What is REVTalks?

The Funnelholic is a media sponsor for a new, upcoming event for marketers: REVTalks in San Francisco on January 27th, 2014.  36 great speakers. (Yes, 36). What we liked was the number of practitioners that are speaking. For me personally, practitioners means great content. (If you have ever heard Meagan Eisenberg you will know what I am talking about. She is always doing some forward-looking marketing) These are the people that have to do it not just talk about it. I asked Debbie Qaqish from Pedowitz Group 7 questions about the event which we present to you in this post. Enjoy!revenue marketing

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How To Create A Sales Email Newsletter In Minutes

Last month I was fortunate enough to sell the internet phone company I co-founded to Vonage. As Vocalocity rebrands itself as Vonage Small Business, Vonage will increasingly come to realize how it has acquired a sales machine.

Funnily enough though I do not attribute our success to developing fancy online phone technology (which we did) but instead from a very early stage we built a killer lead nurturing process and coupled it with a highly efficient inside sales process that closed business hand over fist. Major props must go to Mr @funnelholic, Craig Rosenberg, who helped us pull together our sales funnel from day-one.

So, what does all this have to do with the sometimes non-sexy subject of email marketing?

Well, having built something in Vocalocity where a core mantra was to sell-sell-close this has somewhat changed with my latest venture Flashissue. Instead, I find myself preaching an unlikely message: stop selling. In turn, I could have easily titled this post

“How to stop selling and still win business in 5 easy steps”

I wanted to do something very simple with Flashissue, make it mind blowingly easy and fast to create a sales email newsletter. My goal was to build it for me, the individual – aka the sales person – and not the full-time marketing manager. [Read more…]

7 Steps to Put Your Lead Nurturing on Steroids

A Post About Lead Nurturing That I Enjoyed Writing

Have I mentioned that we are hosting a lead nurturing webinar on December 4 at 10AM pacific with Mary Firme from Reachforce and Justin Gray from LeadMD? With lead nurturing, we are well past the “why” and are all ready for the “how”…join us to learn: 7 Steps to Put your Lead Nurturing on Steroids.

No, but really. I love when I go bonkers on a topic for a couple weeks. It lets my sink my teeth into it. We have recently had a couple great posts on the topic:

I have been dwelling on the topic and I need a break from other content so I am live streaming the things in my head. But first an image. I wanted something related to point #5 below, and found this image from Tom Henrich.

Sales nurturing, lead management

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Lead Nurturing Lessons from the Street: What @jillkonrath taught me and didn’t even know it

Backstory: A couple months ago, we ran a sales summit. We got a ton of registrations. Our main source was none other than Jill Konrath. When my brother went through the traffic numbers, I was floored by how well Jill’s email did for the event. Great people, insane conversion rates on click through and form conversion. So I looked into it and there are some very simple lessons you can take from her.

Backstory II: I was trading emails with her recently and asked from permission to talk about her email campaign. She was shocked that I wanted to write about it. Of course, she wanted a preview but I told her she couldn’t have one. (Truth is, I hadn’t written it yet). The moral of the story is she is just doing her thing and cranking away. And it works. Lesson #1: If you just keep it real and try to do right by your community, you will be successful.

Backstory  III: I am big into lead nurturing right now. We are hosting a lead nurturing webinar on December 4 at 10AM pacific with Mary Firme from Reachforce and Justin Gray from LeadMD: 7 Steps to Put your Lead Nurturing on Steroids. Join us to hear more stories.

Okay, lets talk about the lessons learned. First, check out her site. Look at some of the content. Then read below. Four lessons learned about lead nurturing from Jill Konrath:

1. She has built a loyal, dedicated following — More on this in a moment, but her newsletter list is incredibly engaged with her. How do I know? How about 40-50% click through rate. Ridiculously amazing. Go to number 2 below to understand why:

2. She provides an endless supply of free content — Her content is made up of useful, helpful tips fed to her community on a consistent basis. That IS content marketing. . Go look at the content, it’s information sales people can go use right now. In nearly every piece of content she creates, she adds value for her target market: sales leaders and individual contributors.. Books, ebooks, video, blog posts. Everything is for them. The end result is she has become a trusted, reliable source of information for the sales community. Thus, the loyal following.

