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...]

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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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...]

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...]

Introducing Content Scoring: The Metric That Will Revolutionize Your Marketing

Editor’s note: Today’s post is from Liz O’Neill from Kapost. Couple reasons I asked a Kapost writer to write again for the Funnelholic. First, the earlier post on managing an editorial calendar was awesome and got fantastic traffic. Secondly, they announced content scoring and I think it’s an exciting breakthrough in content marketing. Oh and they have great writers. Liz is one of those great writers as you can tell by this thorough and well-written post. Enjoy.

There’s no denying the imperative role content plays in propelling buyers down the funnel. 93% of B2B marketers use content marketing and 78% of CMOs think it’s the future of the industry.

Marketers are expected to publish content that results in a constant stream of valuable leads. While innovations like lead scoring offer insight into whether marketers are hitting lead gen goals, understanding exactly why they are — and what content influenced those leads — has involved a lot of “educated guessing.” Until now.

Content scoring is a process that reveals exactly how many leads and opportunities a piece of content generates. Unlike pageviews, uniques and shares, content score applies an actual numerical value (a “content score”) to the content an organization produces based on how leads, opportunities or closed deals interacted with that content.

The result is valuable insight into the true ROI of content, enabling marketers to make informed decisions about which content assets to produce.

How Content Scoring Works

So, how does content scoring work exactly? Put simply, it works backwards from a buyer’s journey to specified conversion stage, highlighting the content that buyer digested along the way.

Let’s explore by taking a look at the journeys of two marketing qualified leads (MQLs).

content marketing, demand generation,

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“I Have No Idea What Marketing is Doing” said the Rest of the Organization

sales and marketing alignmentYears ago I was in charge of marketing and demand generation for an online media company. We were publishers whose main product was leads. We would generate leads on our clients’ behalf via content syndication, webinars, etc. We had one client that bought as many leads as they could from us. They had metrics and conversion rates that they would present to us each quarter, a team of marketers working on demand generation and an agency, and an inside sales team dedicating to qualifying leads for sales. Their game was tight. We revered them. [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...]

Mo Money Mo Problems: New Age Impediments to Sales and Marketing Alignment

Before you read further or prepare to leave a comment below that I have missed the core elements of sales-marketing alignment, please read my previous work here:

I am a proponent, consultant, advocate for the core elements that have to be in place for sales and marketing alignment and those posts should help you see my point of view. In other words, yes I understand that things like shared expectations and responsibility are critical, but this post is focused on what I consider recent developments in the sales-marketing cold war.

First of all, let me say that a lot of companies are really trying. The relentless blogo-sphere rantings on aligning sales-and-marketing have brought more organizations to the table. Many companies have a qualified lead definition, have shifted real revenue-generation responsibility to marketing, track their efforts, and have generally attempted to become modern revenue machines. I love it. Marketing is at the big boy table. A giant first step has been taken.

Let’s explore some of the new issues hampering alignment but before we do — please take note: I will talk further about these issues with Jason Miller from Linkedin and Justin Gray from LeadMD on an amazing webinar on February 25th at 11am. This going to be a really cool format: We are hosting a debate. I will represent sales and Justin will represent marketing. Jason will attempt to moderate us. Both sides will be represented. Be there for the fight of the century.

sales, marketing, marketing automation

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Sales Voicemail Mastery: The Tibor Shanto Method

For every sales or sales development rep or anyone who is trying to reach someone, the voicemail is a low converting often frustrating part of the game. Many people don’t leave voicemails anymore. They just don’t see the value. I get it…we rarely see one-to-one value from the voicemail.

What if I told you that there is a technique that drives 50% call back return rates?

Actually, don’t answer that because I think your answer would be “bullsh**!” This post is about the “Tibor Shanto” method which Tibor says can return a 50% call back rate. Pretty bold right? Personally, I have been fascinated by his method over the years. There are parts of his method that I use in my voicemail training. The only exception is I like to drive people from the voicemail to email versus trying to get a call back. Tibor likes to get the call back which is the holy grail in outbound prospecting voice mails. It’s well worth exploring.


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Is It Okay to Cold Call a Prospect on Their Mobile Phone?

I don’t have a desk phone or home phone. Actually, correction: While at Tippit I allegedly had a desk phone. Only problem was it wasn’t on my desk as I had moved cubes and never took it with me. When we sold Tippit and I was moving on to my new adventure, the IT guy came to me and said: “Craig, do you want your voice messages from your desk phone?” Me: “I have a desk phone?” IT: “Dude, you have a full mailbox of a hundred messages.” Oh. So I had a desk phone, I just had no idea where it was. Now I only have a mobile phone. If you want to cold call me to sell me something, you will have to find my cell phone number to get me.

I have a customer where the only desk phones are with the sales team. There are conference room phones, but otherwise, everyone else gets calls forwarded to their cell.  Hell, even babies are on mobile…see below:

cold call

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