Category: Sales Development

(FREE) Sales Machine 2017: Encore Online Course Bundle

The post (FREE) Sales Machine 2017: Encore Online Course Bundle appeared first on Sales Hacker.… Read More

/ June 21, 2017

Sales Machine 2017 Recap: Key Takeaways, Insights, Strategies, Tips & More

Thank you to everyone who attended and participated in our successful Sales Machine 2017 event in New York! We had a great time and can’t wait until 2018’s event. Here is our 2017 Sales Machine Recap, breaking down key takeaways...

/ June 21, 2017

#SangramSeries: Measuring ABM Success with Engagement, not Contacts

Contacts don’t matter! Well…in account-based marketing (ABM) world, they don’t matter as much as engagement does. Check out this quick explanation on why ABM success relies on engagement, not just contacts. Send me a Tweet at @sangramvajre with your thoughts!...

/ June 21, 2017

Guest Blog – ABM Success: It’s all about the data

In the world of account-based marketing, there are a lot of things to think about. Account selection, content, strategy, and metrics are what most people focus on. But of all the elements of a successful ABM program, there are none...

/ June 21, 2017

6 Email Mistakes to Avoid in Cold Emails

Maybe you heard someone speak at a conference recently and you think you may have a great business opportunity with that person, or maybe you just want to try your luck and reach out to potential prospects or leads with...

/ June 21, 2017

3 things every cold email should have (backed by research)

Have you ever sent an email and been met with nothing but silence on the other end? Have you ever put in the effort to rewrite an email four or five times and still heard crickets? Here’s the thing: You’re...

/ June 21, 2017

3 Unexpected Ways to Crush Sales Meetings

Field salespeople have one major advantage over inside reps: Establishing relationships with your prospects is far easier when you’re sitting across the table from them rather than talking to them through a computer screen. But face-to-face meetings come with their...

/ June 21, 2017

20 Commonly Misused Words and Expressions Even People With Huge Vocabularies Get Wrong

Last week, I discovered I’d been writing “TDLR;” instead of “TL;DR.” Considering I’ve been using this expression at least once per day for the last five years, I was mortified. Mistakes like these aren’t a huge deal on their own....

/ June 20, 2017

7 Daily Habits That’ll Keep Your Pipeline Full

Keeping your pipeline full has cascading effects. If you know you have plenty of opportunities to work, you won’t fall back on bad sales tactics (like discounting or guilting prospects) to close deals. You’ll feel confident enough to set your...

/ June 20, 2017

How to Achieve High Growth Sales with Sales Enablement

The post How to Achieve High Growth Sales with Sales Enablement appeared first on Sales Hacker.… Read More

/ June 19, 2017

Adding Read Replicas in a Production Ruby on Rails System with Zero Downtime Using Makara

Thaddaeus Lim When query, schema and index optimizations aren’t enough to support the load of a high throughput database system, fundamental changes in how data flows through that system are often necessary. Over the past few years, our team at...

/ June 19, 2017

4 Steps to Master Your Sales Operations Data

B2B sales teams today have access to more data than ever before. Thanks to increasingly connected businesses, and in-depth lead generation activities, the sheer amount of incoming data can be overwhelming. But beyond simply gathering data, sales teams need to...

/ June 19, 2017

Want to close more deals? This is the 1 question you need to ask

How often are your deals derailed by the unexpected? A prospect says, “We need to run this by legal” or “Technically, procurement has the final sign-off.” When faced with surprises, many salespeople blame the prospect. I qualified them. I asked...

/ June 19, 2017

21 Habits to Become a More Effective Salesperson

The other day, a friend who works in sales told me an unbelievable story about her sales team. On the morning of the last day of the month, her team had met less than 80% quota. By the end of...

/ June 19, 2017

How These 16 Words Affect Your Close Rate

Research has shown that overusing “filler words” creates a slightly negative perception of the speaker. But do filler words actually have a meaningful impact on sales outcomes? As salespeople, we pride ourselves on being professional communicators. Filler words make most...

