Month: April 2017

The Straightforward Truth About Effective Sales Leadership

When I was selling “in the field,” I noticed that the most effective sales leaders – the ones that really stood out and made me proud to work for them and the company – did a few key things the...

/ April 28, 2017

The 3 Most Common Closing Curveballs (& How Sales Reps Can Avoid Them)

In sales, the occasional closing curveball is inevitable. But if you’re consistently encountering unwelcome surprises in the later stages of your sales process, the problem doesn’t lie with your prospects: It lies with you. Asking the right questions along the...

/ April 28, 2017

4 Powerful Ways to Boost Confidence Forever

Changing your thoughts is the most essential aspect of boosting your confidence. Your thoughts create your reality. Your thoughts also produce the emotions you have about yourself and your abilities. If you think you’re incapable, not smart enough, or lacking...

/ April 28, 2017

Top Tweetable Moments from Marketing Nation Summit: Day 2 Recap

We’re back with a Day 2 Recap of Marketing Nation Summit! The second day of the conference was just as action-packed and filled to the brim with insights, excitement, and celebrity status. Winning Advocates in the #EngagementEconomy Chandar Pattabhiram (@chandarp),...

/ April 27, 2017

Let’s Get Graphic: How to Make an Infographic and MORE

Infographics are the unsung marketing heroes. They can be stand-alone content, supplemental for an article, or used as a visual aid in a presentation. We oftentimes reference infographics because they’re easy to drag to our desktop, and looking at an...

/ April 27, 2017

6 Competencies Possessed by the World’s Best Sales Leaders

Whether you are talking about sports coaches, military generals or senior executives in business, strong leaders are hard to come by and make all the difference. In today’s rapidly evolving business environment, strong and effective sales leadership is the most...

/ April 27, 2017

7 Seemingly Harmless (But Secretly Deadly) Sales Phrases

How much of what you say do you think other people receive and interpret correctly? Seventy-five perent? Ninety? The truth is, we miscommunicate just as often — if not more — than we communicate accurately. While that’s a scary thought...

/ April 27, 2017

The 6 Surprising Characteristics of Successful Pitches [New Research]

What are the differences between a sales call that leads to a closed deal and one that leads to an unresponsive prospect? You might chalk up failure to a number of things — the prospect wasn’t interested in the value...

/ April 27, 2017

The One Piece of Sales Prospecting Advice That Changed My Career

I’ve been in sales now for nearly ten years. When I first set foot into the role, I panicked at the idea of sales prospecting. How was I going to do cold outreach and convince people to speak with me? I’m...

/ April 26, 2017

New Speakers Added For Sales Machine 2017

We’re excited to announce the first wave of speakers for our annual Sales Machine summit, taking place June 14th in New York City. Salesforce Sales Cloud and Salesforce AppExchange are on board again as co-organizers, and will be bringing some of their...

/ April 26, 2017

New Speakers Added For Sales Machine 2017

We’re excited to announce the first wave of speakers for our annual Sales Machine summit, taking place June 14th in New York City. Salesforce Sales Cloud and Salesforce AppExchange are on board again as co-organizers, and will be bringing some of their...

/ April 26, 2017

New Speakers Added For Sales Machine 2017

We’re excited to announce the first wave of speakers for our annual Sales Machine summit, taking place June 14th in New York City. Salesforce Sales Cloud and Salesforce AppExchange are on board again as co-organizers, and will be bringing some of their...

/ April 26, 2017

Free book: The Follow-up Formula: How to Get Everything You Want by Doing What Nobody Else Does

The follow-up bible has arrived! Grab your free copy of The Follow-up Formula: How to Get Everything You Want by Doing What Nobody Else Does. For years, Steli has been preaching the power of the follow-up to audiences everywhere for...

/ April 26, 2017

The Mathematical Formula to Doubling Your Sales Without Working More

When most salespeople try to double their sales, they wing the math and work as hard as they possibly can. This leads to burnout — and extremely disappointing results. That’s why I’ve created a mathematical formula that can help all...

/ April 26, 2017

11 Things Every Top-Performing Salesperson Knows Before They Take a New Sales Job

Picking the right company is a crucial component of your individual success. Every product needs the same foundation: A great customer service team that shares a common goal for excellence, an adequate budget to finance growth, and a management team...