3. She keeps them consistently engaged via email — Ok, lots of people do email and many people nurture well. But, a lot of emailers only send offers and send them once in awhile. Jill sends some valuable piece of information every three-four days. If you are in sales, you want to open her email. Part of success in lead nurturing means staying engaged with your buyer  over a sustained period of time until they are ready to buy. Her audience is being nurtured…AND THEY LIKE IT! She has made her email a must-read for her audience. That is a big win. [Read more…]

How to Create a Lead Nurturing Campaign Guaranteed NOT to Deliver Results

Backstory: I asked Matt Heinz to write a post on lead nurturing. He told me to look at some posts on the Heinz Marketing blog and I found 10 steps to a terrible lead nurture campaign. I enjoyed it, it was funnelholic-esque but I didn’t want Matt or the author Nichole McIntyre to do any work. So, instead, I took my favorites from the post and added some commentary.

I am about to go on a content rush on lead nurturing. We are hosting a webinar on the topic on December 4 at 10AM pacific with Mary Firme from Reachforce and Justin Gray from LeadMD: 7 Steps to Put your Lead Nurturing on Steroids. Overall, I am glad we get to talk about lead nurturing again. When marketing automation first came to market, it was all any was talking about. Now, the amount of content created on the topic has dimmed a bit. That’s a mistake. Now is the best time to talk about the lead nurturing process. We have learned a ton over the last couple years about what works and doesn’t work, but more importantly, we have learned that when done right, it is a game-changer for demand generation ROI.

Before we move on to the content, please enjoy this picture from grahamc99 — I chose it in honor of Nichole’s original title: “10 steps to a terrible lead nurture campaign.” Whenever, I think terrible, I think of Terrible’s casino for some reason. Whatever.

Lead nurturing, lead management

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How to Use SalesLoft to Mine for Prospects

Editor’s note: I asked Kyle Porter CEO of  to put together a “how-to” for his product SalesLoft Prospector. This company and product is getting very popular and has some big fans. 

Sales reps want more leads. It consistently ranks as the number one demanded need of every sales professional. Our past two years of building software has lead us to our finest product to date: the SalesLoft Prospector. It’s unquestionably the easiest way on the internet to build accurate lists of marketing and sales leads.

We’re humbled and fortunate that Craig has found our software valuable enough to share with his community of intelligent revenue leaders on Funnelholic.

After reading this post, you’ll have the power to build high quality lists of valuable prospects like the list below in a relatively short period of time.


Let’s begin! [Read more…]

Customer Obsessed Marketing: Madlibs w/ Nick Bell from @Eloqua

I went to Eloqua Experience last week (but missed Robin Thicke). I wanted to get Eloqua represented on Madlibs leading up the event but managed to send them the information two days before the event. (Nice one Craig!) But here they are! Today’s Madlibs contributor is Nick Bell who is Senior Director of Corporate Marketing and Modern Marketing Expert at Oracle Eloqua. His madlibs after this pretty cool drawing from Laura Dineen

Customer journey, marketing [Read more…]

Seek to know how your buyer thinks: Madlibs w/ @jayhidalgo

Today’s Madlibs guest is Jay Hidalgo. First, a story: I knew Jay’s brother and business partner Carlos for years before I met Jay. The running joke between us was that Jay didn’t exist. For years I accused Carlos of fabricating his existence. Two things have happened since then: (1) I have met Jay and he is one of the greatest guys I know. (2) Since my brother Paul has been running the Funnelholic, Jay can now accuse me of creating a false persona. Ahh, the fun and games of those of us hanging out in the glorious world of b2b sales and marketing. Jay has started a new company, The Barzel Group, and he is coaching marketers to demand generation success. And he is PASSIONATE about what he is doing. It’s fun talking to him about it because he really loves it. Jay and I both love the show Psych so before moving to Madlibs, I thought I would include a Psych shout-out:

Psych, Jay Hidalgo, Funnelholic

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