Articles — Lead Generation
8 article(s)
05 · Manage
A lightweight CRM for an SME that prospects: six columns and one rule
In an SME where two or three people sell, a heavyweight CRM ends up abandoned within two months. Tracking that lasts fits into six columns, and only one does all the work: the next dated action.
4 min read
02 · Understand
Structuring a 30-minute first sales meeting that ends in a decision
A first meeting is not a demo: it is a shared diagnosis that ends in a decision. The five-block structure, the questions that get people talking, and why a "no" at minute twelve is a good result.
4 min read
05 · Manage
LinkedIn reply rate: measure it before you compare it
Published reply rates cannot be compared: nobody counts the same thing. How to define the metric once and for all, calculate it on a closed cohort, and know what to change when it stalls.
4 min read
04 · Reach out
A prospecting sequence on LinkedIn, by email and on WhatsApp: what to say, where and when
Four touchpoints over two weeks, then a stop at day 21. One simple rule: you change channel to change context, never to repeat yourself. The full model, with an example message for each step.
5 min read
01 · Target
Write your ideal customer in one sentence, and use it to sort your prospects
An ideal customer profile that fits in one sentence can be tested, shared with the team and turned into a score. A three-page document is no use at all. The formula, five observable criteria, and the threshold below which you do not write.
4 min read
02 · Understand
LinkedIn meetings that go nowhere: qualify before you accept the call
A diary full of meetings that lead nowhere is a qualification problem, not a volume problem. Three questions to ask by message before blocking the slot, and how to say no politely.
4 min read
04 · Reach out
Starting LinkedIn prospecting in an SME: the plan for the first 30 days
An SME's first month of LinkedIn prospecting runs in four weeks: target, write, send and follow up, then steer. A week-by-week plan, with a volume LinkedIn accepts and an honest way to read your first numbers.
8 min read
03 · Personalise
How many prospects should you contact on LinkedIn? Work the numbers backwards
Start from the number of meetings your business actually needs, work back up the chain of rates, and you will know how many invitations to send. Above all, you will see that volume hits a ceiling quickly: targeting and the message are what make the difference.
5 min read