Category: Sales Development

Getting Your Business Ready for the Channel

Channel readiness has humble beginnings in most organizations. At first it is an idea, then an initiative, then a strategy. Becoming channel-centric has far reaching implications in your business, and getting your business ready for the channel can be a...

/ June 7, 2017

6 Proven Tips For Getting Past The Gatekeeper

  “Our Enterprise SDRs are hitting a wall when it comes to calling into their target accounts. Getting past the gatekeeper is really frustrating our reps – in most cases, these gatekeepers know nothing about the business or org chart and wont transfer...

/ June 7, 2017

How to Create a Great Sales Pitch in 3 Steps

“Consultative selling” comes up again and again. But what does it really mean? And how can you make your sales pitch — which is traditionally product-centric — more consultative? First, let’s dive into the differences between product selling and consultative...

/ June 7, 2017

The 16 Worst Sales Email Writing Mistakes

You never get a second chance to make a good first impression. And when that first impression is made via email, it’s even harder to come off the way you want to. Without the benefit of an in-person interaction, you...

/ June 7, 2017

Why Customer Experience Matters to Your Business

Recent developments in technology are empowering consumers like never before. This digital revolution is expanding consumer choice and giving users access to information around the world, anytime, anywhere. Customers can now make educated choices between competing brands, as information is...

/ June 7, 2017

5 Unforeseen Financial Pitfalls of Making the Wrong Sales Hire

If you’re reading this, my guess is that you’ve already made the wrong sales hire (now or in the past) or you’re trying to prevent yourself from making a bad hiring decision. Regardless of what brought you here—welcome. This post will...

/ June 6, 2017

21 Phrases Guaranteed to Make Intro Emails Successful

Writing a great outreach email is tough. You’re well-aware that even if your prospect is interested in your value prop, you’re competing for their attention with tons of other emails, not to mention all their other to-dos. So what should...

/ June 6, 2017

4 New Ways to Get Meetings With Executive Buyers

The quickest way to get a deal over the finish line? Call high. If you start at the bottom of an organization, you’ll need to identify a potential influencer, earn their trust, figure out their boss’s goals, and train them...

/ June 6, 2017

How to overcome the “your startup is too small” objection

You’ve managed to impress a roomful of enterprise-level executives. They love your product. They share your vision. And they laughed at the cat joke you practiced all morning. But during the Q and A, someone says, “We’re not sure you...

/ June 5, 2017

The 5 Most Common Objections During Prospecting and How to Overcome Them

When we talk about objection handling in sales, it is often focused on the later stages of the buying cycle, usually during negotiations. We focus on pricing and timing issues — the types of objections that prevent a deal from...

/ June 5, 2017

How to Win Against the Competition

Salespeople and prospects rarely want to talk about the same things. You want to talk about the buyer’s budget, timeline, and role in the decision making process, while the buyer wants to talk about pricing and the nuts and bolts...

/ June 5, 2017

10 Essential Sales Qualification Questions To ALWAYS Ask Your Prospect

There are plenty of sales qualification questions we need to ask throughout the buying/selling process to help uncover need, create urgency and gain commitment. Here are the top sales qualification questions you should ALWAYS ask your prospect: What are the details...

/ June 4, 2017

5 B2B email templates & formulas that win business in 2017

I hate to be the bearer of bad news, but if you’re in B2B sales, the world is against you. OK, maybe not the entire world. But when you’re a B2B sales professional, then your leads, prospects, email service, the...

/ June 3, 2017

Top Tweetable Moments from #FlipMyFunnel Tweet Chat – Sales Enablement and Engaging Accounts

Thank you to everyone who participated in our yesterday’s weekly #FlipMyFunnel Tweet Chat! We had an incredible discussion around the sales enablement and engaging accounts with our special guest, Morgan Ingram of Terminus. There were some great insights on engaging...

/ June 2, 2017

When Sales and Support Work Together, the Customer Wins

The post When Sales and Support Work Together, the Customer Wins appeared first on Sales Hacker.… Read More

/ June 2, 2017

5 Reasons Your B2B Sales Team Needs Account-Based Marketing

Editor’s Note: A version of this article appeared on Terminus.com. Would your B2B sales organization benefit from an account-based marketing strategy? Account-based marketing (ABM) focuses on marketing at the account level rather than just the lead level. But in reality,...

