CompletingTheDivorce

Completing the divorce with salesforce.com

I was giving a presentation on sales best practices to a room full of SaaS CEOs. As we started to talk about CRM and one of the CEOs proudly stated that we was happily wrapping up his “divorce with salesforce.com”. I had never heard it put that way but I understood why he said it. Salesforce virtually has a monopoly on the B2B SaaS software market. They have 100’s of connectors s...

TheUltimateNetworkingIntegration

The Ultimate Networking Integration (Marketing and Sales Tools & Process)

I want to mash up three technologies and use them at Dreamforce this year. The first is ScanBizCards. It’s a mobile app that let’s you (you guessed it) scan business cards and do cool things with it. It’s run by a friend of mine, Garth Moulton. The second is Pardot prospect segmentation and automation which allows you to send prospects auto-responders, score and grade them, place...

SalesCallGuidelineSR

6 Sales call guidelines from Steve Richard at AA-ISP

Short and sweet post. What do you do on a sales call? How about this? Establish purpose Identify and develop needs Consult and provide insights Match solutions against needs Landscape of decision makers Agreed upon next steps Short and simple. I love it. I took these notes while Steve Richard of Vorsight spoke at AA-ISP last week...

PreemptiveNegotiation

The Concept of Preemptive Negotiation

After closing a big deal, you still have to deliver. And while the goal should always be to exceed customer expectations, no solution will ever be exact. I recently read about a concept that helps mitigate issues before they become a problem. It’s called preemptive negotiation. Imagine you’re closing a big deal. It could involve technical integration, professional services, or client a...

JustAskForWhatYouWant

Just Ask for What You Want

I sent an email to Tony Hsieh of Zappos last week. I’m touring the Vegas Tech scene and asked him for introductions to the leaders of the community. I’ve never met or corresponded with Tony ever. But guess what? He responded and gave me what I asked for. All too often I get cold calls, cold emails, or approached at events where the other person wants something from me but instead of as...

BestColdEmails

One of the Best Cold Sales Emails I’ve Received

I received a stellar sales email today from someone I didn’t know. He got my attention & respect in one cold correspondance. Anyone in sales could learn from this story. Here it is: First, I went to the company site and experienced a super easy tutorial of their product (it took <20 seconds). I passed along my email. Here’s what followed: I received an automated (but sincere) e...

3WaysColdCall

3 Good Ways for Vendors to ‘Cold Connect’ with Startup Founders

I get a boatload of unsolicited vendor cold emails every week and I love it. I love studying all the methods sales and business development folks use to try and broach a relationship. Now obviously some of these emails are terrible, but others are fantastic. Here are my 3 favorite methods for getting a startup CEO’s attention: 1. Bring them business. Write in an introduction to a potential c...

ATLinsidesales

Atlanta Inside Sales Event

Community is essential to individual career growth and company success. Often community is built and strengthen by professional event organizations. One of the top community organizations in Atlanta is AiMA. Known for their awesome meetups, parties, and great speaker content around interactive brand marketing. I’ve been jealous of AiMA and desire its equivalent for the B2B sales crowd. There...

PerfectingOutreachEmail

6 Elements to Perfecting the Outreach Email

Every startup founder HAS to be able make connections out of nothing. Whether sales or business development, recruiting or fund raising, there will always be times when you want to get someone’s attention who isn’t thinking about you. There are only a few folks I’ve ever met who are fantastic at this. It really is an art. The three that come immediately to mind are Jon Birdsong,...

SocialBizATL

My 10 Favorite Perspectives from Social Biz Atlanta

Last month, I was honored to moderate a panel of software startup superstars, T.A. McCann, Jon Ferrara and David Cummings. The event was Social Biz Atlanta, hosted by Brent Leary. These guys are top of the game in the social enterprise, marketing, sales and CRM world. Here are few valuable ideas from the event (with their originator in quotes): People’s tolerance for a product that doesn&...