Partners in Excellence

NOVEMBER 14, 2018

Every once in a while, I like to do a jigsaw puzzle. Sometimes, I think selling, and all the things sales people must do to be successful, is something like a jigsaw puzzle. Then there’s the great reward at the end, once all the pieces are in place, you finally see the whole picture and it makes sense.

Jigsaw 68

Jigsaw Top of Funnel Territories Maximizer 68

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

Sales Hacker

JULY 30, 2020

As solutions become more complex and budgets become more restricted, more and more people are involved in the sales process. Because the person you need to be talking to can change throughout the sales process, and sometimes it’s not the ultimate decision maker. Who are the players in your sales process?

Decision Maker 69

Decision Maker Closing Jigsaw Face-to-face 69

Nutshell

AUGUST 24, 2018

Sometimes it’s figuring out the jigsaw puzzle of a prospect’s own writing issues, and sometimes it’s needing to read between the lines to get what a customer is actually asking for or desiring. Being skilled at textual analysis also opens a window into a client’s thought process about the sales process and where they might be leaning.

Outside Sales 91

Outside Sales Inside Sales Hiring Face-to-face 91

Hubspot Sales

NOVEMBER 14, 2018

In-product behavior is only one piece of the jigsaw and must balance with other factors to make sure your sales team spends time with the right PQLs. By understanding who's really interested in using your product right away and who's just starting to kick the tires, it becomes easier to tailor the sales process to their exact needs.

Sales Qualified Lead 105

Sales Qualified Lead Lead Rank Top of Funnel Marketing Qualified Lead 105

Customer Centric Selling

OCTOBER 20, 2014

Document the results via a Sales Process Control Letter. LinkedIn, Jigsaw, Hoovers, InsideView, ConstantContact, etc. Share the results with your manager. Prospecting/New Business Development: Minimum of 10-20% of your time; 4 to 8 hours a week. Build your pipeline to optimum strength to meet your revenue goal.

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

Fill the Funnel

JUNE 2, 2011

With the ongoing advancement of sales and marketing web tools, now is an ideal time to rethink and re-tool your sales process and approach as well as construct a plan on how to leverage these new capabilities. The tools and techniques promoted under the banner of Sales 2.0

Tools 79

Tools Scale Jigsaw Top of Funnel 79