Fill the Funnel

NOVEMBER 27, 2011

Add a company to those that you follow. Think about a company that is important to you and your professional success or growth and follow them in the Company area. Review your Company Profile and modify or add to it as appropriate. Review your company profile each week. Follow a competitor’s company.

LinkedIn 130

LinkedIn Top of Funnel Hiring Ideal Customer Profile 130

Fill the Funnel

JUNE 30, 2014

The truth is that these people who hold the key to your sales success are not at their desks while viewing your emails or even doing research about you or your company. You can find the answer to this question yourself by going to your own company website from your phone. Ask everyone to bring up your company website.

Skype 130

Skype Customer Exercises Top of Funnel 130

Fill the Funnel

DECEMBER 8, 2014

When I created Fill the Funnel over eight years ago, I shared a powerful tool called Jigsaw to discover contact names, email addresses and direct phone numbers for those that met my specific criteria using Geography, industry, company size, title and more. Jigsaw was a game-changer for sales professionals.

Jigsaw 115

Jigsaw Top of Funnel Licensing Influencer 115

Fill the Funnel

OCTOBER 13, 2014

The file contains the following information: First Name | Last Name | Email Address | Current Company | Current Position If nothing else, consider it a backup of this critical data. LinkedIn recently pulled the plug on companies that were importing your contacts into tools like CRM and email.

LinkedIn 117

LinkedIn Top of Funnel Ideal Customer Profile Lead Rank 117

Fill the Funnel

SEPTEMBER 17, 2012

Microsoft’s BizSpark is providing 9Slides services to 45,000 startup companies in its program. There is at least one Fortune 500 company already deploying 9Slides and I anticipate you will be seeing more innovative companies and individuals sharing their information with this tool. Gold Tier: $9/month or $100/year.

Video 131

Video Tools Microsoft Ideal Customer Profile 131

Fill the Funnel

SEPTEMBER 6, 2013

Once installed, whenever you visit a website, a list of all of your LinkedIn connections that work at that company, or used to work there, are just a click away. If you don’t know anyone at the company directly, you are at least able to see 2nd and 3rd level connections, as well as one-click to follow the company on LinkedIn.

Hiring 118

Hiring LinkedIn Top of Funnel Tools 118

Fill the Funnel

MARCH 17, 2014

You probably also have a batch of other slides that show your building and a two page history of your company. Once you have this converted to video, upload it to your company YouTube channel that has been customized to reflect the message you want to convey and compliment your website and other online presence.

Top of Funnel 117

Top of Funnel Customer Webinar Metrics Social Media 117

Fill the Funnel

MARCH 6, 2014

It was an annual event, and some would actually request the quarterly reports if they were available from the company. Getting the newest company information, spec sheets, pricing and deliverability schedules required a team of people including executives, marketing, product management, finance and the manufacturing team.

Tools 129

Tools Gatekeeper Proposal Decision Maker 129

Fill the Funnel

SEPTEMBER 21, 2012

If you are selling to small business customers, you know how you struggle to obtain current information and data for companies with fewer than 100 employees. Key Data Sources - Social media, news, contacts, public records, company profiles. economy – that is currently underserved.” ” Miles Austin.

Small Business 113

Small Business Small Business Jigsaw Prospecting 113

Fill the Funnel

DECEMBER 11, 2014

IN crease Leads and Connections – Stage 3 training will guide you through all the LinkedIn features that B2B companies use every day to attract more leads and grow their business. Armed with the many tools that LinkedIn has to offer, you’ll be able to develop the strategies you need to drive business success.

Social Selling 120

Social Selling LinkedIn B2B Training 120

Fill the Funnel

APRIL 24, 2012

If you are selling to the small business marketplace, you know how you struggle to obtain current information and data for companies with fewer than 100 employees. Dun & Bradstreet, Jigsaw/Data.com and other well known names due a commendable job of providing this information for larger companies but fail miserably for small businesses.

Small Business 122

Small Business Small Business Jigsaw Top of Funnel 122

Fill the Funnel

FEBRUARY 4, 2013

They say that they are waiting for their company to select and pay for these tools. It is never just the CIO; we also discovered an average of seven other people within the company that are also involved in deciding this resolution and this tool provided insight into who they were. The reps were using Jigsaw on their own.”

Jigsaw 101

Jigsaw InsideView Top of Funnel Ideal Customer Profile 101

Fill the Funnel

OCTOBER 27, 2014

To get a deeper understanding of what is happening, this Dice.com post shares predictions from leading research firms like Gartner and McKinsey & Company. Story after story, example after example of companies that have embraced and implemented their tools and delivered spectacular results.

