Channeling DJ Khaled.

DJ Khaled. Up until 2 weeks ago, I had no idea who this guy is. If you are my age, you probably don’t either. Net-net, he is a prolific hip-hop producer and I guess, motivational speaker. The younger generation likes him and according to this video, he likes to buy lots of things.

Let’s have some fun today. In the spirit of breaking down videos, I had to break down the DJ Khaled “Inspirational Speech”. Seriously, I have watched it 50+ times now. It’s fun yet painful…funny and sad and confusing as hell. In this post, I will not explain what this video is…just let it sink in. And you still may not know what it is….As Scott Albro said to me: “I can’t stop thinking about this dude but on the other hand, I have no idea what he is saying.” That’s the thing, I agree but I may be his number one fan.

And another one, and another one, and another one….Teardown is below the video. [Read more…]

Focus on the Nut of Your Job: A Lesson from Stu Silverman

From 2000-2005, I worked for a guy named Stu Silverman. He is one of the original thought leaders in inside sales and sales development and in my opinion, is the greatest in the business. His company, Sales Ramp, has worked with 100’s of companies in the valley over the last 30 years including Cisco, Sun, and Oracle. As the sales development revolution continues its upswing, remember the originals — Stu is one of them.

On a personal level, he was my Dicky Fox, the fictional character in the movie Jerry Maguire. To remind you, here is Dicky Fox from Jerry Maquire:

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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.

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Confessions of a Funnelholic: I eat SPAM musubi and everyone needs a break

I am taking my first long vacation in 15 years. PS don’t worry someone is staying at my house so I won’t get robbed. (I think)

I do have some posts queued during my trip so expect to hear from me…just not today.

I have one thing to say: I’m tired. And because I was raised on it, I will eat SPAM musubi while in Hawaii.

Balanced life [Read more…]

The sales technology revolution is being driven from the ground up

Warning:  I am breaking my own rules and “pontification” blogging.   I love breaking my own rules especially when I am contradicting my last post

Sales technology is hot as “all-get-up” right now.  I outlined a number of reasons why I believe this is true in a post for SocialSellingU.  The point I’d like to pontificate on is the “consumerization of sales technology” and it’s role in the rise of sales technology.  Bottom line: You can buy most sales technology solutions with a credit card.

1.  The BYOD revolution has hit sales and marketing technology — I got this quote from my buddy Miles Austin who can talk for hours on the topic: “Years ago, CIOs said there was no way they would support IPhones and IPads and now look.  It’s the same thing in sales,  smart sales people don’t ask – If they think a sales tool help them sell better, they plop down their credit card and buy it.”   In other words, this is a true revolution by the people and for the people.  Executives can’t hope to stop it, they can only jump on board.  My buddy and business partner Lars Nilsson implemented tons of sales technology solutions at ArcSight which was bought by HP.  It seems like he would have to spend his time researching technology to keep up, but he always talks about how the majority of  solutions they implemented were initially brought to him by individuals in his organization.

2.  Sales people are officially technologically self-empowered –. If you are a sales rep who still says: “My organization gives us no support, we don’t even have…”, then fix it because you can.  An individual rep can buy their own CRM, create email and nurturing programs,  buy their own lists, gather their own sales intelligence, automate contracts and quotes, etc, etc.   Today’s products are so easy to use, you can get up and running yourself.   Per-user costs are so reasonable, you aren’t breaking the bank.

As a marketer in the sales technology space, you have a real opportunity to triangulate on your target accounts. When you sell and market to sales, anyone on the team is an influencer.  Your new lead definition is: “they are in sales”.   If you can get a couple people in the organization using and getting value from your product, then you can take that use-case and success metrics to decision makers for a bigger deal.   And that ladies and gentleman, is a good thing for everyone.

Oh and I forget to add, sales technology is fun.  There are so many amazing things happening in the space.  I have just been having a ball preparing for my webinar Thursday with Koka Sexton, Matt Heinz, Miles Austin, Nancy Nardin, and Brian Vellmure entitled: 31 Must-Have Sales Tools in 2013. When you start to look into all the different options, you want to start going on them immediately.


Craig Rosenberg is the Funnelholic. He loves sales, marketing, and things that drive revenue. Follow him on Google+ or Twitter

S**t the Funnelholic says: Five things I said this week

I say a bunch of things, some are quoted and others are forgotten.  I figured I would jot them down and see if we can learn anything from them…musings from Craig Rosenberg, like it or not:

1.  Content won’t solve the problem, but you probably can’t solve the problem without content — I am completely bought into the content marketing game.  However, if you need more deals/pipeline, the answer is not “more content” although content should be included as part of the plan.  I talked to a couple startup marketers who  told me the first thing they need to go do is create content.  Let me get this straight, you are just starting to figure out how to make money and you want to create content first?  Actually….

