23 Reasons You Must Attend the #TOPOSummit

Craig Rosenberg, Sales, Andrew McGuire, Las Nilsson, Dennis Lyandres, Charles Lawson

Featured in the pic are Summit speakers Andrew McGuire, Charles Lawson, Me, Lars Nilsson, Dennis Lyandres

Our first sales conference is coming up – the TOPO Sales Summit on April 7-8th. If you don’t want to read anymore and sign up – please go ahead – http://topohq.com/summit/ [Read more…]

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…]

Deconstructing Glengarry.

sales managementAs you know, I leave my serious blogging to the my content for TOPO. When I went to let off some steam, I come over the Funnelholic and write something fun. (I realize I just said I like to write b2b sales and marketing blog posts for fun). BTW, the other day, I was introduced by someone as “formerly the Funnelholic”. I am still the Funnelholic man…just a little less frequently. (: [Read more…]

The Dead-Simple Guide to Start Sharing Content as a Sales Professional

Today’s guest post is from Amar Sheth from Sales for Life.

content selling, social selling

If you’re in sales, you’ve likely heard about the importance of sharing content with your social networks and with prospects directly.  While marketing departments increase budgets on content marketing, the disconnect between sales and marketing has never been more real. [Read more…]

This is a Mutually Beneficial Business Relationship

solution selling
One of my favorite sales stories of all time is probably an urban legend. It was told me years ago by a big money, enterprise b2b sales VP. I call it the “Jack Welch Story”. Since 70% of my reading audience is under that age of 30, you can read about Jack here. In a nutshell, he is one of the most legendary CEO’s in the 20th century. He led GE, one of the iconic companies in America. Big player, if not the biggest. Anyway, the story is really simple:  a sales executive gets a meeting with Jack Welch. Jack walks in, shakes his hand and says:

Ok…so how can we make each other money today?

[Read more…]

The Ultimate Visual Guide to Optimize Your LinkedIn Profile For Social Selling

Today’s Author is Emma Snider Staff Writer from Hubspot.

You wouldn’t put outdated information or a picture from 20 years ago on your business card. So why do salespeople think it’s okay to allow their LinkedIn profiles (your virtual business card) to get musty?

Social selling isn’t just about monitoring social conversations and engaging with prospects on social networks. Equally important to social selling success is projecting the image of an informed industry resource who can help business leaders make smart decisions.

If you’re skeptical about the role of image in selling, consider the following statistic: According to LinkedIn, 90% of B2B buyers are more likely to engage with a salesperson viewed as a thought leader. With this in mind, if your social profiles are sparsely populated or woefully out of date, you’re going to have a tough time gaining trust.

Inspired to take action? The below infographic provides a section-by-section guide of how to revamp and optimize your LinkedIn profile for social selling. And if you’re short on time, not to worry — the HubSpot Sales blog is giving away 50 free LinkedIn profile makeovers during April. Click here to enter the contest, and discover how to increase your chances of winning (yes, you can improve your odds!).

LinkedInToday’s Author is Emma Snider Staff Writer from Hubspot.

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…]

5 Tools I Wish I Had When I Became a Sales Rep feat. @MarkRoberge

Sales tools, sales productivity

Editor’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. His last post on the Funnelholic: 4 Habits of a New Generation of Top Sales Performers drove so much traffic and interest, I had to bring him back again. [Read more…]