Hiring 128

Hiring Top of Funnel Analytics Salary 128

Fill the Funnel

MARCH 18, 2014

Having them available at this stage can make a positive impact on their interest in you and your company. Make sure that you are able to use your customer’s full name at a minimum, but preferably their title and Company name as well. Company or office lobby. A photo is very compelling if they have one to offer. How to use them.

Ideal Customer Profile 122

Ideal Customer Profile Customer LinkedIn Collateral 122

Fill the Funnel

NOVEMBER 20, 2018

As you’ll know video is all the talk these days… Fortune 500 companies, startup’s & successful entrepreneurs are all using video to convert traffic into customers. Audio is more important to the success of your video than video quality. Only your content is more important. You be the judge – here is the same video […].

Video 48

Video Top of Funnel Funnel Company 48

Fill the Funnel

APRIL 1, 2014

Base , one of the leading new-generation CRM tool companies created their list of 50 Sales Pro’s to Follow on Twitter. Staying on top of the changes in thinking and approach throughout our sales career is made easier and more focused by following those that are featured on this list.

Twitter 134

Twitter Top of Funnel Social Selling Funnel 134

Fill the Funnel

SEPTEMBER 28, 2012

Rival IQ then goes to work by going to the web and grabbing intelligence about that company. For the purposes of this post, I entered the companies of several friends and collaborators including Heinz Marketing , Score More Sales and Smart Selling Tools rather than the actual competitors that I track every day.

Competition 120

Competition Top of Funnel Lead Rank Funnel 120

Fill the Funnel

AUGUST 5, 2014

But take a minute to think of all of the companies that rely on mind maps for product development, sales process management, data organization, collaborative projects, and more. If so many companies and entrepreneurs have made mind maps central to the way they do business, then there must be something there.

Top of Funnel 122

Top of Funnel Software Software Tools 122

Fill the Funnel

JANUARY 28, 2015

Then, and only then, will your information be released and the company is able to send you the information you are expecting. My thinking: If you receive an email from a company that you have not opted-in to, mark it as spam and send it on its merry way. No confirmation, no email. Understand the Can-Spam Act.

Top of Funnel 48

Top of Funnel Customer ACT Government 48

Fill the Funnel

JANUARY 28, 2015

Then, and only then, will your information be released and the company is able to send you the information you are expecting. My thinking: If you receive an email from a company that you have not opted-in to, mark it as spam and send it on its merry way. No confirmation, no email. Understand the Can-Spam Act.

Top of Funnel 48

Top of Funnel Customer ACT Government 48

Fill the Funnel

SEPTEMBER 26, 2012

Sometimes the information helpful to your customer will come directly from you or your company. At other times, you find information provided by those outside of your company – industry experts, governmental leaders, trade associations as well as a wealth of online sources. Where do you store it. How easily is it accessible?

Top of Funnel 126

Top of Funnel Customer Collateral Face-to-face 126

Fill the Funnel

AUGUST 30, 2010

Company Buzz. InsideView. SlideShare. SurveyMonkey. GotoMeeting/Webinar. LinkedIn Profile Button. Google Alert s. EventBrite. RSS Readers. Interesting exercise, reading through them all and considering what has happened to each in the last year.

Jigsaw 74

Jigsaw InsideView Tools Constant Contact 74

Fill the Funnel

DECEMBER 28, 2011

It used to be that a new employee came into the company with an empty customer list. A simple desire to send out an email to all of their followers and connections about their new role with your company was near impossible and unwieldy at a minimum. Social networks are changing the fabric of relationships.

Tools 102

Tools Top of Funnel Constant Contact Customer 102

Fill the Funnel

JANUARY 13, 2011

The quiet, conservative company has launched more features and updates during this short window of time than at any time that I can recall. Company Pages and Company Follow enhancements include a cleaner screen view, more personalized insights showing your 1st and 2nd level connections and other activity the company has on LinkedIn.

LinkedIn 88

LinkedIn Ideal Customer Profile Real Estate Groups 88

Fill the Funnel

JULY 23, 2015

In any given week you will need to find professional contact information for someone or a group of people within a company. With Email Hunter, you can quickly find email addresses for a company using only it’s domain name. Often you will come up with nothing useful. Sales people can save quite a bit of time with this webtool.

