How Sales Execs Use Twitter

While there may be debate about whether LinkedIn or Twitter is more popular with salespeople, there’s no question that sales executives are becoming more active on Twitter. Why? They understand the power of the micro-blogging platform as a way to monitor, reach, and engage target buyers while also building their personal brand. But how are these sales leaders engaging on Twitter? And in what ways can you use this information to become more effective on social media?

How Sales Executives Engage on Twitter

My firm, Leadtail, decided to delve into these very questions by looking at the Twitter activity of 595 sales executives during the first six months of this year. Specifically, we analyzed 160,928 tweets and 91,471 shared links to better understand the topics sales execs are interested in, what they’re reading and sharing, and which people most influence them on social media. Here’s what we discovered.

What Sales Execs Talk About

We compiled the top hashtags used by sales leaders to identify the topics grabbing their attention. Why hashtags? Like search keywords, popular hashtags are a good indicator of what people are paying attention to, talking about, searching for, and sharing on social media. [Read more…]

Never Separate a Gorilla from his Bananas

sales people

Years ago I was on a sales panel with Bill Binch from Marketo with three other panelists. The moderator asked what a sales rep should do if the organization is not investing in their success (training, technology, etc).  The other panelist answers were: “They should quit” and “dust of your resume”.  That’s when Bill said: “Wait a minute, a real sales person will tear down walls to get a deal done. If the organization isn’t giving them what they need, they will figure out a way to get it.” Boom. [Read more…]

8 Chrome or Gmail Extensions Every Sales Rep Should Be Using

This guest post was written by Max Aschulter, CEO of Sales Hacker, a worldwide media company that specializes in helping salespeople and sales organizations leverage technology to become more efficient sales machines. He recently wrote a book showcasing his unique process including over 150 tools to use, called Hacking Sales. [Read more…]

Key Findings from 6.4 Million Sales Emails

Have you ever had a sales person come up and ask, “what do you think about this new prospecting template I came up with Boss?”

The answer is obvious.

“I don’t know. Test it.”

That’s the great thing about so many aspects of sales. Gut instinct is necessary; however, the data can be such a guide for best practices.

Being a data geek myself, I got pretty excited when one of the data scientists here on the Signals team analyzed the results of 6.4 million sales emails. The full report is here.  Below are three observations I found to be interesting. [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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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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