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...]

Top 5 Best Practices for Email Subject Lines

Today’s post is written by Katy Creates, PR Manager at ContactMonkey, a smart email tracking for Outlook, Gmail and Salesforce, based in Toronto.

How long do you spend on writing the perfect email subject line? 10 seconds? 10 minutes? 10 hours? New research suggests that you are wasting your time.

Email tracking service, ContactMonkey, has analysed over 30 million emails to find out what works best for their users. It is the first time anyone has ever collected this amount of data.

They have now released their research on the best performing email subject lines specifically to help salespeople convert those leads into wins.

1. When in doubt, worry less

Time spent thinking about the perfect subject line is time wasted. There is no perfect subject line. Just a simple Re: got a 92% open rate according to the research.

2. Be direct

Longwinded marketing speak fared very badly. It might work for a blog post but your subject line should act as a taster, not the main course. As an example, a long subject line like: “10 secrets for accelerating business results” achieved only a 10.92% email open rate. [Read more...]

What Every Marketer Should Learn From Weird Al

Editor’s note: Today’s post is from Docket CEO Jason Wesbecher. This will be Jason’s fourth post on the Funnelholic. If you like the post, please vote for Jason to give a talk about the marketing savvy of Weird Al at this year’s SXSW Interactive conference; you can vote here.

marketing, demand generation

The web should have made Weird Al Yankovic irrelevant years ago. When the Internet killed the video star, much of Weird Al’s source material evaporated. Without Beat It or Like a Virgin playing in heavy rotation on MTV in the 1980s, how could Eat It or Like a Surgeon possibly exist? [Read more...]

Amplify Your Twitter Marketing Campaigns with Azuqua

Twitter Bird, Tweeting, Social Marketing

Editor’s Note: Today’s Post is from Claire Koerner, marketing manager at Azuqua

With CRM, social media, cloud services, SaaS tools and more, marketers have access to vast quantities of customer information. That’s the upside. The downside is it can be a time-consuming task analyzing all that data in order to identify and act on the most important and relevant content. Creating simple business process to address this issue can be a challenge, and usually require a dependency on already stressed IT departments. [Read more...]

When Ari Gold Sells “Silo” – A Sales Lesson From Entourage

solution selling, decision makers, sales tacticsI took a break this weekend. I don’t watch movies that much anymore. I am one of those people that when I have time, I binge watch TV. So this weekend I watched some Entourage on HBOgo.

There was a scene (Season 4, Episode 10) that caught my eye where Ari Gold, the agent for the star of the show, Vincent Chase, has to go sell a movie to the studio boss where he has absolutely no chance in hell. I don’t want to bore you on too much background. Just focus in on how he sells the movie. [Read more...]

4 Habits of a New Generation of Top Sales Performers

The New Sales PersonEditor’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. [Read more...]

The Secret to Supercharging Your Content Production

Editor’s note: Today’s post is from Liz O’Neill from Kapost. Her last Funnelholic guest post knocked it out of the park. She’s back and appreciate the value Kapost is trying to deliver to the content marketing world with the templates they are offering. See more below!

Marketers today are under a lot of pressure. They’re responsible not only for engaging leads, but also for converting prospects, driving revenue and retaining business.

The major tool at their disposal? High-quality content at every stage of the funnel. And to beat the competition, they need to create a lot of it. In other words, they need to scale their content marketing production.

And it’s at this stage where most marketers stumble.

Why? Because as content demands grow, ad hoc processes fail. And building entirely new content workflows steal valuable time and resources away from actually producing that content, capturing leads, and driving revenue. [Read more...]