Category: Sales Development

How to Achieve Ramp to Revenue and Deal Velocity

*Editors Note: Live updates from the Sales Hacker Conference NYC are brought to you by PipelineDeals. PipelineDeals is simple and useful CRM software in the cloud. Follow us @pipelinedeals. This session is titled How to Achieve Ramp to Revenue & Deal...

/ March 17, 2017

The Ultimate Sales Automation Tool Guide – Part 1

I’ve been compiling this list for a while, trying to figure out the best way to get the information out there. Battery Ventures beat me to the punch but I felt their compilation wasn’t robust enough. Here goes our effort...

/ March 17, 2017

Best Sales Books: 23 Elite Picks to Step Up Your Sales Game

Editors Note: These 23 Best Sales Books are not endorsed or sponsored in any way – we really just love this selection! Student: I know what I like. Master: You like what you know. Before you barrel through the following...

/ March 17, 2017

Automatically Capture and Follow Up with Facebook Leads in Contactually

In case you’re not familiar with Contactually yet, we created it because we saw the importance of building and maintaining authentic relationships in our business. Part of that means capturing the relationship at the very beginning. While Contactually does not...

/ March 17, 2017

How to Meet the Most Well-Connected Person in the Room in 30 Seconds [Networking Hack]

Some salespeople only get a few opportunities each year to network, while others attend networking events several times per month. When it comes to making (or beating) your quota, networking is a game-changing strategy. You can meet potential customers, find...

/ March 17, 2017

How Sales Managers Can Encourage Reps to Upsell and Cross-Sell

Do the reps on your team push for the close — and then vanish from buyers’ lives, never to be seen again? If so, your company is losing out on a valuable source of revenue. It’s far easier to sell...

/ March 17, 2017

6 Reports Your Sales Reps Need to Be Successful

Many salespeople spend their time focusing outward on prospecting. However, the most successful salespeople also look inward — at the treasure trove of information just waiting in their CRM. Salespeople often struggle to understand lead behavior across different channels. Yet...

/ March 17, 2017

How to pitch your product in a way that will finally resonate

I’m often asked by salespeople and business owners alike about ‘the pitch’: “How do I create an elevator pitch that actually generates more business?” If you spend time thinking about your elevator pitch, I have bad news for you: you’re...

/ March 16, 2017

How to Build a Killer Sales Process

The post How to Build a Killer Sales Process appeared first on Sales Hacker.… Read More

/ March 16, 2017

Top Trends from TOPO Summit Sponsors – Account-Based

We surveyed our sponsors for TOPO Summit 2017 and asked them to identify three trends their companies are following in 2017.  Based on those responses, we will be publishing a series of blog posts over the next three weeks, categorizing...

/ March 16, 2017

Top Salespeople to Follow on Quora

Quora has turned into an incredible tool over the last few years. When you can get a question about Sir Richard Branson answered by Sir Richard Branson, that’s usually pretty powerful and should be quite accurate. I’ve found it to...

/ March 16, 2017

Sales Prospecting On LinkedIn Using The X-Ray Technique

LinkedIn is an incredibly powerful sales prospecting and link building tool for sales teams, but the search capabilities it provides are very limited. With a free account, you only get 100 results from your immediate network. This is hardly enough...

/ March 16, 2017

Prospecting on LinkedIn for Sales Hackers

LinkedIn is an incredibly powerful prospecting and link building tool for sales teams, but the search capabilities it provides are very limited. With a free account, you only get 100 results from your immediate network. This is hardly enough to...

/ March 16, 2017

The Key to Consistent, Effective, Quality Prospecting

*Editors Note:  Guest post by contributor John Barrows, sales trainer for Salesforce, Marketo, LinkedIn, Box, Zendesk and more of the worlds leading tech companies. I admit it, if I had to think about prospecting I probably wouldn’t do it. I...

/ March 16, 2017

Sales Traction: 5 Indicators that Get Venture Capitalists Excited

*Editor’s note: Guest post by Brian Jacobs, Co-founder and General Partner at Emergence Capital. Emergence Capital is a leading venture capital firm focused on cloud companies.  Brian serves on the boards of: Intacct, Bill.com, InsideView, Donuts, Hightail, Janrain and Drivewyze. You...

