Don’t let the ‘cold calling is dead’ crew drag you down: Madlibs with @srichardv

May 20, 2013 by Leave a Comment

I say it time and time again: The best people to pick up prospecting tips from are the appointment setting guys. Steve Richard from Vorsight is one of those guys. I personally learn a lot from the tips and tactics they are willing to share. If you are in the business, you should too. Here are his Madlibs:

  1. The b2b buyer is overwhelmed and, as a result, more unaware of their needs than ever.  How do you help someone realize they have a need that they didn’t know they had five minutes ago?
  1. The biggest innovation in sales is a deeper understanding of the buyer’s journey and how to align selling activities to it. [Read more...]
Filed Under: b2b Marketing, b2b Sales, Demand Generation, Inside Sales and Tele-selling, Lead Development, Lead management, Lead Qualification, Madlibs with the Funnelholic, sales, Uncategorized

Social Prospecting and Don Draper: A story about getting that hard-to-reach client

May 17, 2013 by Leave a Comment

I have a very simple rule for prospecting: If you want to know tactics and best practices for getting to hard-to-reach prospects, then listen to the guys who run appointment setting organizations or outbound call centers. They do this for a living at scale.

I was putting together a preso for Sirius Decisions with Mike Damphousse from GreenLeads. He is the master at prospecting. He explained to me how they have changed their approach and then provided an A-MAZING example.

The game is changing, even for the outbound masters

Buyers just don’t pick up their phones very much anymore.   I talked about this problem in one of my earlier posts on cold calling. If you walked into an outbound call center two years ago, you would see reps staring at a list of people to call and making hundreds of dials.  They would hang up on voicemails and wouldn’t dare spend the time to write emails. [Read more...]

Filed Under: b2b Marketing, b2b Sales, Demand Generation, Email Marketing, Inside Sales and Tele-selling, Lead Development, Lead Qualification, Lead/Inquiry Generation, sales, Social Selling

The b2b buyer can now be the user and decision maker: Madlibs w/ @gretchende

May 16, 2013 by Leave a Comment

Gretchen Deknikker is an entrepeneur. (How is that for short but to the point) Everything you need to know about her is in this great post on Women 2.0. Here is my take on Gretchen: Funny, brilliant, caffeinated, remarkable, and about to be a pioneer in the social selling space with Social Pandas. Her Madlibs is just like I figured…witty and smart…enjoy

  1. The b2b buyer can now be the user and decision maker. Bottoms up SaaS sales models are increasingly ousting the gatekeepers of yore.
  2. The biggest innovation in sales is – social media (sorry, occupational hazard.)  Sales is the most social department in a company and they’ve got some really cool new toys.

    3. [Read more...]

Filed Under: b2b Marketing, b2b Sales, Madlibs with the Funnelholic, sales, Social Media, Social Networking, Social Selling, SocialCRM

Marketing to the SMB: How SMBs use social and why marketers should care feat @johnsjawn

May 14, 2013 by 1 Comment

Marketing to small businesses used to be a “spray and pray” game. In this short video segment, John Hurley from Radius Intelligence talks about the importance of social media for SMBs and how marketers are using social data to be more effective

We are hosting a Demand Generation Summit with Radius Intelligence, join here:
RSVP HERE

Craig Rosenberg is the Funnelholic. He loves sales, marketing, and things that drive revenue. Follow him on Google+ or Twitter

Filed Under: b2b Marketing, big data, Lead/Inquiry Generation, Social Media, Social Selling, Uncategorized

Critical trends in demand generation feat. @heinzmarketing

May 14, 2013 by 1 Comment

In this short video segment, Matt Heinz answers the question: “What are the biggest trends in demand generation?” He is always fun and always thought-provoking.

If you want to hear more from Matt, join him on May 15 for a full presentation on what works in demand generation. You can ask him anything! RSVP here: RSVP HERE

Craig Rosenberg is the Funnelholic. He loves sales, marketing, and things that drive revenue. Follow him on Google+ or Twitter

Filed Under: b2b Marketing, Demand Generation, DRIP and Lead Nurturing, Lead management, Lead/Inquiry Generation, Social Selling, Thought Leadership, Video

How to reach prospects via their cellphones feat @damphoux

May 12, 2013 by 3 Comments

If you want to figure out how to reach prospects who don’t know you, listen to the outbound appointment setting gurus. They do it for a living and have tried everything thousands of times. In this segment, Mike Damphousse from GreenLeads provides best practices on what to do with a prospect’s cell phone number. And yes, the answer is to call it and text it.