2.  Don’t be a sissy, call people — I am sorry, you want to start a business? You want to launch a new product?  The first thing you do is get on the phone. You will learn more from that than anything else.  And don’t tell them you are doing market research, just sell…it’s ok.  If you ask someone: “If I came to you and said you could do X what would you say”.  If they know it will do no harm, they will say “yes”.  If you ask someone, can i send you a proposal for X.  You will know what they really think. Then you can create content.  Buyer personas? Same thing…just make sure you know one thing:

3.  You can’t create buyer personas without talking to them — Please don’t make buyer personas without talking to these people.  I suggest you start with your theory and go test it live.  Then create content, it will be better.  By the way, have you noticed:

4.  We have a bunch of people in the workforce who have never been spanked —  I am telling you…I brought this up to a colleague and she said: “No kidding, can I ask that on a job description? Along with: Where you on a losing team and didn’t get a trophy? Do you call your parents’ friends mr. and mrs?”  I remember seeing a tweet from @damphoux: “Please keep working hard #thingsIneverhadtobetold” Funny, sometimes I have whipped this one out:

5.  There is a bus strapped with a bomb that can’t go less than 55 miles per hour or it will blow up. You are Keanu Reeves, please act accordingly — Net-net, look at the clock man and get urgent.  I don’t want you to make bad decisions by rushing, but I want you to know a bunch of people on this bus are counting on you and f-ing up and saying “my bad” isn’t going to do anyone any good.

PS If you read this as bitterness, you don’t know me.  I wrote this smiling and having fun.

Craig Rosenberg is the Funnelholic. He loves sales, marketing, and things that drive revenue. Follow him on Google+ or Twitter

14 Easy Social Selling “To-Dos” You Can Implement Right Now

July 25 through July 29 is Social Business week on If you’ve read my blog, you know that I’m a fan of the Social CRM movement, but I am not an expert – so I’m leaving that to the pros. I am sticking to my expertise, hosting a couple of events about social and sales and marketing. I am hosting a webinar with the master of content/inbound/social media marketing, Mike Volpe, on Friday, July 29, at 1 pm PT. Before that, I am hosting a social selling roundtable at 11 am PT with Nigel Edelshain, Miles Austin and Koka Sexton. It’s fun trading ideas for using social for a lot of things. Sales is definitely a favorite of mine.

One of the biggest complaints I hear from folks is not having enough time for social endeavors. I usually tell people I wouldn’t recommend it if it’s a time-suck. So I’ve compiled a list of easy things that salespeople can do, none of which seems too scary or daunting – and it can all be done right away. Let me know what you would add to the following list.

  1. Create a LinkedIn profile.
  2. Fill it out completely, including a picture.
  3. Upgrade your account.
  4. Watch every day from your upgraded LinkedIn account to see who clicked on your profile.
  5. Connect with as many of your business and personal contacts as you can.
  6. Move beyond business cards – get in the habit of connecting with people immediately after you meet them.
  7. Spend some time seeing if your prospects are connected to any of your contacts and ask for a referral.
  8. Join LinkedIn groups relevant to your industry. Not just so you can see the conversations happening in your space, but so you can join the same “clubs” that your prospects are in.
  9. Figure out where your prospects are on the Internet (with only a few cases, everyone is). Is it Twitter, LinkedIn,, etc.? It could even be a message board somewhere.
  10. Watch them. Remember the title of this post is “easy.” Don’t worry about doing much; you can just watch. You will gain insight into your prospects that you’ve never had before.
  11. Recognize their good works. If they write an insightful blog post or answer a question really well, send them a note.
  12. Find the top influencers in your space (they will be on Twitter or Google if they are influencers) and follow them.
  13. Create a social relationship with the influencers. This is akin to being friends with the cool kids at school.
  14. Before a sales call, look up your prospect’s or customer’s recent social “works” – posts, tweets, Q&A. Mention it to them; they will love it.

There – was that hard? Let’s just start with that. There’s more…but you gotta start somewhere.

Craig Rosenberg is the Funnelholic. He loves sales, marketing, and things that drive revenue. Follow him on Google+ or Twitter

Don’t Miss Focus B2B Marketing Week, July 11-15

From Monday, July 11, through Friday, July 15, is presenting Focus B2B Marketing Week, rolling out a bunch of webinars and roundtable panels that will bring together the top experts in their fields to discuss the state of B2B marketing today.

Couple things to note:

  • Wednesday at 10 am PT is a webinar with Ardath Albee and me. Everything else is a roundtable.
  • You can catch all the action by clicking here.
  • Ask questions before, during and after the event in the event interfaces.

For speaker details and to attend, click the event links below.

Monday July 11

1 pm PT/4 pm ET: How to Set Up an Effective Marketing Organization

Tuesday July 12

11 am PT/2 pm ET: B2B Marketing Tactics That Work (And the Ones That Don’t)

1 pm PT/4 pm ET: Modern B2B Marketing Strategies

Wednesday July 13

10 am PT/1 pm ET: The Four Types of Prospect Attention and How They Affect Demand Generation

1 pm PT/4 pm ET: B2B Lead Generation: How To Use the Phone to Drive High Quality Leads

Thursday July 14

9 am PT/12 pm ET: The Key to Sales and Marketing Alignment

1 pm PT/4 pm ET: Expert Best Practices in Content Marketing

Friday July 15

11 am PT/2 pm ET: B2B Marketing 3.0: What’s Next for B2B Marketers?

1 pm PT/4 pm ET: Tips on Generating Leads for Yourself

Sign up to attend now — it should be awesome.

The Current State of Marketing Automation (Infographic)

My first very important announcement is:, my employer, created the infographic below.

My second very important announcement is: I like it and I hope you do too. Mad props to Carlos Hidalgo, who helped curate the information. For me, following the marketing automation space has been the first time I have been able to watch a market from start to finish and really understand it. Yes, I have been alive in Silicon Valley during the rise of all the other technologies du jour, but this one I know. I love being a fan.

I hope you find the infographic interesting — we’ll have to see how much it changes next year!