Fill the Funnel

OCTOBER 13, 2010

I am excited to be a part of an online Sales Summit hosted by FOCUS. Join Focus and your peer community for this must-attend event to learn about the latest processes and technologies to help you create a top-performing revenue-generating sales force. Using the current sales and marketing focus on needs and solutions, we can’t.

Top of Funnel 67

Top of Funnel Webinar Metrics Decision Maker B2C 67

Fill the Funnel

FEBRUARY 9, 2012

The #1 way for individual sales people to be found by prospects is to have a targeted LinkedIn Profile. Your company hopefully has many other platforms that are generating leads for the sales team. Visibility into the number of leads and their quality is next to nothing for most sales people.

Top of Funnel 115

Top of Funnel Prospecting Ideal Customer Profile LinkedIn 115

Fill the Funnel

FEBRUARY 19, 2015

Nor do they make the sales person. The same thing is happening in sales offices and client meetings every day. Tools being used by someone who is untrained, under-trained or lacks the foundational sales training to know how best to deploy these tools. Sales teams are adding new talent at a rate not seen in many years.

Tools 48

Tools Hiring Ideal Customer Profile Scale 48

Fill the Funnel

FEBRUARY 19, 2015

Nor do they make the sales person. The same thing is happening in sales offices and client meetings every day. Tools being used by someone who is untrained, under-trained or lacks the foundational sales training to know how best to deploy these tools. Sales teams are adding new talent at a rate not seen in many years.

Tools 48

Tools Hiring Ideal Customer Profile Scale 48

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. My focus in this post is on Business-to-Business sales, though many of these apply to the consumer sales arena as well. Sales News Web Tools' The Gatekeeper.

Tools 129

Tools Gatekeeper Proposal Decision Maker 129

Fill the Funnel

AUGUST 30, 2011

Sales people were happy. Sales of these minivan’s boomed for over a decade, with most manufacturer’s offering several lines to choose from. Sales of these minivan’s boomed for over a decade, with most manufacturer’s offering several lines to choose from. Sales people were very happy.

Sports 123

Sports Transportation Top of Funnel Google 123

Fill the Funnel

APRIL 18, 2011

Thanks to all of you that participated in the poll I posted a week ago that asked the following question: “If you were handed $1,000 with the only requirement being that you had to put it into your sales career, where would it go?”. I intentionally used an open text field for your responses to give you the most flexibility in your answer.

Constant Contact 73

Constant Contact Travel Social Media Top of Funnel 73

Fill the Funnel

FEBRUARY 4, 2013

BYOT – B ring Y our O wn T ools is a practice that sales leaders and individual sales people themselves have been slow to embrace. I differ from Shanto in that I do not see sales reps deploying many of the powerful new generation of sales tools in any significant number on their own.

Jigsaw 101

Jigsaw InsideView Top of Funnel Ideal Customer Profile 101

Fill the Funnel

FEBRUARY 3, 2011

A previous post about sales reps being invisible made the point that as a sales rep, you are at a severe disadvantage, and I say, career-ending disadvantage if you are not in the social media game. If there is even the slightest interest in adding another sales person to their mix, I assure you they will do their homework.

Ideal Customer Profile 87

Ideal Customer Profile Social Media Twitter Customer 87

Fill the Funnel

MARCH 30, 2011

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. Jill Konrath coined the phrase “crazy-busy” to describe buyers and their daily routines.

Top of Funnel 80

Top of Funnel Prospecting How To Funnel 80

Fill the Funnel

JULY 20, 2011

Social has changed the game forever and sales is no exception. The sales professionals and organizations that embrace this “brave new world” are getting ahead of the competition. 1-2 DIY tips any sales person or sales manager can go execute right away. Your next sales quota might be depend on it!

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. The biggest obstacle to even more adoption is the question “How do I measure the success from these activities?

Top of Funnel 122

Top of Funnel Marketing Marketing Qualified Lead Social Media 122