The Filling The Funnel Blog
By John Barrows
By John Barrows
There are three types of contact strategies in my experience: 1) Tailored: where you do research on a specific person or company and then craft multiple, relevant, and direct messages, 2) Targeted: where you segment contacts based on similar characteristics and develop messages that focus on their broad priorities or challenges, and 3) Templated: where you create various, self-serving templates about your great solution and then blast messages out to everyone on a list.
Recently, I ended up on call list. Now I am getting calls from sales reps who work at the same type of company and who sell the same type of service. The calls don’t bother me. I completely get the game. It doesn’t even upset me that they all use the same approach and say the same thing. (Though I do wish they were a little more creative.) The main thing that gets to me is how everyone seems to start the conversation by saying, “Hi John, How are you doing today?” READ MORE
I don’t care if you hate Tom Brady and everything about the Patriots, you have to respect them. What they just did — coming back from the largest deficit in Super Bowl history and winning it in overtime — was awesome. I could go on for days about their greatness, but I know that’s not what people want to hear right now so I’ll focus on the lessons we can take away from the team and the game.
Last week I wrote about how I’m trying to scale my business and how my ultimate goal is to add recurring value. This week I’m talking about how I plan on using Facebook Live to do so. On Monday, February 6th at 12:30pm EST I’ll be lighting up Facebook Live for a Q&A with whoever wants to join. We’re going to try and host these sessions weekly, calling it “Make It Happen Mondays.” Facebook and live video in general is a new channel for me and I have no idea what to expect, but my hope is that I can answer more questions and add more value in 30 minutes than I’ve ever done before.
For those of you who have been following me and my blog for a while you know I try to provide actionable tips based on real world examples with a focus on Sales. I try to sprinkle in motivation and lessons learned from my experiences in life and in business. In this post I wanted to share with you my journey towards building a sustainable business model as a solo consultant.
I call sales forecast reviews “Story Time.” Reps come up with all sorts of stories about why a deal is or isn’t going to close and managers have to sift through it all to figure out what’s real and what’s not. As a manager, I always knew a deal wasn’t going to close when a rep would start off the conversation with “Let me give you a little background on this one…” Brutal. READ MORE