Fill the Funnel — Web Tools & Strategies to Increase Sales

Nancy Nardin’s 215 Movement and eBook

January 19, 2010

“Sales reps have only 18 days a month when they can pursue, advance and close a sale.”

This quote from Nancy Nardin, Founder and Editor of Smart Selling Tools in her new eBook titled: Increase Sales Productivity: Sales Tools and the path to productivity gains has triggered conversations in sales cubes around the world. I had the opportunity to ask Nancy about her new book and what she calls “The 215 Movement”.

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Web Tools – The Fastest Way to Fail in Sales

January 12, 2010

For a guy who makes his living training sales execs about the benefits of online tools, writing that headline was a bit disconcerting – the fastest way to fail?

Getting through a maze of organizational charts and administrative staff to reach your desired prospect has always been a time-consuming, long-term project. However, a new generation of web tools has enabled sales execs to reach their prospects considerably faster than even three years ago.

But this newfound speedway to your prospects has, in turn, exposed a new challenge: an ineffective message.

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Newest Wireless Tool Increases Sales Productivity

January 7, 2010

We spend much of our time at Fill the Funnel training and writing about Web Tools for Salesmakers. In other words – software. This post crosses over that line for a rare recommendation of a physical device – Cellular WiFi Intelligent Mobile hotspots.

I have been a satisfied user of a cellular USB modem for several years, allowing me to connect from any location that I find myself in within the U.S. Just plug it in, fire up the software and I get an internet connection. Easy connections anywhere are truly a requirement for me as we run our entire operation in the “Cloud”. No internet access means that I cannot do my job, so this topic is considered mission critical for Fill the Funnel operations.

Recently several wireless carriers have rolled out a new device they call Mobile Hotspots. These new devices are different in that you can still use it in the same manner with a small USB Cable connected directly to your laptop.

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Best Way to Get Your Message To An Executive Desk?

December 10, 2009

In a recent Forbes.com interview with Cory Klatt, CIO of SonoSite, Bothell, Washington provided some insight into effective ways to reach an Executive’s desk like his. Sonosite is a world leader and specialist in mountable and portable ultrasound devices. He was asked the following question:

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Dilbert’s Cold Call Strategy

December 6, 2009

Scott Adams Dilbert™ Comic Strip from December 6th reminded me of several of the sales managers and executives I have had the privilege of working with over these many years. This gem should bring a smile and a pucker to most everyone that considers themselves a salesmaker. Despite many pronouncements that the Cold-Call is dead, I am sad to report that it is alive and well. In spite of all the new and wonderful tools that I write and speak about, cold-calls are being made each day in every industry. You may be in Dilbert’s position yourself, having been handed a script with an offer not too unlike the one above. For that I am truly sorry.

In the long term, get me invited to speak with your sales and company leadership and I will do my best to convince them that there is a better way. In the short term, share your pain with the rest of us by providing your “cold-calling script” in the comments area below. At least we can share in each other’s misery.

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Best Handheld Device of 2009 – The Power of Video Messaging

December 6, 2009

Video can tell a story that words alone cannot. This is an example of a creative message and a delivery that is memorable. I am beginning a blog series this week that will share how to take advantage of this easy to use technology to deliver high-impact messages to your intended audience. You will learn how to incorporate video into your LinkedIn Profile, your Powerpoint slides, your email and your blog or website. Video sells well in our Sales 2.0 world.

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Gist Adds Public Profiles-Another Claim Your Name Opportunity

November 11, 2009

Gist has added the ability for users to create a “public profile” that allows you to incorporate and share your strategic online presence from one screen. We have discussed the importance of “claiming your name” online, and this is another opportunity to do so.

Anyone can view your public profile, and other Gist users can create a contact using the information that you’ve published. Gist users who already have a profile for you get notified about your public profile. They can merge your published information into their existing contact for you.

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Xobni Announces Enterprise Version

November 3, 2009

Xobni as a Microsoft Outlook productivity web tool is a big success with individual users. With the announcement of Xobni Enterprise, businesses of all sizes now have the ability to deploy and manage Xobni to employees and create enterprise extensions to increase productivity and efficiency. All this is accomplished through an easy-to-use web interface providing what Xobni Enterprise refers to as the “Three C’s” to IT administrators responsible for their company’s Outlook environment.

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