How To 48

How To Top of Funnel Funnel Google 48

Fill the Funnel

FEBRUARY 9, 2012

Your company hopefully has many other platforms that are generating leads for the sales team. Here are the results from their survey in graphic form: Attendees at presentations and webinars have been sharing frustration with the lack of leads and opportunities that are generated by the marketing efforts of their company.

Top of Funnel 115

Top of Funnel Prospecting Ideal Customer Profile LinkedIn 115

Fill the Funnel

MAY 8, 2014

Have they created a LinkedIn Company Page that is really taking off? Because they registered to download one of your companies eBooks, or attended one of your webinars does not automatically translate to a prospect worthy of your time. Are they growing their Twitter audience faster than you?

Tools 129

Tools Top of Funnel Social Media Sales Qualified Lead 129

Fill the Funnel

JULY 23, 2012

Webinars have finally come into their own as an effective marketing and lead-generation component for most B2B focused companies. Full-Disclosure: I have been involved with sales and marketing Web Tools for over ten years now and this is the first time that I have become a part of the company that built it. Now Available.

Webinar Metrics 124

Webinar Metrics Wireless Skype Top of Funnel 124

Fill the Funnel

SEPTEMBER 17, 2013

Then the automagical probes of Rival IQ go out to the web, grabbing intelligence about each company as well as yours. Customize your positioning so that your company stands out across the social platforms. Rival IQ displays your organizations social metrics and content in a series of dashboards. What can you learn?

Top of Funnel 127

Top of Funnel How To Social Media Competition 127

Fill the Funnel

OCTOBER 11, 2016

This is helpful in some environments when company firewalls block access. The team at GoToWebinar does offer additional plans for Enterprise accounts that go up to 5,000 attendees but pricing is provided only to qualified companies directly. Not a big deal as I see fewer and fewer presenters using live Q&A any more.

Webinar Metrics 48

Webinar Metrics Licensing Funnel Top of Funnel 48

Fill the Funnel

MARCH 26, 2013

With each new notification in my inbox, I have been able to stay aware of mentions of my company name, stay current on competitors activities and most importantly for my purposes, monitor information about each of my key customers and prospects. It has become an entrenched part of my daily sales process. Sound familiar.

Google 128

Google Top of Funnel Tools Report 128

Fill the Funnel

SEPTEMBER 19, 2010

As background, some of the companies that you are familiar with and most likely already customers of, use Zendesk as their customer support system. Established companies including MSNBC, SAP and Rackspace are Zendesk customers, along with web 2.0 companies such as Gist, Twitter, Animoto, Groupon and Blip.tv.

Lead Rank 83

Lead Rank Lead Scoring Leads Marketing Qualified Lead 83

Fill the Funnel

FEBRUARY 18, 2011

I do not know what will ultimately happen between these two excellent companies and LinkedIn, but I encourage all parties to keep exploring the possibilities. Aggregation of capabilities and of companies. What combinations of companies/capabilities would you like to see? The answer to both was yes. The big boys get it.

InsideView 82

InsideView LinkedIn Jigsaw Top of Funnel 82

Fill the Funnel

OCTOBER 2, 2012

A little bit about the company. You just have to like a company that names its products Snowball, Yeti , Tiki or Woodpecker. Older models will work with the iPhone 3GS or earlier but will NOT work on iPhone 4 or later devices or iPad. Many podcasters online today are using Blue’s Snowball USB microphones.

Skype 113

Skype Top of Funnel Conference Webinar Metrics 113

Fill the Funnel

OCTOBER 31, 2012

Is your company perceived as an agent of change, an innovator? You do not want to be the sales person or company that is attempting to convince a prospective customer that your outdated version of the iPhone 3 is a better investment than the fresh, new iPhone 5 that your competitor is selling. I encourage you to embrace change.

Wireless 117

Wireless Top of Funnel Funnel Call-back 117

Fill the Funnel

SEPTEMBER 9, 2010

This is solid advice for any company, and I suggest that it is equally as important to you and your personal brand. Why not claim your name, company name or brand name and use it as your own personal URL shortener? They are the same company that provides my favorite shortener in the past – budURL.com.

Maximizer 97

Maximizer Ideal Customer Profile Twitter Top of Funnel 97

Fill the Funnel

FEBRUARY 3, 2011

They have been taking classes, either provided by the company or on their own. They are searching for both you and your company. If you work for Dell or HP, they know your company. Because they have no idea who you are! . Your prospects and clients have been using the social web for quite some time.

Ideal Customer Profile 87

Ideal Customer Profile Social Media Twitter Customer 87