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...]

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...]

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...]

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...]

How to Use Ofunnel to Get Introductions into Your Target Prospects

Relationships are incredibly important for salespeople to be successful. An observation we made early on was that salespeople had no way of knowing when people in their network were connecting to people that they may want to establish a relationship with—so we created OFunnel to help solve this challenge.

We’re honored to be featured by Craig and are excited to share a little about OFunnel with you.

The scenario:  The process we are about to describe will follow a sales person who has a set of target accounts to sell to. The first thing you do when you are assigned an account is search LinkedIn to see if you have any 1st or 2nd level connections you can use. The next thing you should do is set up your account in OFunnel to follow accounts and potential contacts so you can know of any new connections that you can leverage immediately to get introduced into the account.

Let’s begin!

Step 1: First you sign in to OFunnel

Note: Ofunnel has a Hootsuite app for the Hootsuite users.

Linkedin, sales, prospecting

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Successful Customer Outreach Through LinkedIn

Today’s post is from Robert Koehler, Sales Product Consultant for LinkedIn Sales Solutions.

At the county fair a few years ago, the carnie running the ‘knock over the lead pins with the baseball’ booth encouraged me to do better: “c’mon, you’re supposed to do more than tickle them!” In my obsession to win a life-size stuffed animal for my son that would sit unused in the corner of his room for years, I yanked our family over to the basketball area. My line drive shots clanged off the heavily fortified steel rim of the Dixie cup sized basket twenty feet above the ground. The evening degenerated into my screaming for my six-year old to beat the four year olds in the ‘shoot water in a hole to reach the top first’ contest so that I could leave with stuffed animal bounty.

This experience reinforced the following:

  • Some games are rigged; be aware before committing your time, money and effort
  • Select situations where you have a better chance of winning
  • Careful targeting is more effective than brute force and velocity
  • A softer arc and approach can sometimes net greater results

inmail, linkedin, social

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The buyer is starting without you, don’t let them finish without you: Madlibs w/ @garthm

Dude…Guess who is back? Garth Moulton. That’s right. If you knew him, you missed him the last couple of years. Now he’s back and he is building a new company again — Circleback. That’s great for all of us because he is funny and smart as hell. His old blog at Jigsaw was absolutely legit. I hope he is inspired to get back out there and talk/write because he is a welcome addition to the sales-o-sphere. His Madlibs are classic. Check it out after this great picture from Bethany Weeks:sales 2.0, sales technology [Read more...]

Bring value to every sales interaction: Madlibs w/ @bbachofner

I am on a Madlibs run right now and maybe I should slow it down but I had to have this one – Brian Bachofner from InsideView. I met him at the InsideView conference and the dude was wearing a searsucker suit which clearly automatically put him in the “guy you want to party with” category. Anyway, we got to hanging out and the guy is really smart, really knowledgeable, and with a great sense of humor aka a perfect candidate for Madlibs. I thought his contribution was fresh and fun. In honor of our first meeting, I was going to do a picture of a guy in a searsucker, but I just loved his Grady Booch reference: A Fool with A Tool is still a Fool. Madlibs after the picture:

InsideView, Sales 2.0, sales technology [Read more...]