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:Two 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...]
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...]
Years 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...]
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:
- Best Practices for Building A Revenue Machine
- Sales and Marketing Alignment Reality Check for Marketers
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.
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.
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: