All posts by SalesHacks

How to Win Friends and Influence People [Book Summary]

The most successful leaders all have one thing in common: They’ve read How to Win Friends and Influence People. As a salesman at one point in his life, author Dale Carnegie made his sales territory the national leader for the...

/ March 3, 2017

How Managers Can Solve the 3 Sales Challenges Every Business Faces

When your sales team is still young, even relatively minor challenges can have a huge impact. After all, you don’t have much margin for error. Fortunately, some of the most common obstacles that plague growing companies have relatively simple solutions....

/ March 3, 2017

4 Strategies Every Sales Leader Should Be Using in 2017

What it means to be an effective sales leader is constantly evolving in a competitive talent market. Millennials now represent the majority of the workforce, according to a 2015 report from Pew Research. This means a new generation of sales...

/ March 3, 2017

4 Expert Strategies for Reaching Inbox Zero

We all know how this goes. We open our inbox, and the too-familiar feeling of dread consumes us as bold subject lines inundate the screen. We don’t even want to look at the number in parentheses next to “Inbox.” According...

/ March 2, 2017

6 Sales Coaching Questions That’ll Help Your Reps Hit Quota

When you become a sales manager, your “customers” become your salespeople. Your top priority should be helping them succeed. After all, if every individual reaches their potential, you’ll definitely hit — if not exceed — your team quota. Just like...

/ March 2, 2017

The Ultimate Guide to Creating a Sales Process

Building a repeatable, scalable sales process is tough. There’s no shortage of diagrams, methodologies, or experts with opinions on exactly how you should be doing things. So where should you start? Right here. We’ve pulled together an introduction to all...

/ March 1, 2017

The Best Days to Close Deals, Based on 9.8 Million Sales Opportunities [Data]

Timing can be a salesperson’s greatest friend — or her biggest enemy. Reach out to a prospect just after they’ve experienced a major trigger event, and they’ll usually be receptive to your message. Contact them right after they’ve signed a...

/ March 1, 2017

7 Popular Sales Methodologies Summarized

Salespeople are very aware of their quotas and the need to reach them. However, they’re not always clear on the steps they should take. That’s where sales methodologies come in. What Is a Selling Methodology? According to a Sales Benchmark...

/ March 1, 2017

How to Collaborate With Your Prospect to Close More Deals

Working with your prospect during the sales process makes you far likelier to ultimately close. Not only will they feel more invested in the deal after they’ve done some work, they’ll also feel beholden to you — after all, you’re their...

/ February 28, 2017

7 Habits of Highly Effective People [Book Summary]

We all want to succeed. One path to success is identifying the habits that can help us on our journey. Start the path by reading Stephen Covey’s best-selling book, The 7 Habits of Highly Effective People. But how do we...

/ February 28, 2017

20 Sales Email Opening Lines That Put “Hi, My Name Is” to Shame

You know what tips buyers off that the email they’re reading is a sales pitch? “Hi, my name is Jane Doe, and I’m a sales rep at Company.” Yup. That’ll do it.While you should never actively hide the fact that...

/ February 27, 2017

The 3 Key Habits of Great Sales Managers

Sales management is one of the most difficult jobs out there. Your responsibilities span the organization — along with the VP or director of sales, you’re working with people in Product, Marketing, HR, and so on. Most importantly, managers are...

/ February 27, 2017

The 13 Best Relaxation Apps for Salespeople

Sales can be an emotional roller coaster. One week, you feel on top of the world: Your message is clearly resonating with buyers, you’re setting a record number of meetings, and you close a major deal you’ve been working for...

/ February 24, 2017

4 Ways to Design Successful Sales Incentive Programs

Nothing boosts your sales team’s excitement and energy more quickly and reliably than an incentive. After all, most salespeople are born competitors — adding a compelling reward to the mix makes them even more enthusiastic. However, motivating your reps isn’t...

/ February 24, 2017

3 Reasons Excellent Salespeople Make Terrible Sales Managers

It’s no secret that salespeople often fail as sales managers. Nonetheless, many of the best reps within an organization often end up in management positions. Whether you’re actively seeking a role as a manager or have already gotten a promotion,...

