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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Is It Okay to Cold Call a Prospect on Their Mobile Phone?

I don’t have a desk phone or home phone. Actually, correction: While at Tippit I allegedly had a desk phone. Only problem was it wasn’t on my desk as I had moved cubes and never took it with me. When we sold Tippit and I was moving on to my new adventure, the IT guy came to me and said: “Craig, do you want your voice messages from your desk phone?” Me: “I have a desk phone?” IT: “Dude, you have a full mailbox of a hundred messages.” Oh. So I had a desk phone, I just had no idea where it was. Now I only have a mobile phone. If you want to cold call me to sell me something, you will have to find my cell phone number to get me.

I have a customer where the only desk phones are with the sales team. There are conference room phones, but otherwise, everyone else gets calls forwarded to their cell.  Hell, even babies are on mobile…see below:

cold call

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Lead Qualification: Defining your Qualified Lead (infographic)

Editor’s note: I get asked all the time to post infographics. As a general rule, I don’t like to post them. However, if I am a mentioned in the infographic and there is a cartoon image of me????  Don’t judge me, but I gotta do it. Please send any complaints to our complaints department (which we have still yet to hire). Net-net, this is a great infographic so enjoy:

How to Define the Lead of Your Companys Dreams Infographic

Brought to you by Lead Generation Software by Marketo

How to Use @ClearSlide to Deliver an Engaging, Winning Sales Presentation

Today’s guest post is from Liza Sperling from ClearSlide. The “how-to” series on the Funnelholic has done really well and Clearslide has a lot of buzz. It’s a great match! BTW, Liza is like a ball of energy if you ever get the chance to meet her.

It’s go time. After weeks of research, emails and phone calls, it’s time for the sales presentation. Whether you are presenting virtually or face to face, sales presentations can feel more like a land mine than an opportunity, but presentations are a more critical part of the sales process than ever. As Forrester‘s Lori Wizdo explains, buyers now spend anywhere from two thirds to 90% of the sales process on their research before reaching out to a vendor. That means sellers need to take their presentations to another level to leverage the narrow window of opportunity and engage a far more educated buyer. Follow these ten steps, and you’ll be in great shape.

1. Maximize your selling time by minimizing technical issues.

Don’t spend your time troubleshooting technical issues or dodging firewalls or worse yet, have your prospect spend their time with these issues. A link-based presentation platform will help you avoid download snafus. All attendees need is a browser and a link to join the presentation – that’s it. ClearSlide’s technology is seamless, so that you can focus on one thing: engaging your audience.ClearSlide1

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Best Practices for Following Up on Inbound Leads

Today’s guest post is from Derek Singleton of Software Advice. A great writer who recently published research on converting inbound leads. Enjoy his post!

As an online business, Software Advice thrives off connecting with business-to-business (B2B) software buyers on the Web and the phone. Since our company was founded in 2006, we’ve learned a lot about B2B buyer behavior on the Web—and we wanted to share what we’ve learned with the B2B sales and marketing community.

Toward that end, I recently analyzed data Software Advice collected from more than 6,000,000 unique visitors between January 1, 2008 and August 31, 2013. What I found offers insights into when B2B buyers research on the Web, when they convert on a website and when you can get them on the phone. As inbound marketing (and inbound leads) become a larger part of the overall B2B marketing mix, I believe it’s important to understand these behaviors.

Here are a few of the my most interesting findings, along with additional insights provided by Craig.

A Lightning Fast Lead Response Time Significantly Improves Qualification Rates

A few years ago, InsideSales.com published The Lead Response Response Management Study, reporting that calling a buyer within 5 minutes of converting on your site leads to dramatically improves your changes of qualifying that buyer. I wanted to know what happens if you call in 5 within seconds of converting, which our phone system allows us to do.

While I expected to find that calling this quickly would improve our qualification rate, it was pretty stunning to see that when we call a buyer within 5 seconds of converting on our site, we qualify that buyer at a rate 30 percent higher than our average qualification rate.

Qualification Rates at Second IntervalsLead generation, inside sales, sales development [Read more...]