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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Startup Sales Leadership: The Good Fellas Mind Set

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)…

First, the video. BIG TIME WARNING: There is profanity in this video and I am warning you now to not watch the video if you are offended by cursing. I know that posting something with cursing is risky and I could lose some of you. I hope not, but I understand. Here is the thing — when I run into the issues that I am about to detail in this post, I think of this scene. I just have to present it as is. [Read more...]

Social Selling: The LinkedIn “Who’s Viewed my Profile” Play

Before I go any further, I have an important announcement: On 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.

I want to start this post with a simple story that is a great use case on using LinkedIn. I am a strong advocate for sales (sales development and sales) to live in LinkedIn. One screen: CRM; One screen: LinkedIn. There is a lot of things you do in LinkedIn, but one that I love is to think about it as a personal inbound marketing machine. Let the story unfold and then I will come back to this point.

Dateline July 11, 2012:

Yes, July 11, 2012. Yes, a long time ago in internet years. While I haven’t written about it, the experience left a lasting impression and I mention it to clients all the time. Ok, so I look at the profile of Marge Bieler. At the time, I don’t believe she was a LinkedIn trainer, but now she is. As soon as she saw that I viewed her profile, she sent me this:

social selling, marge bieler, inbound marketing

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Social Selling 101: Random Acts of Business Kindness

I just had to share this story. Everyone asks me for use cases of using social intelligence in the selling process. Well, here is a perfect example — follow along.

I have a bone spur in my back right now and its killing me. Absolutely killing me. Anyway, this week was Marketo Marketing Nation and I was really excited for it….but just couldn’t get off my back. Brutal. People were asking me if I was there, so I tweeted the following:

 

Now, watch  SalesLoft act on the tweet. I got a package yesterday with this nice, handwritten note. [Read more...]

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...]

Matt Heinz’s 10 Sales Productivity Hacks

April 17th from 8.30AM – Noon PDT: The Funnelholic Sales Summit is BAAAACK! Come join Jill Konrath, Matt Heinz, Jill Rowley, and Dan Waldschmidt as they provide real, tangible advice, tell at least one joke, and challenge your status quo.

Click here to check it out!

sales productivity, sales trainingSpeaking of brilliant minds in sales and marketing, one of our amazing speakers for the event is Matt Heinz. His topic will be 15 Must-Have Sales Technologies. He is great with tech, tools, and efficiencies with sales teams and is one of be the best presenters I know. As we getting pumped for the summit, I thought we would showcase some of Matt’s work. Matt had a great post on sales productivity and I thought I would share his tips and add some funnel-commentary.

First a note on sales productivity: As an organization, your goal in life is to strip out as many inefficiencies as possible and allow sales to focus on what they do best. It’s 3-4 years old now, but in 2011 CSO Insights released data that showed sales reps only spent 41% of their time selling face-to-face or by phone. (If you know any updated data on this  – let me know). So 49% of the time sales reps are doing something else besides selling. Can you imagine if that happened on a manufacturing supply chain??? The six-sigma guys would have a field day with that one. Sometimes, I wonder if some companies plan to continue to add administrative duties every month to their sales person’s plate until they spend 1% of their time selling.  I can imagine them saying: “Hey, we need to track this, let’s add the 150th field to the Opportunity Tab!”

Sales Productivity

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The Impact of Customer Case “Stories”

sales, sales tacticsThis post has been sitting in my editing queue for a month. Then read a great article on telling stories from Harvard Business Review [Read more...]

Giving Props: A Memo to the Young Sales Manager

sales management, salesBill Binch, the EVP Worldwide Field Operations at Marketo, [Read more...]

“Call High and Wide” Said The Wise Man

champion selling

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If You Aren’t Fired With Enthusiasm, You Will be Fired With Enthusiasm

"If you're not fired with enthusiasm, you'll be fired with enthusiasm"The quote in the subject line comes from the legendary football coach Vince Lombardi.

Over the 5 years of this blog’s existence, I have tried to avoid motivational type of content or content focused on the intangibles. Not on moral grounds or anything like that… [Read more...]