On B2B Lead Qualification and Scoring

Great list of B2B lead qualification criteria by Mac McIntosh. A great source for people developing lead qualification and scoring programs.

Hacking the Sales Process

Hackers, cinematic convention tells us, are pizza-guzzling, cola-drinking, anti-social anarchists who dabble in coding wizardry and master a dark realm of fringe technology. Salespersons, on the other hand, are almost always depicted as their polar opposites: smile-wearing, tie-sporting types who can finesse their way through any awkward social situation and are masters of the no-less-darker realm of human motivations and desires. So if I were to ask you to imagine a sales hacker, you’d probably be hard pressed, right?

Not necessarily. See, taken at its broader meaning, hacking should really be interpreted as a systematic breaking of conventions to achieve results that normally would require going through cumbersome, bureaucratic or otherwise limiting channels.

Taken as such, it’s actually easy to think of top salespersons as hackers. Instead of hacking into secured network, they hack into their customer’s buying process. And while they don’t work through cryptic lines of code, they certainly are masters of the subtleties of human communication and can hack their way into the thought processes of their worst ‘enemies’ in order to turn them into accomplices.


But more concretely, good sales persons simply know how to hack their way through all the different obstacles, internal and external, that stand between them and the commission that awaits at the far end of the sale. These could be productivity hacks, designed to help the sales person overcome bad habits and achieve an optimal use of their time - you can easily find scores of these in a simple search on the net. There are also relationship hacks, represented by all the shortcuts and inroads a sales person knows of in order to affect the buyer’s decision process. And there are, increasingly so, technology hacks - devices, online services and cool tricks that help sales persons hack their way through a deal.


Social networks represent one class of the latter kind. Tweets, Facebook updates and Foursquare check-ins all provide hints that sales persons are rapidly learning to pay attention to, as ways of collecting informal inputs about the mood, attitude or simply the location of their prospects and contacts.


Hint: for a great supply of tech hacks for sales, check out Miles Austin’s great blog Fill the Funnel.


Smartphone devices represent another class of the kind. The iPhones and Androids and their multitude of apps offer numerous opportunities to the savvy sales person for hacking the sales process. This could be as simple as using an iPad note taking app during a sales meeting to collect and share notes almost instantly with all attendees. Or it might mean using the device’s camera to capture a whiteboard’s content and transmit it to the back office during a break in that crucial sales meeting, so that answers to questions and other inputs may be swiftly collected from the back-office smarts and instantly leveraged.


Hacking the sales process is really what we had in mind when we conceived of Lead Qualifier, our first iPhone app. We sought to identify specific processes and sub-processes of the sales cycle - in this case, lead qualification - and to provide a ‘hack’ for completing them. Hence Lead Qualifier, an iPhone app that cuts down the common process of recording the qualification data related to a given lead into a 30-seconds process, vs. the usual 5-10 minutes it takes to write the whole thing down or log it within the sales force automation system.


What sales hacks do you use?

Benioff is a disrupter in the classic Clay Christensen sense: By bringing business software to the Web—an idea ridiculed a decade ago—Benioff upended Siebel Systems (later acquired by Oracle Systems) and built a company on track to reach sales of $2 billion in fiscal 2012, ending Jan. 31. Its “innovation premium” of 73% earns Salesforce the top spot on the list of the world’s most innovative companies. Meanwhile, the industry is following Benioff’s lead in taking software from disparate servers inside companies to the cloud.Marc Benioff, Mister Disrupter.

(Source: blogs.forbes.com)

Most people overestimate the risk of following their dreams, yet underestimate the risk of not seizing the opportunityJosh Linkner on Fast Company

(Source: Fast Company)

We’re seeing online advertising transform again. It’s no longer just about being present when somebody is looking for something. It’s about the ability to provide a solution (a real solution, not like those infomercials) before they even start looking for an answer. That’s the power of social advertising.Source: John Li on the Chatter blog.

(Source: blog.chatter.com)

Will Your Business Plan Succeed? Enloop Will Tell You | BNET


Media_httpibnetcomblo_yzeld Image via bnet.com

Have you written your business plan or done a review lately? Take a look at Enloop to help you write your plan out and let you know the chances it will have a successful outcome with your goals. Currently in beta with a free plan.

Seems pretty useful

The Rise of Mobile In-App Ads [INFOGRAPHIC]

The Rise of Mobile In-App Ads [INFOGRAPHIC]
If mobile apps are all the rage, then mobile in-app ads are causing rage. In one recent example, the popular franchise Angry Birds saw in-app ads added to its HD version, and fans and players were in an uproar over the change. But like them or not, mobile marketers are turning more attentio…

via arainert:

Amazing looking children’s book on the iPad from an ex-Pixar designer. Exciting to see things like this begin to scratch the surface of what’s made possible by today’s tablets, er… iPad. Downloading it for Elise as we speak.

Watch the demo above, read about it here and then download it from the iTunes store here.

Why you can’t ignore Twitter

Why you can’t ignore Twitter