/ April 26, 2017

Your SDRs Are Real People…Let Them Prospect Like Real People

The effect that marketing automation software has had on organizations, large and small, has been incalculable. Automating repetitive tasks, leading scoring, nurturing prospects from the top of the funnel to sales ready…the benefits are varied and powerful. Read more on...

/ April 26, 2017

#WomenInMartech Game Changers: How Katie Bullard Embodies 3 Values to Empower Her Team

#FlipMyFunnel is extremely excited to engage with our vast #WomenInMarTech community! One of the ways we’ve chosen to facilitate this is through monthly blog posts featuring women from our incredible community. For April, we will be highlighting the phenomenal Katie Bullard, Chief Growth...

/ April 25, 2017

Empowering Developers with Consistent, Safe, and Simple Deploy Scripts

Clear Conceptual Benefits With these deployment scripts in place, there are three thematic ways that this has made life easier on the development team. Ensured consistency Branch names, release tags, JIRA tickets, migrations are always handled in a consistent manner — buying...

/ April 25, 2017

Top Tweetable Moments from Marketing Nation Summit: Day 1 Recap

If you’re at home wishing you could be at Marketing Nation Summit, I feel you. Or maybe you missed out on a few sessions because you were stuck at the booth. No matter the reason, we’ve got you covered. By stalking...

/ April 25, 2017

Channel Sales vs Direct Sales: Pros, Cons, and Balance

The battle of channel sales vs direct sales has been a long heralded debate, so I’m going to break down the pros and cons of each, as well as how to balance a combination of both for your sales strategy.  Finding...

/ April 25, 2017

Battle of the Workplace: The Startup Vs. The Corporation

In this day and age, the big decision of picking between the two ends of the workplace environment spectrum is not that uncommon for the average employee to experience. You hear through the grapevine about the far-fetched but somehow simultaneously necessary and unnecessary...

/ April 25, 2017

How Great Sales Narratives Drive Urgency

Editor’s Note: This article first appeared on Medium here. Three months ago, I kicked off a strategic messaging and positioning engagement with a San Francisco-based SaaS company that’s raised over $50 million from top venture firms, including Sequoia. I began by...

/ April 25, 2017

NYC Enterprise Sales Forum: Fireside Chat with Steli Efti

Steli recently gave an interview at the NYC Enterprise Sales Forum, a community for B2B sales professionals involved in complex sales cycles. Whether you’re doing enterprise sales or not, you’ll still get value out of listening.  If you’re ready to...

/ April 25, 2017

A Primer on Persuasion: 21 Strategies to Convince Prospects to Buy

For a salesperson, persuasion is the ultimate superpower. How often do you get a call from a prospect you’ve never spoken to before who says, “I love your service and it’s the perfect fit for my business. Where do I...

/ April 25, 2017

The #1 Way to Respond to Any Question from a Prospect

You want your prospects to view you as a helpful expert. So when they ask a question, you should answer it immediately. Right? Not so fast. The number one most effective type of response isn’t an immediate one. Implement this...

/ April 25, 2017

Meet these #FlipMyFunnel Funnel Flippers at #MktgNation

Connect with #FlipMyFunnel Funnel Flippers at Marketo’s #MktgNation Our mission at #FlipMyFunnel is to build the world’s largest and most connected vendor-agnostic community of B2B marketing, sales and customer success professionals. With that in mind, we want to help our...

/ April 24, 2017

If You Suck at Marketing, You’ll Suck at ABM: What is Unbound?

This week, Sangram expands on the idea of unbound. Never heard of it? Watch the quick video. Can’t watch the video? Check out the main flipping points below and tweet your favorites!       Flipping Points What exactly is unbound? This...

/ April 24, 2017

Marketing Qualified Leads Are Cool, But I’ll Take Product Qualified Leads Any Day

Following up with Marketing Qualified Leads (MQLs) can seriously suck! Especially when we only play the numbers game — trying to drive as many names as possible. In this post, I’m going to introduce the solution to this problem — Product...

/ April 24, 2017

How To Master Network Sales Without Being Awkward

Mastering network sales is all about trust. When starting a new venture, it’s tough to get your first customers because you don’t have any credentials to help build trust. People judge by historical performance, but with nothing to show in...

/ April 24, 2017

13 ridiculous sales hiring mistakes even smart sales leaders make (and how to fix them)

Here’s a simple truth: The world has too many mediocre sales people, and not enough great ones. Which makes hiring the great ones really, really difficult. Add to that the fact that sales hiring mistakes are costly: A much quote...

/ April 24, 2017