/ June 2, 2017

The 14 Best Sales Books to Add to Your Summer Reading List

Editor’s Note: This post originally appeared on the Propeller CRM blog here. There’s always room for improvement and growth. Whether you’re new to the business or a bona fide sales veteran, seeking out new information and learning from the mistakes...

/ June 2, 2017

5 Crucial Things to Do in the First 10 Minutes of Every Sales Presentation

If you don’t like the first few episodes of a TV show, do you stick with it until the series finale? Probably not. It’s unlikely you’ll suddenly start loving it, and there are plenty of other options out there. Unlike...

/ June 2, 2017

The 10-Part Checklist for Starting a Successful Referral Partnership

Hopefully, you have already realized that a great Referral Partner can be worth a lot more to your business then any one client. My question for you is, “Do you have a clearly laid out plan — and are you...

/ June 2, 2017

Sales Pipelines: A Comprehensive Guide for Sales Leaders and Reps

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. But what is a sales pipeline — and why is it so instrumental to selling success? In this guide, you’ll learn everything you...

/ June 2, 2017

Assign Leads with the “User” Custom Field type

Custom Fields store arbitrary data on your Leads. Until now, Close.io had 6 Custom Field types (Choices, Date, Date & Time, Number, Text, and Hidden) to help you store different types of data more effectively. For example, storing numbers in...

/ June 2, 2017

9 Expert Tips For A Successful Sales Call

Creating the right call flow is arguably one of the most important keys to successful selling. While the buyer is ultimately in control of the final outcome, a skilled (and prepared) salesperson can exercise a tremendous amount of influence during the sales...

/ June 1, 2017

Caring is the Ultimate Competitive Advantage – Jayson Gaignard

If you want a competitive advantage in business you know that relationships play an important part in it. But it’s not about how MANY relationships you have, it’s about the level of quality those relationships are. On this episode, I...

/ June 1, 2017

7 Terrible Sales Email Subject Lines You’ve Probably Used This Week

Imagine you’ve spent 10 years writing the next great novel. Your editor loves it and the early reviews are great, but once it’s published, no one buys it. Turns out, your cover sucked. Unless you’re a writer, this situation might...

/ June 1, 2017

How You Can Avoid My Biggest Mistake as a Sales Manager

When I started managing, I was focused on things such as … Gaining trust from my team Understanding what motivated each one of my team members to work with me and at the company Ensuring I knew sales forecasting fundamentals...

/ June 1, 2017

Account-Based Learnings From the Trenches

In 2017, Account-Based is moving from cool idea to reality. The results for early adopters have been exciting – 82% of organizations executing account-based marketing for 1+ year(s) are meeting or exceeding their objectives (TOPO research on behalf of ABMLA)....

/ May 31, 2017

Tackling Architectural Debt: How We Replaced a Production Elasticsearch Cluster

Photo by Alice Pasqual As the quantity and complexity of application data scales with any burgeoning startup, we all run into performance and scalability issues. Some issues can be addressed with slight adjustments to existing infrastructure, while others require fundamental changes...

/ May 31, 2017

Tackling Architectural Debt: How We Replaced a Production Elasticsearch Cluster

Photo by Alice Pasqual As the quantity and complexity of application data scales with any burgeoning startup, we all run into performance and scalability issues. Some issues can be addressed with slight adjustments to existing infrastructure, while others require fundamental changes...

/ May 31, 2017

The REAL Way to Convince Your Boss to Send You to a Conference

Not all conferences are made the same and neither are managers. Here’s a tried and true blueprint to convince your boss to send you to that killer event you keep seeing the hype about on social media. Prove You’re Not Wasting Time and...

/ May 31, 2017

7 Steps to Getting More Business from Existing Clients

Your current clients are extremely important. They’re already paying you for products and services. And, they are likely happy with your offerings, especially if they’ve been long-term customers. If you aren’t marketing to existing customers, you’re missing an easy, low-cost...

/ May 31, 2017