4 B2B Sales Videos That Will Change Your Game

The only reason you didn’t sign up for the Funnelholic Virtual Sales Summit is if you just didn’t want to go. (It hurts, but I understand). It has dominated our headlines and newsletters, etc.

If you went, I am giving you a virtual hug as we speak.

If you signed up and missed it, I get it — you were out there doing your day job.

Either way, the on-demand videos are in. In our humble opinion, it was the best content we have had yet. Special thanks first to our two premier sponsors: DocuSign and Citrix GoToMeeting. And second, but with equal love and care: Switch Video, LeadSpace, ShareBloc, and TOPO.

 

Keynote: Jill Konrath on The Agile Selling Mindset

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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...]

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...]

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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How to Turn Twitter into a Lead Gen and Social Selling Machine

social selling

By now you have probably heard a lot about the promise of social selling. Still, many find it hard to effectively utilize social networks as part of their sales pipeline. We have all gotten used to the scripts, conversion rates and process associated with calling and emailing that social media might seem like a hairy beast far out of our comfort zones. Not to worry! In this post we will outline a set of very specific steps that will help you create a social selling playbook which utilizes Twitter and Socedo to help you generate leads and close customers. [Read more...]

Top 50 Content Marketing Posts of 2013 from @sharebloc

I was not as good as others at wrapping up the year BEFORE the end of the year. We are working so hard at TOPO that I needed time to sleep and be with my family. With that in mind, today’s post was supposed to go out last week but since everyone was out of the office anyway, I figured I was safe.

This post contains the results of the ShareBloc Top 50 Content Marketing Posts of 2013. ShareBloc ran the contest from December 3 to December 17, 2013. The contest received 7,678 votes and narrowed 175 nominations to the top 50.  The content was a mix of sales and marketing and without a doubt showcased some of the best work created in 2013. Here is a link for the official page of the ShareBloc content winners. See the list below…

content marketing, marketing, sales

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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...]