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...]

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 Organization Design By The Buyer And For The Buyer (The Webinar)

I am a big believer that the person(s) who should design your sales organization should be your buyers. Too many times we try to apply “something that worked before” or an out of the box process. Instead, your goal should be to craft sales AND marketing deliver an experience that your buyers want to have. Revenue will grow as a result. Here is a webinar I did with eCornell on the topic. If you want to read more about my take on the topic, check out Why You Should Your Buyers Design Your Sales Organization.

 

Craig Rosenberg is the Funnelholic and a co-founder of Topo. He loves sales, marketing, and things that drive revenue. Follow him on Google+ or Twitter

Email Tracking is the New Expense Report Tracking

Editor’s note: Today’s post is from myDocket CEO Jason Wesbecher. This will be Jason’s third post on the Funnelholic, the other two posts just absolutely killed it: The “3 Ps” of Killer Drip Campaigns and Your Content is the New Cold Call. He came back with another great post and of course I said: “Let’s get it up now!”. Here it is, enjoy it and check out myDocket when you get a chance. Here we go:sales 2.0, sales tools, mydocketTwo opposing edicts have, at one time or another, surfaced in every sales organization for which I have worked.  The first is the edict from the VP Sales that says that if your expense reports were too low, you weren’t doing your job.  The theory here is that the more money the salesperson spends on travel, meals and entertainment for customers, the closer of a relationship they are developing.  The second edict, directly opposite from the first, is from the CFO and goes something like this – “all travel & customer-related expenses are frozen for the remainder of the quarter.” [Read more...]