{"id":19886,"date":"2016-08-25T14:05:45","date_gmt":"2016-08-25T21:05:45","guid":{"rendered":"http:\/\/www.enxmag.com\/twii\/?p=19886"},"modified":"2016-10-20T04:21:40","modified_gmt":"2016-10-20T11:21:40","slug":"difference-maker-spotlight-prospect-builders-lindsay-kelley","status":"publish","type":"post","link":"https:\/\/www.enxmag.com\/twii\/the-week-in-imaging-twii\/editors-blog\/2016\/08\/difference-maker-spotlight-prospect-builders-lindsay-kelley\/","title":{"rendered":"Difference Maker Spotlight \u2013 Prospect Builder\u2019s Lindsay Kelley"},"content":{"rendered":"
\"Lindsay

Lindsay Kelley<\/p><\/div>\n

Lindsay Kelley recalls that she began her career in the office products industry at Advance \u2013 The Document Specialists in Baltimore, MD as an eleventh-hour candidate for the newly created marketing position.<\/p>\n

\u201cI don\u2019t think I would have gotten the job if it weren\u2019t for the head of sales at the time, Bill Sciciliano,\u201d she muses. \u201cA friend of mine put in a good word for me with Bill and he relentlessly pestered the guy until I wiggled my way in for an interview, then scooped up the job.\u201d<\/p>\n

Today Kelley is the respected president and co-founder of Prospect Builder, an inbound marketing services agency described as a \u201cnew kind of marketing services provider.\u201d She points out that since her work is 100 percent virtual, her commute consists of a stroll to her home office, the kitchen table, outside by the pool, or perhaps a short drive to Starbucks.<\/p>\n

But before any of that happens, the day starts with snuggle time with her 7-year-old daughter, Eleanor. \u201cAfter her alarm goes off, she climbs into bed with me for an extra five minutes, which just sets the stage for each day,\u201d she says. \u201cAfter the morning school routine, I get to work.\u201d<\/p>\n

As the point person for clients, Kelley generally starts the work day in the kitchen with coffee and email. \u201cI run through analytics and reports in [the customers\u2019] HubSpot portals and look for trends and opportunities for improvement in their digital sales funnels \u2013 spot-checking website visitors and looking at where they go on the website, what they might download, blogs they read, and what their lead scores are,\u201d she explains.<\/p>\n

She says that based on those stats and glimpses into real-world data, she works with her team on potential content that sales reps can use to help move those people through the funnel. She does all the buyer persona research and build-outs, which allows her to chat with their client\u2019s ideal customers and build a fictional persona based on the research and the interviews.<\/p>\n

\u201cThis helps us focus on how to attract prospects and get them in the sales funnel with online content,\u201d she says. \u201cSome days, I\u2019ll spend some time on building out the inbound campaigns for the different personas with our VP of Content Strategy so we have the digital buyer\u2019s journey mapped out in a document that our clients can see.\u201d<\/p>\n

When it\u2019s time to blog, she usually heads out to her backyard. \u201cI like to feel more open and the space in the backyard helps me focus on writing,\u201d she says. \u201cBeing in South Florida, I can do that all year. I only blog for Prospect Builder\u2019s blog — I leave the client blogging to our Content Ninjas. I dedicate at least five minutes a day to sharing on different social platforms \u2013 LinkedIn and Twitter primarily. It\u2019s important to keep up with our office technology industry as well as the inbound marketing world, so I read a lot of blogs and articles, which I can then share socially.\u201d<\/p>\n

Kelley says she spends a lot of time learning new tools and technologies for her clients. She works with partners like the video hosting platform, Wistia, to find additional ways to position her clients online as industry experts. \u201cI love chatting with people and learning more about how to be more human in a digital age,\u201d she says. \u201cAt the end of the day, we\u2019re still selling to humans, it\u2019s simply that those humans have tools like Google to get answers, so I\u2019m always learning and discovering new ways to humanize our clients\u2019 brands online.\u201d<\/p>\n

