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...]

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...]

Sales Tactics: Avoiding the Dark Stage

Don’t forget: This  Thursday April 17th from 8:30-Noon is the Funnelholic Virtual Sales Summit feat. Jill Konrath, Jill Rowley, Matt Heinz, and Dan Waldschmidt. Please click here to learn more. It will be the most fun you will have all week (or month)…

Back to regularly scheduled programming:

Today’s post is about the dark stage. The dark stage = when we don’t hear “boo” from them. Today’s buyer only responds when they have something they want not what you want. This is why the “checking in” voicemails and emails that go unanswered. Fair enough…but to make it worse: Many buyers don’t even say “no” anymore, they just never respond. The problem is: They also don’t respond if things are still moving along. If there isn’t a profound update or information they need, they still don’t respond. It’s painful. It’s hard enough to get people on the phone in the first place…and now this. Alas, the dark stage.

sales tactics, lead followup, sales tactics

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Your Content is the New Cold Call

Editor’s note: Today’s post is from myDocket CEO Jason Wesbecher. Jason did a previous post on the Funnelholic: The “3 Ps” of Killer Drip Campaigns. The post absolutely blew up — tons of traffic, lots of compliments. So when Jason had another idea for the post — I jumped on it. Jason and the team at MyDocket are taking on a challenge that is near and dear  to my heart — helping sales leverage content when selling. This is a great post…enjoy.

content selling, prospectingA few weeks ago I had the opportunity to attend Forrester’s Sales Enablement [Read more...]

The “3 Ps” of Killer Drip Campaigns for Sales

Editor’s note: Today’s post is from myDocket CEO Jason Wesbecher. If you have read my work or heard me speak, you know I am very excited about sales enablement and in particular, content selling. I asked Jason to write a “how-to” post because I love the approach myDocket is taking to solve the sales engagement challenge. It’s a great post — I hope you enjoy!

content selling, sales [Read more...]

The Amazing Rethink Happening in Sales Management

Sales leadership, sales 2.0Dear Funnelholic Readers:

If you follow the blog, a couple weeks ago you may have seen the release of one of my labors of love: The CMO’s Guide to Technology. Well, you may not have known this, but I also worked on an ebook for sales: The Ultimate Guide to Modern Sales Management. That’s right, it’s out and it is awesome.

These two ebook projects have been overwhelming and exhausting, but I could not be happier with the product we ended up with. I certainly hope you are too.

There are a lot of thanks to go around. In honor of the Oscars, here is my acceptance speech:

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Epic Sales Strategies Hiding in your CRM

Editor’s note: Today’s post is from Mike Kamo is the Director of Marketing for Stride. Stride produces great content, check out their blog for proof.

At Stride, we have a unique opportunity to see firsthand what the best salespeople do better.

We have close relationships with a few of our customers and spend a significant amount of time looking at their data. This is to help us in our software development efforts, and along the way we get an insider’s view into what makes a good sales rep.

Below are the top CRM hallmarks we tend to see from top salespeople. If you’re running a sales team, or even if you’re a sales team of one, take a look at the list below and then compare it to your data.

Regardless of which CRM tool you use, if you don’t have all the data points from the list below, you’re probably not selling as effectively as you could be.

sales, sales tips

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Sales Voicemail Mastery: The Tibor Shanto Method

For every sales or sales development rep or anyone who is trying to reach someone, the voicemail is a low converting often frustrating part of the game. Many people don’t leave voicemails anymore. They just don’t see the value. I get it…we rarely see one-to-one value from the voicemail.

What if I told you that there is a technique that drives 50% call back return rates?

Actually, don’t answer that because I think your answer would be “bullsh**!” This post is about the “Tibor Shanto” method which Tibor says can return a 50% call back rate. Pretty bold right? Personally, I have been fascinated by his method over the years. There are parts of his method that I use in my voicemail training. The only exception is I like to drive people from the voicemail to email versus trying to get a call back. Tibor likes to get the call back which is the holy grail in outbound prospecting voice mails. It’s well worth exploring.


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