23 Reasons You Must Attend the #TOPOSummit

Featured in the pic are Summit speakers Andrew McGuire, Charles Lawson, Me, Lars Nilsson, Dennis Lyandres
Our first sales conference is coming up – the TOPO Sales Summit on April 7-8th. If you don’t want to read anymore and sign up – please go ahead – http://topohq.com/summit/
It has been a labor of love to say the least – and I am so excited on how it is shaping up…I am smiling right now as I write this. I just want everyone to come. With that in mind, I hope you will allow me to write a completely promotional post but one that I tried to write with a smile.
When you are done reading this – sign up.
23 Reasons to Attend the 2016 #TOPOSummit:
The best sales leaders in the world will be attending and speaking The best companies in the world will be attending and speaking There will be something for everyone: sales, sales tech/operations, sales development, and sales effectiveness tracks We will keep it real. All speakers are operators No pay to play – no vendor speakers No bloggers..

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Mouses Can Roar

I don’t know if you have seen this video yet – it’s a 14 year old girl from the Caribbean covering the Adele hit “Hello”. Please watch, I will explain why it’s important later:

Before I go on, it is important to explain the title of this post, I love the The Mouse That Roared – the storyline, movie, book. I don’t want to bore you with a full recap, but the story is about a tiny country, a duchy, that declares war against the U.S. with their 20 man army armed with bows and arrows. They actually win. (The story is more fun than that). But that story inspired the title of this post because in today’s world, the internet provides relatively equally ground for the underdog – Mouses Can Roar. Even with bows and arrows.
As I think about the video above, all I can ask is “When in our lifetime has something like this been possible?” A 14 year old kid from the Solomon Islands having access to the entire world. This video has 18mm+ views. 18mm. She is a mouse but she is roaring. How great is t..

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Channeling DJ Khaled.

DJ Khaled. Up until 2 weeks ago, I had no idea who this guy is. If you are my age, you probably don’t either. Net-net, he is a prolific hip-hop producer and I guess, motivational speaker. The younger generation likes him and according to this video, he likes to buy lots of things.
Let’s have some fun today. In the spirit of breaking down videos, I had to break down the DJ Khaled “Inspirational Speech”. Seriously, I have watched it 50+ times now. It’s fun yet painful…funny and sad and confusing as hell. In this post, I will not explain what this video is…just let it sink in. And you still may not know what it is….As Scott Albro said to me: “I can’t stop thinking about this dude but on the other hand, I have no idea what he is saying.” That’s the thing, I agree but I may be his number one fan.
And another one, and another one, and another one….Teardown is below the video.

“You smart. You very smart. We da best.”
Craig: Ok, I’m smart and we are the best. Got it.
You a genius.

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Deconstructing Glengarry.

As you know, I leave my serious blogging to the my content for TOPO. When I went to let off some steam, I come over the Funnelholic and write something fun. (I realize I just said I like to write b2b sales and marketing blog posts for fun). BTW, the other day, I was introduced by someone as “formerly the Funnelholic”. I am still the Funnelholic man…just a little less frequently. (:
The most famous sales movie scene of all time has got to be the Alec Baldwin rant in Glengarry Glen Ross. If you haven’t seen it, you can watch below. Just know – it is totally NSFW. PLEASE DO NOT KEEP GOING IF YOU WILL GET OFFENDED.

Anyway, I decided to tear it down through the lens of the modern sales manager. I hope you enjoy:
Alec Baldwin: Let me have your attention for a moment. ‘Cause you’re talkin’ about what…you’re talkin’ ’bout…bitchin’ about that sale you shot, some son of a b*tch don’t want to buy land, somebody don’t want what you’re selling, some broad you’re trying to scr*w, so forth, let’s..

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A Very Simple Example of a Cold Outreach Email That Worked

There have been numerous blog posts about how to execute cold outreach. There are a variety of variations, but to sum up all the good ones – be relevant to the person you are sending it to.
Before the SalesStack conference, I got this email from Juliana Crispo who is the founder of StartupSalesBootCamp and a rising star on the sales circuit. I did not know who she was before she reached out. I thought her email was a great example of how to do it and there is a lot to learn. Here are my thoughts:
Just reach out — I once asked David Brock for advice on how he built his network. One thing really stuck with me. He told me if he see someone doing something interesting or smart, he will just reach out to them and introduce himself. For example, when someone leaves an interesting comment on his blog, he will reach out to introduce himself and talk about it. Or if he sees a great blog post, he will reach out. If you want to meet someone, you have to ask – that’s what Juliana did. But when y..

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The Dawn of Predictive Sales Development

Today’s post is written by Andrew Angus
Here at Infer, we eat our own dog food when it comes to demand generation and sales development, and we believe in sharing successes in order to contribute to the growing community of forward-looking predictive practitioners. Here are three of our own use cases that we hope other sales development teams can leverage:
Inbound Lead Management Our sales development reps (SDRs) only see inbound leads that are scored an “A” or “B” (the top 35% of leads that our model predicts are the best fit for our solution).

Leads scored as a “C” or “D” go to a nurture campaign and only bubble back up to the SDR team after hitting a stricter scoring threshold based on their behavioral scores. For example, if we’re seeing a flurry of marketing activity with a C lead who’s downloading a bunch of our predictive playbooks or attending a webinar, our model might predict that they’re exhibiting enough buying behavior to indicate an impending purchase.
The team’s Ser..

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The Dead-Simple Guide to Start Sharing Content as a Sales Professional

Today’s guest post is from Amar Sheth from Sales for Life.

If you’re in sales, you’ve likely heard about the importance of sharing content with your social networks and with prospects directly. While marketing departments increase budgets on content marketing, the disconnect between sales and marketing has never been more real.
Marketers cite reasons of awareness, visibility and branding as the primary reasons to share content, when it comes down to it, sales really only cares about one thing: achieving/overachieving the quota.
How do we bridge this gap?
It All Starts With the Buyer The data around how much information buyers are consuming online is abundant. You may have heard that 57% of the buying journey is now done online before a buyer even engages with a supplier (CEB), but that number is 67% in a Dell/Carnegie Mellon study and 70% in a study by Forrester.
From all angles the evidence is clear that we as sales people need to be where our buyers are – of course – but we als..

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Expanding the New Frontier of Account Based Marketing

Editor’s note: This post is an excerpt from The #FlipMyFunnel eBook from Terminus.

As marketers, one question we always ask ourselves is “How do we expand our reach?” For years we’ve struggled to cast a wide net to as many people as possible to pour leads into the top of the funnel. Now – it’s time to flip that funnel on its head.

Once sales has worked to identify target accounts (perhaps supplemented by one of the marketing technologies mentioned in the previous chapter), it’s marketing’s job to take that list of accounts and engage with them. This is where account-based marketing comes into play.
The second stage of the flipped funnel is “expansion,” which is what I want to focus on in this blog post. The Expand stage involves maximizing your reach within the list of target companies and influencers identified during the previous stage.
In the B2B game, we often hear an analogy about how marketing is like going fishing. Knowing where trout are in a stream is a great first step ..

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