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.

20 Feb 2015
Posted by Tom Hannon

The humiliation involved in sales is something I have alluded to previously, mainly while speaking about the apprehension people have about making cold calls. But putting yourself in any position where you may be rejected means that you will eventually be rejected and therefore humiliated.

Some salespeople say that they don’t care if people hang up on them, ignore their pitch, rush them out of their office. For them, it’s just part of the game. If those people are telling the truth, then I wish I could be like them. Except for the possibility that they may be sociopathic.

There’s situations when you are pushed beyond being humble. I think that’s where humiliation begins. The word humiliation is a derivation from the word humble, humilis in Latin. I would imagine as some unfortunate 14th century Roman was being thoroughly humbled as he or she considered a word that might better portray their situation and said, “humiliatio” and the concept of humiliation was born.

Most of us are taught that being humble is good. But it can be painful. Particularly when humbled to the point of disregard or disrespect.

I hated the humiliation involved with sales and needed to get over it because I thought I could be good at sales if I just didn't mind that some people, maybe most people, just aren't going to be as interested in what I had to sell as I was.

I saw advertisements for sales consultants and books professing that I needn’t approach people that I did not know to sell them things they didn’t expect to buy. I should attract them. They should come to me. I should never give up the “power position” I would otherwise have if I didn’t put myself in a position to be humiliated. That sounded good to me. Easy, right?

I bought into their advice, monetarily and wholeheartedly, and put it into practice. After much work, none of it humiliating, I did attract some prospects. The problem was that the prospects were not qualified. Sometimes they wanted what I could not or did not want to deliver. I was also turning into a quote machine often providing nothing more than due diligence materials. These were just fillers for buyers that had already made their minds up. You can tell after a while when you’re in a situation like that. “What the heck,” I figured, “it’s still an opportunity to sell.” and I cranked out the proposals.

I won very few but envied the salespeople that were in way ahead of me. I would always ask the buyer about their decision and it always seemed like the most consistent factor was that the sale went to one of the first salespeople through the door.

As the ego preserving strategies limped along I decided to get over, or at least address, the apprehension I had with reaching out to possible prospects. I wanted to make the first move and be the guy inspiring the search, not the guy being used to bulk up a due diligence package. Here are some of the things that I did that worked for me:

I waited on Tables; I was forced to approach many different types of people a night. I got pretty good at the job. I even won a few sales contests for selling the most wine or the most specials. And I made money while learning. That’s a big bonus. How often do you get paid for an education?

I asked a girl out; This was a girl I always wanted to go out with. She turned me down, 3 times. Then one day she approached me and we set a date. I learned about persistence without being offensive. I also learned about building a sale pipeline from that experience, the value of a future opportunity. I ended up marrying that girl, by the way.

I took up running; I must admit I did not do this to help deal with my sales apprehension. But, when you run around in public, stressing your body out, you really don’t care about how people see you. You can also easily focus on complex subjects and they start to seem simple. This sounds and is in conflict of itself. I guess it’s kind of a zen thing although I’m not a buddhist. It’s probably an aspect of what athletes call “being in the zone”.

I don’t want to get metaphysical here. This is practical and It can translate to making cold calls, mainly focusing on that singular call, that one person and what they are saying to you right then and nothing else... except your role as the salesperson in that moment. Again, a conflict, but it exists that way when it’s good. Do not get  wrapped up in the idea of needing to make the next call. Make the most of this one.

What I found after accepting that most people are not going to buy from me, at least not right away, was that I was able to sell more while having more control of the sales process by approaching possible prospects. What I gave up in a “power position” I gained in the pocketbook. Maybe that’s the greatest motivator for accepting humiliation. Its an enrichment. It’s being humble and it’s good for you in many ways. And in sales, It pays off.

I've mentioned a few of the techniques that have worked for me. If you have any that have worked for you, let me know at: This email address is being protected from spambots. You need JavaScript enabled to view it.