Fill the Funnel

APRIL 18, 2011

With the significant shift in Buyer expectations and activity, how will we learn about these new philosophies and strategies to meet these changing expectation? If you are a web tool vendor, you better be thinking of how your solution can be optimized for a tablet experience. Training was only #4 in responses.

Constant Contact 73

Constant Contact Travel Social Media Top of Funnel 73

Fill the Funnel

JANUARY 25, 2011

Your current buyer will eventually go away and their replacement will not have any idea who you are. Buyers are searching and reviewing your LinkedIn Profile every day. If you want to shorten your sales cycle and improve your sales results, you need to put your excuses aside and get in the game.

Ideal Customer Profile 97

Ideal Customer Profile Top of Funnel LinkedIn InsideView 97

Fill the Funnel

MARCH 6, 2014

The impact of technology in the sales profession is profound, altering everything from strategy, tactics, process and the buyer expectaions and actions. Do the “Rules” from years ago still apply? My focus in this post is on Business-to-Business sales, though many of these apply to the consumer sales arena as well.

Tools 129

Tools Gatekeeper Proposal Decision Maker 129

Fill the Funnel

OCTOBER 13, 2010

In this session you’ll learn the hidden stages of the buyer’s journey, and how to become part of the Buying Decision Team. Adding change management skills can help buyers buy more efficiently. But it’s possible to add new skills to enter earlier. Sales managers have one of the most difficult jobs in the organization. Why Attend?

Top of Funnel 67

Top of Funnel Webinar Metrics Decision Maker B2C 67

Fill the Funnel

DECEMBER 10, 2013

He covered some good points to clarify and narrow down my offer to make it crystal clear what a buyer should expect to get – great point. My reviewer read through my profile, title, offer description, credentials etc. and then informed me that he wants to see some major changes.

Google 113

Google Ideal Customer Profile Marketing B2C 113

Fill the Funnel

FEBRUARY 3, 2011

If I was a buyer, IT Director or executive evaluating vendors, I would be using tools like PeopleMaps to discover if you and I share any mutual connections. From what I have observed, and from those that have been leaving comments on the blog, you, the sales person, are behind the 8-ball. ″ web tools are being used just by sales people?

Ideal Customer Profile 87

Ideal Customer Profile Social Media Twitter Customer 87

Fill the Funnel

AUGUST 30, 2011

Then gas prices started climbing, and the environment became much more of a focus for mainstream American vehicle buyers. Sales people were very happy selling lots and lots of SUV’s. In response to these market realities, SUV sales dropped way off, and several manufacturers stopped production entirely.

Sports 123

Sports Transportation Top of Funnel Google 123

Fill the Funnel

NOVEMBER 30, 2011

The dynamic between sales person and buyer has changed in many ways over the last few years. Professionals of every type-including your prospective buyers-are migrating in droves to social media to find solutions. The authors make the bold claim: “Cold-calling is history-your future is in Social Media!”

Social Media 134

Social Media Media Top of Funnel Face-to-face 134

Fill the Funnel

FEBRUARY 4, 2013

LinkedIn – to complete both the Buyer Profile and the Company Profile of all of my prospects and customer. They were: Jigsaw – to capture the email and phone number of the prospects in my territory. InsideView – to monitor the activity and changes within each of my prospect companies.

Jigsaw 101

Jigsaw InsideView Top of Funnel Ideal Customer Profile 101

Fill the Funnel

MARCH 30, 2011

Jill Konrath coined the phrase “crazy-busy” to describe buyers and their daily routines. Every sales speaker and every sales convention is singing the same theme – in order to be effective in gaining new customers and keeping the customers you have you must give them what they need, and that is help.

Top of Funnel 80

Top of Funnel Prospecting How To Funnel 80

Fill the Funnel

DECEMBER 3, 2012

You have probably observed and read that buyers have changed, and anyone in sales will most likely agree. Author Andy Paul clearly understands that neither sales people nor buyers have the luxury of time. Salespeople have changed as well. Having a CRM solution installed in your organization is no longer enough.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

Fill the Funnel

JULY 20, 2011

The cardinal rule of marketing is to “be where your buyers are” and if you believe the numbers, millions of people sign up or interact on social networks every day. Craig Rosenberg @funnelholic. Friday, July 29th Focus Webcast: The Secrets to Successful Social Media Marketing. 1:00 pm PT / 4:00 pm ET.

Social Media 92

Social Media Hubspot Webinar Metrics Social Selling 92

Fill the Funnel

DECEMBER 8, 2013

Content marketing tactics such as blog posts, feature articles, optimized website copy, white papers, social media content and press releases move buyers along a specific path.

Top of Funnel 122

Top of Funnel Marketing Marketing Qualified Lead Social Media 122