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Sales Lessons From Better Call Saul

Posted by Doug Davidoff

Sep 17, 2018 6:00:00 PM

better-call-saulLast week as I was recovering from an amazing Inbound 2018 conference, I sat back on my couch, turned on the digital recorder and started the episode of Better Call Saul that I missed while traveling to Boston.

Now, I don't know about you, but I'm about as big a fan of Breaking Bad as there is, so if I can't get me any new stories about Walter White, then the transformation of Jimmy McGill to Saul Goodman (it's all good, man) is the next best thing.

So I sat back, ready to escape into Jimmy's world, forgetting (for an hour) all of the crazy sales and marketing strategies running through my head. Little did I know, that the creators of Saul were about to share one of the most important, and difficult to accept, sales lessons out there.

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Topics: Sales Training/Coaching, Sales

5 Tips for Making a Strong First Connection with a Lead/Prospect

Posted by Doug Davidoff

Aug 10, 2018 3:00:00 PM

connect-calls-3More money than ever is spent on the technology, people and process to enable organizations to generate higher volumes of sales qualified leads at greater velocities. Research from Gartner CEB indicates that these investments aren’t working out too well. They found that, on average, companies are spending nearly $5,000 per rep more on technology alone, and they’re seeing their conversion rates drop almost 12 percent.

The growing tech stack, combined with maturing lead and demand generation tactics, have given sales reps an apparent playground. Gone are the days of not having enough people to talk with (or, at least, they should be). Despite all the investments being made to “reduce friction for buyers” and more activity, companies are still suffering from a dearth of qualified and engaged prospects willingly entering predictable sales processes.

Through our work over the last several years, I’ve identified two key causes for this problem.

  1. This first is likely not new to you, as it’s been highlighted, ad nauseam, over the last half-decade. Buyers have changed how they engage and sellers are not stepping up.
  2. The second doesn’t get anywhere near the attention, but may be just as big. The sales process has become, well, far too process stringent. This is not a slam on the relevancy and importance of defined and documented sales processes, but, rather, an indictment of how they’re being implemented and executed.

I’ve seen this from both sides of the table—advising and coaching sales reps and dealing with sales reps as a prospect and customer. The first call is painful. You would think that all of the attention and money that’s been spent on building sales development teams and designing prospecting processes, reps would have mastered the first call.

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Topics: Sales Training/Coaching, Sales, Playbooks

The Critical Role of Intent in Demand Generation, Sales and Marketing

Posted by Doug Davidoff

Jul 12, 2018 1:30:00 PM

intent-video-splash-screenWe've been doing a lot of research over the last year into a critical part of the buying process that seems to get very little attention in the design and execution of demand generation: sales and marketing efforts. Anyone who has ever been involved in attracting or acquiring new customers knows that buyer intent is an important ingredient in the customer acquisition recipe.

Intent varies by person, by market and/or by what you're selling. There are any number of factors that are going to impact when and where intent occurs, but somewhere along the buyer’s journey, buyer intent hits a critical point. Intent, initially, does not necessarily relate directly to buying from any particular vendor. Buyer intent refers to the decision that some level of action needs to take place. If you think about the last major purchase or even decision that you made, you can quickly and easily identify that point that separates pre-intent actions from post-intent ones.

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Topics: Lead Generation, Inbound Marketing, Performance, Demand Generation, Marketing, Sales, Sales Enablement

Conversations Don’t Happen by Accident: The 6 Strategies to Creating a Strong Chat Experience

Posted by Doug Davidoff

May 2, 2018 10:00:00 AM

CAPBot ChatYesterday, Drift announced the latest enhancement to their conversational marketing platform, called Leadbot 2.0. Leadbot 2.0 increases the power available to marketers and salespeople utilizing chat while also drastically improving the user interface and ease in building out strong chat experiences.

This news, combined with the leaps HubSpot has made with their soon-to-be-released update to their chat product, Messenger (I’ve had beta access to the product for the last month), means that the momentum behind Chat and Conversational Marketing isn’t going to slow down anytime soon.

And for good reason. I’ve always believed that the mantra of the modern demand generation executive is “Solve for the customer!” Done properly, chat is a powerful tool to empower both the seller and the buyer, enabling them to have meaningful conversations in the most effective and efficient way possible. I’ve made no secret that I don’t believe Chat means the end of other demand generation tactics, but the compelling use cases for Chat continues to increase every day.

However, Chat is by no means an easy or “quick fix” solution. It’s not as simple as throwing some code onto your site, assigning sales reps to manage it, and then waiting for the people to ask you if you will let them buy your product/service. Make no mistake, there are far more bad chat experiences than there are good ones.

Implementing chat requires a commitment of time, money, and a solid effort to develop the strategies, plumbing, and training to make it work. There’s no question it’s a great opportunity to create leverage and lower costs, if - IF - you do it right.

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Topics: Sales Development, B2B Sales Strategy, Sales, Technology Stack

Why I Don’t Give My Head of Sales A Revenue/Sales Quota

Posted by Doug Davidoff

Apr 27, 2018 1:00:00 PM

No-Sales-QuotaMake the number! It’s probably the three words that dominate the thinking of salespeople and executives everywhere. I’ll admit that over my career I’ve literally had dreams--and nightmares--where making the number was the central theme. (Of course, whenever this happened, I knew it was probably time to take a week off).

Sales quotas (or revenue quotas) are a foundational element of the sales. For most, the only question to ask about quotas is “Where should the target revenue or new customer acquisition quota be set?” Questioning the need, appropriateness, or effectiveness of even setting quotas is sacrilegious in business circles.