/ March 16, 2017

How to Turn $2,000 into $2,000,000 in Sales in 4 Months

*Editors Note: Gabe Luna-Ostaseski is a serial entrepreneur and founder of Calfinder and Upshift Partners. They help small startups scale sales teams. This article was previously posted on the Upshift Partners blog and is being republished with their permission.* Call me a...

/ March 16, 2017

Revenue Summit Wrap-up: Sales Hacker’s Best Conference Yet

On March 7 and 8, Sales Hacker and #FlipMyFunnel finished an awesome two-day conference, The Revenue Summit, combining the best of SaaS sales and marketing. With nearly 2,000 attendees, over 20 sponsors and tons of great content and networking, this...

/ March 16, 2017

Setting Up a System for SDR Success

The mere addition of an SDR team can increase a startup’s lead conversion by 35% while also freeing up account executives to focus on closing deals. While the benefits clearly show the vital role played by SDRs, far too few...

/ March 16, 2017

The 5 Sales Presentation Guidelines You Must Follow to Close the Deal

There’s nothing worse than getting through an entire sales presentation only to hear, “That was great, but I just need some time to think this over.” While many salespeople focus on making their presentations flashy, fun, and exciting, they do...

/ March 16, 2017

How to Salvage a Sales Deal After You’ve Blown It

It can be a difficult task to build trust and credibility with prospects and customers. It is even harder when attempting to rebuild trust after it has been damaged.  When this happens, the impact on even your longest and strongest professional relationships...

/ March 16, 2017

5 Sales Hacks for the New Salesperson

I’ve tried to write this without giving away too many secrets. My best hacks I keep to myself because if they became overused, they’d be obsolete. I won’t bore you with Rapportive hacks or any of the 101 stuff either. I...

/ March 15, 2017

Shrinking Territory: A Forced Opportunity

John called me and he was pissed. “They are drastically cutting my sales territory and I’m freaking out. This means all the deals I was working on are going to go to some fool who just walks in and gets...

/ March 15, 2017

Generating More Email Leads for Your Real Estate Business

Email leads are arguably the most valuable tool you can use to foster client relationships. Obviously, an initial signup indicates that the lead is potentially interested in your services. In addition, the email address provided can also be used to...

/ March 15, 2017

The Best Time to Make a Sales Call in 2017

Most salespeople are eager to know the best time to cold call their prospects. It’s an enticing idea: Rather than waiting for a compelling event, researching the buyer, and crafting a personalized message, the rep simply needs to know the...

/ March 15, 2017

How Top HubSpot Reps Handle Price, Timing, & Competitor Objections [Short Videos]

“But … “ Salespeople dread hearing prospects utter this word. They know what’s coming — an objection. It may seem like there are hundreds of objections. But after a great deal of digging, we found the majority fall into three buckets: Pricing, timing, and...

/ March 15, 2017

The Inbound Sales Methodology

Due to the proliferation of marketing materials on the internet, the modern buyer is no longer dependent on salespeople for necessary purchasing decision information. Inbound salespeople see the need to personalize the sales experience to the buyer’s context.  Meanwhile, inbound sales teams...

/ March 15, 2017

28 Responses to the Dreaded Sales Objection “It Costs Too Much”

Price objections are common in sales — primarily because most prospects have learned pushing back on cost will get them a discount. That makes it difficult to respond to a pricing objection if you don’t want to immediately lower your...

/ March 14, 2017

Introducing: The Contactually Referral Accelerator for RE/MAX

Think about how many marketing emails sitting in your inbox that you ignore or delete each day. Too many, right? So doesn’t it feel backward that many real estate agents and CRMs continue to rely on drip campaigns? Engaging leads...

/ March 14, 2017

17 sales email tips to crush 2017 (+ 13 templates)

Experts have long predicted that social selling will spell the end of sales emails. Yet, email is 40 times more effective at getting new customers than Facebook and Twitter combined. What’s worked in the past still works. Here are 17...

/ March 14, 2017

28 Responses to the Dreaded Sales Objection “It Costs Too Much”

Price objections are common in sales — primarily because most prospects have learned pushing back on cost will get them a discount. That makes it difficult to respond to a pricing objection if you don’t want to immediately lower your...

/ March 14, 2017