The “3 Ps” of Killer Drip Campaigns for Sales

Editor’s note: Today’s post is from myDocket CEO Jason Wesbecher. If you have read my work or heard me speak, you know I am very excited about sales enablement and in particular, content selling. I asked Jason to write a “how-to” post because I love the approach myDocket is taking to solve the sales engagement challenge. It’s a great post — I hope you enjoy!

content selling, sales [Read more…]

How to Turn Twitter into a Lead Gen and Social Selling Machine

social selling

By now you have probably heard a lot about the promise of social selling. Still, many find it hard to effectively utilize social networks as part of their sales pipeline. We have all gotten used to the scripts, conversion rates and process associated with calling and emailing that social media might seem like a hairy beast far out of our comfort zones. Not to worry! In this post we will outline a set of very specific steps that will help you create a social selling playbook which utilizes Twitter and Socedo to help you generate leads and close customers. [Read more…]

How to Use Ofunnel to Get Introductions into Your Target Prospects

Relationships are incredibly important for salespeople to be successful. An observation we made early on was that salespeople had no way of knowing when people in their network were connecting to people that they may want to establish a relationship with—so we created OFunnel to help solve this challenge.

We’re honored to be featured by Craig and are excited to share a little about OFunnel with you.

The scenario:  The process we are about to describe will follow a sales person who has a set of target accounts to sell to. The first thing you do when you are assigned an account is search LinkedIn to see if you have any 1st or 2nd level connections you can use. The next thing you should do is set up your account in OFunnel to follow accounts and potential contacts so you can know of any new connections that you can leverage immediately to get introduced into the account.

Let’s begin!

Step 1: First you sign in to OFunnel

Note: Ofunnel has a Hootsuite app for the Hootsuite users.

Linkedin, sales, prospecting

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Successful Customer Outreach Through LinkedIn

Today’s post is from Robert Koehler, Sales Product Consultant for LinkedIn Sales Solutions.

At the county fair a few years ago, the carnie running the ‘knock over the lead pins with the baseball’ booth encouraged me to do better: “c’mon, you’re supposed to do more than tickle them!” In my obsession to win a life-size stuffed animal for my son that would sit unused in the corner of his room for years, I yanked our family over to the basketball area. My line drive shots clanged off the heavily fortified steel rim of the Dixie cup sized basket twenty feet above the ground. The evening degenerated into my screaming for my six-year old to beat the four year olds in the ‘shoot water in a hole to reach the top first’ contest so that I could leave with stuffed animal bounty.

This experience reinforced the following:

  • Some games are rigged; be aware before committing your time, money and effort
  • Select situations where you have a better chance of winning
  • Careful targeting is more effective than brute force and velocity
  • A softer arc and approach can sometimes net greater results

inmail, linkedin, social

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The buyer is starting without you, don’t let them finish without you: Madlibs w/ @garthm

Dude…Guess who is back? Garth Moulton. That’s right. If you knew him, you missed him the last couple of years. Now he’s back and he is building a new company again — Circleback. That’s great for all of us because he is funny and smart as hell. His old blog at Jigsaw was absolutely legit. I hope he is inspired to get back out there and talk/write because he is a welcome addition to the sales-o-sphere. His Madlibs are classic. Check it out after this great picture from Bethany Weeks:sales 2.0, sales technology [Read more…]

Bring value to every sales interaction: Madlibs w/ @bbachofner

I am on a Madlibs run right now and maybe I should slow it down but I had to have this one – Brian Bachofner from InsideView. I met him at the InsideView conference and the dude was wearing a searsucker suit which clearly automatically put him in the “guy you want to party with” category. Anyway, we got to hanging out and the guy is really smart, really knowledgeable, and with a great sense of humor aka a perfect candidate for Madlibs. I thought his contribution was fresh and fun. In honor of our first meeting, I was going to do a picture of a guy in a searsucker, but I just loved his Grady Booch reference: A Fool with A Tool is still a Fool. Madlibs after the picture:

InsideView, Sales 2.0, sales technology [Read more…]

There’s no crying in baseball: Sales madlibs w/ @lizasperling

Liza Sperling from ClearSlide is today’s Madlibs participant. Want to know how I met her? I sent out a tweet before the Sales 2.0 conference joking about my “Hugs with Funnelholic” booth. I get a response from some random person wanting to get a hug. I am like — “Ok this person has chutzpah.” I met her at the conference, she demo’d ClearSlide (of course.) I have gotten to know her since then and she is one of those boundless energy types who is passionate about the changing games in both sales and marketing. Great call for Madlibs.

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What is social selling?: 22 experts answer the question

The sales content rush is on! I am  pumped about our upcoming virtual sales management summit on October 2nd — Please RSVP NOW. It’s going to be such a great event…Dave Brock, Scott Albro, Anthony Iannarino, Ryan Tognazzini….Join us!.

One of the events at the virtual summit will be on social selling. How to use Social Selling to Crush Your Number w/ Ryan Tognazzini from Sales Benchmark Index.

Ok, time for some content. I wanted a post on social selling and had some great content from Madlibs from some of my favorite experts — Voila! Crowdsourced!!!  I hope you enjoy…The way this works is: I start the sentence and the contributor finishes the sentence. In this case it was Social Selling is…Social Selling

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Social Selling is about sincerity, honesty, and helping madlibs with @kyleporter

You know when a company jumps on the scene and everyone is like: “Salesloft, I have heard that name”. 4-5 months ago that was me because they were cranking content and getting out there in the social sphere – I didn’t know them yet, but I saw them. Now, I know them. They are helping sales people gather web intelligence on their buyers – one of the critical elements to selling today. Kyle Porter is the CEO and is this week’s madlibs participant. I am sure you have seen him, but if you haven’t, watch him – he is an up-and-comer on the sales internet.
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Twitter marketing tactics: A lesson from @GoToMeeting

I am posting on Sunday night because I wanted to write about a tweet. That’s right a tweet. Here it is:

There is a looming BART strike. BART stands for Bay Area Rapid Transit and it takes 500K commuters in a typical day. If they strike which is official at midnight tonight, traffic will be ridiculous. [Read more…]