We are hosting a Demand Generation Summit with Greenleads, join here:

RSVP HERE

Craig Rosenberg is the Funnelholic. He loves sales, marketing, and things that drive revenue. Follow him on Google+ or Twitter

Filed Under: b2b Marketing, b2b Sales, Demand Generation, Inside Sales and Tele-selling, sales

The future of sales is micro-marketing: Madlibs w/ Jamie Shanks

May 10, 2013 by Leave a Comment

I just really met Jamie Shanks 4-5 months ago. I asked Koka Sexton for some people he thought were “keeping it real” in social selling and he listed Jamie amongst others. I reached out to Jamie, we did a webinar together, I have been listening to his tips and best practices, and overall,  I have confirmed, he is one of the good ones.  When you read his Madlibs, you will see a lot of really interesting ideas including (micro-marketing).  Enjoy:

1. The b2b buyer is – Empowered.  For the first time in human history, a buyer can gather information on nearly anything, without human interaction.  The buyer is also becoming increasing comfortable with gathering information in the background – before needing some assistance to finish the purchase.

2. The biggest innovation in sales is – Social Selling.  The 1980’s brought you Consultative selling, and the 1990’s – early 2000’s had Solution selling.  From 2013 – 2020, sales reps must embrace online interaction. [Read more...]

Filed Under: b2b Marketing, b2b Sales, Funnels, Lead/Inquiry Generation, Madlibs with the Funnelholic, sales, Social Media, Social Selling

Marketers are having fun again : Madlibs with Jason Miller

May 6, 2013 by 1 Comment

Jason Miller is not just a guy who works in content and social at Marketo.  He is a convincing, compelling evangelist for social marketing ROI.  He is one of the few people out there that talks about social marketing as a ROI-driving, results oriented practice.  He is so good, he gets ROI on Facebook and he wants you to get ROI on Facebook as well which is why he shares all his secrets. It’s worth listening to.  We have collaborated on content in the past — check this session we did on theMarketo Happy Hour!  Here are his Madlibs:

  1. The b2b buyer is in complete control of the buying process. Your job as a marketer is to build that relationship as early on as possible by helping, educating, and sometime entertaining the buyer until they are ready to talk to sales. Staying top of mind is the key.

    2. [Read more...]

Filed Under: b2b Marketing, Content Marketing, Madlibs with the Funnelholic, Marketing Automation, Social Media, Social Networking, Social Selling, Video

Sell yourself first, your company second, and your products third: Madlibs with Lori Richardson

May 3, 2013 by 4 Comments

Lori Richardson is a versatile sales, inside sales, and online marketing resource. You probably have seen her more and more out there as her content seems to have been proliferating recently. She is someone everyone should follow and if you have a question, I bet she answers it. (She helped me get my “meet the funnelholic” pop up loaded for example). I know you will enjoy her Madlibs — now read away!

  1. The b2b buyer is way too busy to waste time listening to bland messaging, something that is still very rampant.

    2. [Read more...]

Filed Under: b2b Marketing, b2b Sales, Inside Sales and Tele-selling, Madlibs with the Funnelholic, sales, Social Media

SMB social, a/b testing, facebook fan $, and inbound marketing: This Week on Twitter

April 30, 2013 by Leave a Comment

Hi everyone — once again, I present to you my favorite of tweets.  These posts are my worst traffic performers, but I do enjoy putting them together.  For those that do read these posts, thank you!

Shameless plug: If you love demand generation, content marketing, social marketing, and want to learn about b2b video. Pls RSVP for my Demand Generation Summit and pass the word along.

Now, what you came for: My Tweets o’ the Week. Enjoy:

Small business is built on word of mouth and social is the ultimate word-of-mouth platform. Newspaper advertising is dead. I can’t possibly believe those dudes on street corners waving those arrow signs work well.  Great SMBs always lived of word of mouth.  Now, as more SMBs embrace social media, data is starting to show that they are seeing ROI. That number will keep rising as more SMBs get educated on how to use social media. [Read more...]

Filed Under: b2b Marketing, b2b Sales, Content Marketing, sales, Social Media, Social Networking, Social Selling, SocialCRM, Tweet of the Week
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