The Filling The Funnel Blog

By John Barrows

Finally! A Contact Strategy That I Appreciate

February 22, 2017

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.


Stop Asking How I’m Doing

February 14, 2017

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

What It Takes To Be Great

February 8, 2017

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.


Facebook Live?

February 1, 2017

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.


My Goal: Recurring Value

January 25, 2017

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.


Sales Forecast Review: Story Time

January 18, 2017

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