Finally, Kelley is a podcaster. She chats with other inbound marketing agencies on their podcasts, and co-hosts The Funnel<\/em>. \u201cI\u2019m actually building out a concept for an Office Technology specific podcast, so I\u2019m on the prowl for a co-host in the industry,\u201d she says. \u201cIt\u2019s an exciting new adventure! And, because I\u2019m a glutton for punishment, I\u2019ve also started a vHUG [virtual HubSpot Users Group] for the office technology industry to exchange marketing ideas.\u201d<\/p>\n

Kelley says that she was shocked and even a little choked up when she realized she had been recognized as a Difference Maker. \u201cI\u2019ve spent so much time in the industry, learning from and following the real industry experts and amazing folks in this industry — and marketing — that I still feel like a beginner,\u201d she says. \u201cIt\u2019s truly an honor and I am so thankful to be in this fun and evolving industry.\u201d<\/p>\n

As for the people who\u2019ve made a difference in her professional life, Kelley cites her former manager at the The Baltimore Sun, Satonya Fair. \u201cShe was a strong woman in a male-dominated workplace,\u201d she recalls. \u201cShe was inspirational on a business and personal level, always teaching me how to work well with others and be an independent, fair, and effective leader. Those lessons have made me who I am today as a leader and mentor in my own right.\u201d<\/p>\n

She also acknowledges Darrell Amy, her Prospect Builder co-founder and friend. \u201cHis philosophy in business and life is like nothing I have ever experienced,\u201d she declares. \u201cHe operates with a level of ethics that I hadn\u2019t encountered until I started working with him. He set the stage for the cultural and moral fiber of Prospect Builder. We\u2019re a family and we can honestly say that each client we work with is a part of that family.\u201d<\/p>\n

Adds Kelley, \u201cI\u2019m truly thankful to have been lucky enough to have had these two people as mentors, co-workers, and genuine friends.\u201d<\/p>\n

Throughout 2016 Kelley hopes to take a step back from \u201cworking in the business to working on<\/em> the business.\u201d She says that for the past 18 months she has collaborated with some amazing teammates who keep her going every day.<\/p>\n

\u201cWe have a close team, incredible clients, and we all feel so lucky to be able to work together,\u201d she says. \u201cIn 2016, I need to work on our brand, culture, and processes. Now that we\u2019re getting into a solid rhythm with client work, I want to embrace and implement the Entrepreneurial Operating System program the right way. Having all the members of our team now working in harmony with time freed up to focus on building the business will allow me the time to get all of that working properly.\u201d<\/p>\n

She adds, \u201cI have seen other inbound sales and marketing agencies execute this with great success inside their agencies, and I think that will be what helps us differentiate our company from other marketing agencies in our space.\u201d<\/p>\n","protected":false},"excerpt":{"rendered":"

