Welcome back to the South Florida CEO Podcast. In this episode, we're going to dive into your goals, your clients, your team, and your digital presence. This is from a talk I gave to a group of small business owners and marketers a few years back. It was all about how to drive more leads and grow revenue by modernizing how you approach -- your sales and marketing playbook. This particular segment is all about...

Today's episode is all about what to do after your initial meeting with a potential client; staying top of mind after your initial meeting. This is one of the biggest frustrations that owners of small and medium-sized businesses in South Florida are facing, and many of their sales directors face this problem as well.

In today's episode, we're going to talk all about the state of sales and marketing: the state of sales today and ostrich marketing.

In today's episode, we're going to look at your buyer's journey: the buyer's journey today versus the buyer’s journey back in 2007, versus what the buyer’s journey will look like in the near future.

Today's episode is all about comparing the legacy sales process to the more modern, customer-driven buying cycle.

A lot of the backdrop for planning this episode comes down to understanding just how much the behaviors of modern buyers differ from the behaviors of buyers from as recently as five or ten years ago.

Why has there been such a big change?

In today's episode, we're going to talk all about cold calling, email blasts, and trade show booths.

So it's interesting that in a podcast that's all about differentiation, competitive positioning, thought leadership, sales cycle acceleration, and revenue growth, we’re going to talk about tactics that are largely viewed as traditional, interruption marketing.

Today we're going to talk all about SEO for CEOs: search engine optimization for chief executive officers of small- and midsize-businesses in southeast Florida.

Now search engine optimization has been around for a few decades,  dating back to the mid-1990s. However, SEO takes on more importance in a digital-first world where it’s critical for your company's website to get found by the right people, in the right places, at the right time, and in the right context. That's huge.

In this episode, we're going to dive into how to get people to see your value; how to get potential clients and existing clients to see the value of your company's products and services, and your company as a whole.

So first we're going to talk about the importance of timing. Then we’ll get into some of the basic parameters of what's important, some of the prerequisites, to get this right -- to better understand not only your value from an internal perspective but your value from the standpoint of your most important clients and potential clients.

Today we're going to talk about how you can get in front of more prospects.

We're going to first start by talking about what a prospect exactly is for your company.

Getting prospects means different things to different companies, different kinds of business models, different industries, and different locations.