/ June 19, 2017

The Salesperson’s Ultimate Guide to Tony Robbins

Tony Robbins is an author, speaker, businessman, and life coach. He’s written six best-selling books, coached everyone from former President Bill Clinton and Oprah to Serena Williams and Aerosmith, acted as a founder or partner in more than 30 companies...

/ June 19, 2017

Small Business Guide to Hacking Sales

SMB selling or small business sales is really a sales process designed around an ideal customer profile (ICP). Your ICP impacts every aspect of your sales process. In the past, small business selling assumed smaller deal sizes that is not...

/ June 17, 2017

How to Identify Your Ideal Customer Profile (And Then Target Them)

For businesses of any size, building an outbound sales strategy can be tough to accomplish. You can go top down, bottom up, or direct to your most likely buyer. But how do you go to your most likely buyer if you...

/ June 16, 2017

How to Increase Sales by 800% with a Highly Targeted Outbound Process

The post How to Increase Sales by 800% with a Highly Targeted Outbound Process appeared first on Sales Hacker.… Read More

/ June 16, 2017

Content is the Key: Content Distribution and You

To some, content may be king but to marketers, content is simply a way of life. It has the ability to set you apart from other companies, mark you as an industry expert, and create new business opportunities. With approximately 88%...

/ June 16, 2017

5 Motivating Stories of the World’s Best Salespeople

Motivation is one of the essential ingredients of sales success. When you’re not motivated, you’ll struggle to finish even the most basic tasks, like sending out a batch of prospecting emails or prepping for your upcoming calls. Things that require...

/ June 16, 2017

4 Selling Tips for Introverts

I hate being called a sales guy. Call me a business owner. Call me an entrepreneur. Call me an engineer or consultant or professional. Anything but a “sales guy.” It’s frustrating being labeled as pushy, heavy-handed, and aggressive when heading...

/ June 16, 2017

The 11 Biggest Mistakes People Make When Choosing a CRM

With so many different CRM providers, systems, and features to choose from, finding the best CRM software for your business can be a challenge. And considering the majority of businesses use Excel to track sales, choosing a CRM will be...

/ June 16, 2017

The Age of Multi-Channel Prospecting: Despite the Hype, Nothing is “Dead”

Every day on LinkedIn there is a post with a long comment string discussing how some prospecting methodology is “dead” –  cold-calling, social-selling, etc. These provocative arguments dominate our LinkedIn feed. It’s understandable because cracking the code of prospecting in...

/ June 15, 2017

Can Sales Prospecting Be Automated? 3 Steps to Getting More Leads In Less Time

Have you studied how long it takes your SDRs and AEs to find relevant people to contact as target customers? Do you know the ratio of time spent “finding new leads” to actually reaching out and engaging them? Do you...

/ June 15, 2017

10 steps to create a successful sales plan for your startup

Strategy. Few words are thrown around with as much wanton disregard as ‘the big S’. The internet is full of people who will tell you all about the success they’ve found from their ‘strategies’: Have you tried personalizing your newsletter...

/ June 15, 2017

How Adding Relational Value Can Build Your Business, with Derek Coburn

When you can add relational value to the people in your circle you discover doors open for you like never before. Derek Coburn is one of the people I’ve noticed adding true relational value to the lives of his clients...

/ June 15, 2017

How I Doubled My Sales in One Year

Fourteen months ago, right around the conclusion of 2015, I remember reflecting on the year I had as a sales professional. I felt like I was someone who was producing average results, despite having above-average dreams and desires. Fast forward...

/ June 15, 2017

14 LinkedIn Sales Navigator Secrets All the Best Prospectors Know

Want to become a prospecting superstar? LinkedIn Sales Navigator is a fantastic resource. It simplifies the process of finding, contacting, and staying up-to-date with prospects, referrals, and customers. Rather than spending hours manually tracking prospect activity on the platform, you...

/ June 15, 2017

5 Account-Based Marketing Misconceptions Clarified

Account-based marketing has been generating a lot of buzz over the last few years. And despite the fact that 90% of B2B marketers acknowledge the advantages of ABM, only 20% of companies are actively using this tactic. The wide gap...

/ June 15, 2017