“Let Me Know How I Can Help”

Always be helping

A couple months ago, a young sales person who I worked with a year ago asked for a call to re-connect. He kicks the call off with: “I am calling because I thought you might know some people who might need my service.” My reaction: Nice to hear from you too. He then goes through the entire call and finishes with: “So if you know anyone, send them over to me.” Pffft. Nice job dude. I not only have no reason to help you, but I like you a lot less. Let me go down the line: [Read more…]

Always Be Recruiting

gamerec
I am hoping over the next two weeks to do some quick blog posts. (I always say that). But, this time I am serious. I have been picking up great stories over the years and have been meaning to weave them into bigger posts. Now, I just have to get them out there. Today is one of those. [Read more…]

A Simple Organizational Tip from the Most Disorganized Man on Earth

This will be short. So…I was watching Ralph Barsi’s Dreamforce presentation: “Sales Development Professionals Must Represent” and the first thing he told the audience was an instruction: “Draw a line down the middle of the page. On one side takes notes and on the other side write down the action items you are going to go act on immediately.” (Not an exact quote). Anyway, Ralph is not the “Most Disorganized Man on the Face of the Earth”, that would be me…The point of this post is the fact that his tip of splitting the page in half is something I have done for years. Before we move on, here is the video of his presentation.

[Read more…]

Can Millennials Sell?

Editor’s note: Today’s post is from Docket CEO Jason Wesbecher. This will be Jason’s fifth post on the Funnelholic.

Sales

Try searching for some combination of “millennials” and  “selling” and you will find something surprising. [Read more…]

Funnelholic, The Video

A huge thank you to Switch Video for this incredible video.

This video is self-promotion which is a little uncomfortable for me but I think it’s great. I am excited to think of the different ways I will use it going forward. Enjoy:

5 Tools I Wish I Had When I Became a Sales Rep feat. @MarkRoberge

Sales tools, sales productivity

Editor’s note: Today’s post is from Mark Roberge, CRO of the HubSpot Sales Division. One of my all-time heroes in modern sales. Please enjoy. His last post on the Funnelholic: 4 Habits of a New Generation of Top Sales Performers drove so much traffic and interest, I had to bring him back again. [Read more…]

Thank You Content Marketing

content marketing

Earlier this week, I had a call with an old friend. She is a sole practitioner and wants to drum up business so she called me for advice. I told her:

“The single best decision I ever made was to start creating content.”

[Read more…]

Where Deals Go to Die: 5 Sales Administration Steps You Should Automate Today

sales enablement

Today’s guest post is from Chris Bucholtz, content marketing manager for CallidusCloud and a speaker, writer and consultant on topics surrounding buyer-seller relationships. I worked with Chris a few years ago and he is brilliant. Oh and he is the kind of guy you can talk to about anything including baseball, model airplanes, and the Tuskegee Airmen. Here we go:

Anyone who sells in large companies has seen it: a deal that races through its early stages and seems like a sure thing, then abruptly grinds to a halt – not because the buyer suddenly got cold feet but because the salesman has become hung up on internal processes.

These administrative tasks are important – your company wouldn’t do them if they were not. They provide a means of control for sales managers, a record for marketing to evaluate its performance, and even help out the sales rep once in a while by offering up some insight about a customer. [Read more…]