Lindsay Kelley recalls that she began her career in the office products industry at Advance \u2013 The Document Specialists in Baltimore, MD as an eleventh-hour candidate for the newly created marketing position. \u201cI don\u2019t think I would have gotten the job if it weren\u2019t for the head of sales at the time, Bill Sciciliano,\u201d she muses. \u201cA friend of mine put in a good word for me with Bill and he relentlessly pestered the guy until I wiggled my way in for an interview, then scooped up the job.\u201d Today Kelley is the respected president and co-founder of Prospect Builder, an inbound marketing services agency described as a \u201cnew kind of marketing services provider.\u201d She points out that since her work is 100 percent virtual, her commute consists of a stroll to her home office, the kitchen table, outside by the pool, or perhaps a short drive to Starbucks. But before any of that happens, the day starts with snuggle time with her 7-year-old daughter, Eleanor. \u201cAfter her alarm goes off, she climbs into bed with me for an extra five minutes, which just sets the stage for each day,\u201d she says. \u201cAfter the morning school routine, I get to work.\u201d As the point person for clients, Kelley generally starts the work day in the kitchen with coffee and email. \u201cI run through analytics and reports in [the customers\u2019] HubSpot portals and look for trends and opportunities for improvement in their digital sales funnels \u2013 spot-checking website visitors and looking at where they go on the website, what they might download, blogs they read, and what their lead scores are,\u201d she explains. She says that based on those stats and glimpses into real-world data, she works with her team on potential content that sales reps can use to help move those people through the funnel. She does all the buyer persona research and build-outs, which allows her to chat with their client\u2019s ideal customers and build a fictional persona based on the research and the interviews. \u201cThis helps us focus on how to attract prospects and get them in the sales funnel with online content,\u201d she says. \u201cSome days, I\u2019ll spend some time on building out the inbound campaigns for the different personas with our VP of Content Strategy so we have the digital buyer\u2019s journey mapped out in a document that our clients can see.\u201d When it\u2019s time to blog, she usually heads out to her backyard. \u201cI like to feel more open and the space in the backyard helps me focus on writing,\u201d she says. \u201cBeing in South Florida, I can do that all year. I only blog for Prospect Builder\u2019s blog — I leave the client blogging to our Content Ninjas. I dedicate at least five minutes a day to sharing on different social platforms \u2013 LinkedIn and Twitter primarily. It\u2019s important to keep up with our office technology industry as well as the inbound marketing world, so I read a lot of blogs and articles, which I can then share socially.\u201d Kelley says she spends a lot of time learning new tools and technologies for her clients. She works with partners like the video hosting platform, Wistia, to find additional ways to position her clients online as industry experts. \u201cI love chatting with people and learning more about how to be more human in a digital age,\u201d she says. \u201cAt the end of the day, we\u2019re still selling to humans, it\u2019s simply that those humans have tools like Google to get answers, so I\u2019m always learning and discovering new ways to humanize our clients\u2019 brands online.\u201d Finally, Kelley is a podcaster. She chats with other inbound marketing agencies on their podcasts, and co-hosts The Funnel. \u201cI\u2019m actually building out a concept for an Office Technology specific podcast, so I\u2019m on the prowl for a co-host in the industry,\u201d she says. \u201cIt\u2019s an exciting new adventure! And, because I\u2019m a glutton for punishment, I\u2019ve also started a vHUG [virtual HubSpot Users Group] for the office technology industry to exchange marketing ideas.\u201d Kelley says that she was shocked and even a little choked up when she realized she had been recognized as a Difference Maker. \u201cI\u2019ve spent so much time in the industry, learning from and following the real industry experts and amazing folks in this industry — and marketing — that I still feel like a beginner,\u201d she says. \u201cIt\u2019s truly an honor and I am so thankful to be in this fun and evolving industry.\u201d As for the people who\u2019ve made a difference in her professional life, Kelley cites her former manager at the The Baltimore Sun, Satonya Fair. \u201cShe was a strong woman in a male-dominated workplace,\u201d she recalls. \u201cShe was inspirational on a business and personal level, always teaching me how to work well with others and be an independent, fair, and effective leader. Those lessons have made me who I am today as a leader and mentor in my own right.\u201d She also acknowledges Darrell Amy, her Prospect Builder co-founder and friend. \u201cHis philosophy in business and life is like nothing I have ever experienced,\u201d she declares. \u201cHe operates with a level of ethics that I hadn\u2019t encountered until I started working with him. He set the stage for the cultural and moral fiber of Prospect Builder. We\u2019re a family and we can honestly say that each client we work with is a part of that family.\u201d Adds Kelley, \u201cI\u2019m truly thankful to have been lucky enough to have had these two people as mentors, co-workers, and genuine friends.\u201d Throughout 2016 Kelley hopes to take a step back from \u201cworking in the business to working on the business.\u201d She says that for the past 18 months she has collaborated with some amazing teammates who keep her going every day. \u201cWe have a close team, incredible clients, and we all feel so lucky to be able to work together,\u201d she says. \u201cIn 2016, I need to work on our brand, culture, and processes. Now […]<\/p>\n","protected":false},"author":127,"featured_media":18069,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[80,1638],"tags":[],"_links":{"self":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/19886"}],"collection":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/users\/127"}],"replies":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/comments?post=19886"}],"version-history":[{"count":5,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/19886\/revisions"}],"predecessor-version":[{"id":19901,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/19886\/revisions\/19901"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media\/18069"}],"wp:attachment":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=19886"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=19886"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=19886"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}