/ February 23, 2017

Why Disastrous Sales and Marketing Misalignment Persists (& How to Fix It)

Sales and marketing teams both directly touch the customer, but for some reason, the average company just can’t find a common ground after that. However, consider that more than 50% of the success of a social selling ecosystem within your...

/ February 23, 2017

How to Explain Your New Sales Compensation Plan to Every Member of Your Team

Amy, the head of sales operations, was cheery and laughed easily. She nodded enthusiastically as the rest of the sales leaders around the table discussed the final tweaks to the new sales compensation program. As the meeting ended and everyone began...

/ February 23, 2017

25 Sales Interview Questions to Recruit the Best Reps in 2017

A lot of people get into sales at one point or another … but not a lot make a successful career of it. Can’t hit quota, not good at handling rejection, too disorganized, too aggressive, not aggressive enough — there...

/ February 22, 2017

How I Finally Got My Sales Team to Follow a Sales Process [+ Free Download]

Just like every scientific activity requires a process, so does sales. And while there are umpteen versions of sales processes you can follow, the biggest challenge in sales management from my perspective is not figuring out which process to use,...

/ February 22, 2017

The Unexpected Sales Metrics That Predict Your Chances of Closing

After you spend enough time on the phone with prospects, you can usually tell when a call is going well. Some reps can even gauge how likely a specific buyer is to close by the time they hang up. However,...

/ February 21, 2017

11 Beautifully Designed Motivational Quotes to Inspire You to Get Sh*t Done

While it would be fantastic if we could be in GSD (get sh*t done) mode all the time, sometimes we need a little reminder to kick things into gear. And what’s better than motivational quotes — especially ones that make...

/ February 21, 2017

7 Steps to Establish a Successful Sales Mentorship Program

Many top sales organizations use mentorship programs to both ramp new salespeople and groom senior reps for leadership roles. Unfortunately, many well-intentioned mentorship programs lack proper strategies and planning. Why implement a sales mentorship program? I will always be a...

/ February 21, 2017

Sales Email Template: How to Write Emails People Want to Respond To [SlideShare]

Hi. My name is Michael Pici, and I thought I’d share some content around writing emails in order to … Okay, I’ll stop right there. There’s a good chance your eyes have already glazed over. That’s why it’s shocking salespeople...

/ February 20, 2017

Why Most BDRs and Sales Reps Flunk Job Interviews

Having hired dozens of business development and sales reps I am always amazed at how many candidates make a crucial mistake in the interviewing process. That is, they make it all about them — instead of about the hiring manager,...

/ February 20, 2017

12 Inspiring Seth Godin Quotes from Sell Like a Human

Did you see it, did you see it? We just released the second episode of Sell Like a Human featuring the one and only Seth Godin as our special guest. When it comes to modern-day prospecting, Seth has so many golden nuggets....

/ February 20, 2017

What I Wish I Knew When I Started My B2B Marketing Career

Nobody ever gets it right on the first go-round. If you’re anything like the typical marketer, we like to make the same mistake over and over again – just to make sure it’s absolutely wrong. But no one wants to...

/ February 20, 2017

How to Create a Team Selling Approach That Wins More Deals

At the end of the day, you’re the only person responsible for meeting your quota — not your manager, not your team members, and not your mentor. But that doesn’t mean selling is a solo sport. On the contrary, top-performing...

/ February 17, 2017

100 Case Study Interview Questions [Updated for 2017]

Case studies and testimonials are useful to have on hand. They help you earn a prospect’s trust, show them what life would be like as your customer, and validate that your product or service works.  Consider creating a library of customer stories...

/ February 17, 2017

The Top Sales Trends to Know About in 2017

The most well-guarded winning sales tactics for the year ahead — those that lie outside the 101 Go-To-Market playbook — are only truly understood by a handful of experts at the forefront of the cutting edge business. We’ve spoken to...

/ February 17, 2017

6 Unexpected Questions That Reveal What Your Prospect Is Really Thinking

“What’s keeping you up at night?” “How important is X to you?” “What do you know about our company?” Most prospects get the same questions from salespeople over and over again. Using any of these cliché, routine questions harms your credibility....

/ February 16, 2017