But the time has come for those leading businesses into the future to admit that quotas aren’t working. Recent research from CSO shows that barely 50% of salespeople are meeting quota, a trend that has been steadily deteriorating. Anecdotally, many senior sales executives responsible for setting quotas adjust to this reality by setting artificially high quotas and putting more pressure on salespeople.

Earlier this week, I presented a webinar where I revealed some research that we just completed, along with ways to implement strategies that can double your pipeline in 90 days. In this session, I shared that the nature of sales continues to undergo rapid change. If selling is going to remain a viable strategy, leaders must rethink their fundamental assumptions about sales, how they allocate talent and resources towards the sales process, and how they assess and compensate performance.

At the beginning of this year, I determined it was time to take a lead in designing the sales model of the future. As a part of our 2018 sales plan, I eliminated the sales quota as a key metric for our VP Sales. Here's why.

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Topics: Sales Development, B2B Sales Strategy, Sales Cycle, Sales, Sales Enablement

5 Keys to The Effective Use of Technology

Posted by Doug Davidoff

Mar 13, 2018 10:00:00 AM

hire-technologyLast week I was talking with Jess, our Director of Operations, about the inordinate impact that technology has had on the sales and marketing function. I told her about my first “CRM.” As a new hire with Alamo Rent-A-Car, I was assigned 624 travel agencies in my territory. A couple days after I started, I got a thick envelope with 104 pages of cards (there were 6 cards per page) printed on a dot matrix printer. I separated my cards, placed them into a file box and went to work.

Sales and marketing technology (or, the growth stack) has moved from being a complement to the work that needs to be done, to being at the core of virtually everything that happens.

The Role of Technology in Sales & Marketing

Consider the following:

  • The average company is spending almost $5,000/sales rep/year on sales technology. (source: Gartner CEB)
  • The Marketing Technology Ecosystem had just 120 names when it started in 2011. Today, there are more than 5,000 technology alternatives (and growing). (source: ChiefMarTec)
  • Investment in sales technology over the last two years tops $10 billion. (source: VentureBeat)

What’s clear is the mushrooming growth and impact of technology in demand generation and sales. Equally clear is that despite all of these investments, users are not seeing the returns they expected.

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Topics: Marketing, Sales, Technology Stack

5 Ways Salespeople Can Put People into the Top of the Marketing Funnel

Posted by Doug Davidoff

Jan 12, 2018 10:00:00 AM

salespeople-1.pngI share a lot on the topic of sales and marketing alignment, but I’m convinced that the successful organizations of tomorrow will move beyond merely aligning sales and marketing, a topic I’ll be highlighting in The 3 Places Where Exceptional Marketing Is The Difference Between Making The Sale...or Not webinar later this month.

To succeed in today’s noisy world, the terms “marketing and “sales are losing the valuable meaning behind their distinctions. These thoughts have led to a lot of work on our part focused on the increasing sales role that marketing must pick up in even the most complex B2B sales situations.

Earlier this week, I had a brief Twitter conversation with Pete Caputa, CEO of Databox. Pete provoked my thinking (as he always does) when he shared a question he’d been pondering for some time, which was “What can salespeople do to get people into the top of the marketing funnel?” I thought it was a great question, and a valuable consideration that I have not written about...until now.

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Topics: Lead Generation, Demand Generation, Sales

7 Ways Sales Managers Kill Sales

Posted by Doug Davidoff

Nov 13, 2017 5:00:00 PM

7 Ways Sales Managers Kill Sales ProductivityI have tremendous respect and empathy for sales managers. Frankly, I can’t think of a job that is more difficult and complex than managing salespeople. Effective salespeople, by nature, are pretty stubborn in their ways and are always adjusting things based on the specific conversation they’re having at any given time.

I remember when I was in a sales manager’s role, I often felt like I could never win. I was responsible for implementing the strategy and approach that was devised by others (my bosses and their bosses) and required to achieve results through others (the salespeople that reported to me) that I had, at best, only a slight degree of control. Having been a top sales performer, I was always fighting against my natural inclination to just take care of everything myself.

Yet, despite the challenge, sales managers can have great impact. For most organizations, it’s the highest leverage, highest impact position in the organization. For the company, a strong sales manager yields growth and results across multiple performers. For the manager, success at this level opens the door for lucrative opportunities in the future.

If there’s one thing I’ve learned, it’s that there’s nothing quite so good as a strong sales manager and there’s nothing quite so bad as an average or weak one. In my experience, there are seven killer habits that sink managers who would otherwise be strong.

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Topics: Performance, B2B Sales Strategy, Sales Training/Coaching, Sales

Podcast: The Black Line Between Sales & Marketing

Posted by Doug Davidoff

Oct 26, 2017 1:00:00 PM

Black-Line-Podcast.jpgThere are a lot of great things happening here at Imagine. Last week I shared the new approach we’re taking to supporting and driving faster growth for our clients. Today, I get to announce the official launch of our new podcast The Black Line Between Sales & Marketing. This time I’m hosting the podcast in conjunction with my friend, client, and vendor, Mike Donnelly, the CEO of Seventh Sense. You can subscribe to the podcast on iTunes here.

You may be thinking, “Do we really need another podcast? Afterall, I can’t keep up with all of the great podcasts I’m already subscribed to.” The answer, of course, is an emphatic “Yes!”

What makes The Black Line Podcast unique? If you look at the landscape of podcasts and content in the sales, marketing, demand generation and business growth arena you’ll see three types of programming:

  • Best practices & how-tos
  • Interviews focused on wisdom and thought leadership
  • Interviews focused on stories and experience 
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Topics: Inbound Marketing, Demand Generation, Sales