The Filling The Funnel Blog

By John Barrows

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

Keys To Effective Demos and Presentations

January 11, 2017

shutterstock_215821246It’s unbelievable how robotic sales reps have gotten when giving demonstrations and presentations and it’s driving me crazy. They’re offered up before reps have even qualified a prospect or know if what they are selling is needed. Lazy reps blast out template e-mails that basically say: “Hi, I don’t know if you’re the person I should be sending this to and I definitely don’t know how to sell. I’m hoping to trip over someone who is desperate enough to respond and who will agree to sit through the pre-canned demo my Marketing department put together in the hopes you will be so impressed that you’ll end up buying my solution. I want a commission without actually having to do any real work.”  READ MORE

Know Your Equation for 2017 Success

January 4, 2017

shutterstock_539805583How did 2016 end up for you? Well, it’s 2017 now so who really cares? The answer is no one so I hope you enjoyed whatever time off you took over the holidays to congratulate yourself (or not) because 2017 is here and in this what-have-you-done-for-me-lately profession, whatever you did last year doesn’t matter anymore. I’m also guessing that your quota went up and that your territory got smaller. Welcome to the club. If you’re still pissed about that then you’re either brand new to Sales or you need to find another profession because it happens every year, get used to it. READ MORE

The Solution to Discounting

December 28, 2016

shutterstock_1976302762016 is ending and I’m guessing a bunch of us are offering up major discounts to get clients to sign by the end of the year so we can hit our quota or accelerators. I get it — I do — but we need to be better than that and should instead do what we can to reverse this horrible trend. Discounting has such a negative impact in so many ways it’s worth pointing out a few things to gain some perspective.


Define Your Guiding Principles

December 21, 2016


A while ago I put together a list of Guiding Principles that were the baseline of how I made decisions and what I felt was important to focus on in order to be successful. I have these principles pinned up in front of my desk to remind me everyday of what I need to do to make things happen.


Everyone Needs a Vision

December 14, 2016

shutterstock_225924757Companies need a vision, individuals need a vision, and customers need a vision. Because without a vision how do you know where you’re going and therefore what you need to do to get there?