspiration. It may be music, noise, motion, stillness, combinations of otherwise unrelated intangibles. And every human being has their own brand of inspiration.

This is why a room full of highly successful lead generators may seem like a collection of energetic eccentrics. They are motivated, thus the focus and energy yet they are truly inspired and thus the diversity of personalities. When Intelligence and discipline are added to this combination the necessary characteristics of a great lead generator exists.

To find the combination of inspiration, motivation, discipline and intelligence in one human being is difficult. These are contradictions that must be alive in one sane being. These are motivating and inspiring people to be around and these are the types of individuals at RDIbizdev.

20 Mar 2015
Posted by Tom Hannon

We here at RDIbizdev have diligently constructed a list of 5 ways to avoid writing lists as a tool to drive internet traffic. The results are as follows:

  1. Think of something else to write. Don’t write a list. Write a story. Write a blog entry about your interests. No interests? Go outside of your residence and explore whatever is out there and report on it. Call a friend and talk to them. Write about what you talked about. Do something now, right now, but come back and finish reading this later.

Write about what you just did. Embellish if you must. Do not write a list.

  1. Think in a prosaic form. Write a piece with a beginning, middle or end like a story or a movie. Think of a course of language that does not include numerical points as an outline. Feel free to ramble. It be nice to see anything that isn’t a list.

  2. Think in a poetic form. Write a piece that rhymes or has truncated sentences or doesn't make much sense and has illogical punctuation. It can not be guaranteed that anyone would ever want to read it but it will not be a list.

  3. Read 5 click bait lists on the net and take one point from each. Then concoct some way to expand on them so that they create a cohesive rational article. This is very challenging. But don’t quit. The effort is part of the satisfaction. Here’s some inspiration from Vince Lomabardi:

“...I firmly believe that a man’s finest hours - his greatest fulfillment of all he holds dear - is that moment when he has worked his heart out in good cause and lies exhausted on the field of battle - victorious.”

  1. Call a prospect or client. This might not drive traffic to your site but you might keep a good customer happy or create a new one. Either is more valuable than another click list out there somewhere in cyberspace.

The above are just some suggestions. You may think of some more productive ones, but these might get you started in a direction, some direction if not the right one. It is commonly believed that any traffic to content which includes your key search terms will improve your SEO. No reason to not have a little fun though. Enjoy!

09 Mar 2015
Posted by Tom Hannon

There are principles of physics that are undeniable, as old as the universe, and accessible, but we have not yet harnessed them to their full capacity. For instance, ions in a gaseous form near an electromagnet can create propulsion. This is called magnetoplasmadynamic propulsion or MPD. I am really simplifying MPD here but a short read on the Lorenz-force will explain exactly what I should be meaning. Afterall, I am a lead generator not a physicist.

The application of MPD can revolutionize space travel and earth travel. Airplanes could fly at great speeds without making noise. We could hurtle through space at triple the speeds that we can currently travel and do it for greatly extended periods of time.

There are challenges. The main one is a power source. On board nuclear reactors could provide enough kilowatts for practical MPD usage. We use them in the Navy on vessels. But nuclear energy has not been easily accepted in many other applications.

You may wonder, “Nuclear power, MPD, space flight? This guy’s just a phone jockey. Lead gen in not rocket science.” Rocket science or lead gen, sometimes the oldest concepts are the best.

Nuclear power and electromagnetism are physical realities that have existed since the dawn of time. Yet we pursue less proven and less efficient methods of capturing energy and translating that into propulsion. It seems like we are often more interested in chasing trends then depending on something old and proven yet not fully utilized. The older method is the key to the future.

The same is true with b2b lead generation. This is a leap I admit. A leap, perhaps quantum in aspiration, but relevant none the less.

The contemporary concept of lead generation refers to  SEO, social media, pay per click, email, anything digital. Twitter and Linkedin are now monetizing through lead generation. They are becoming lead generation companies so that they can bring in revenue. Of course, this depends upon your criteria of what a real lead is.

Digital lead gen is tempting. It’s new. It’s easy. It protects your ego. It’s trendy. It’s great for a commodity sale.

Analog lead generation is none of the above. Within the construct of a consultative sales process, have you ever sold anything b2b without talking to human, multiple times, sometimes for months or years?

Communicating with prospects through speech is the most assured way to have a sales advantage. There is a growing sentiment that demand generation, a new term for the old lead generation, should be nothing more than giving your prospects the opportunity to raise their hand. Then you follow up.

That’s great if you have the time and dollars to compete online with the organizations that employ armies to pump out original content on all social media platforms. The internet marketplace for b2b sales is turning into the old yellow pages; The big winners will be the ones that can afford to spend the most money. And the traffic that you do manage to generate will leave you dealing with shoppers not buyers.

Shoppers are okay. If you can generate leads online at little to no cost, why not? But don’t forget about nuclear power. Don’t forget about magnets, ions, the elements that others are now turning away from. Reaching out to buyers has become a differentiator and an advantage.

Talk to a prospect before your competitor does and it’s your deal to lose. Forget about hand raising. Let your competitors wait for hands. Charge the magnets with nuclear reactors and let the plasma propel you at three times the competitors speed. Let them leisurely cruise in their solar wind powered satellites while you scream past them with MPD rockets.

Still wondering what rocket science has to do with lead gen? Call me - Tom at 773-267-3001 ext. 115.