How to Make Prospecting Calls When You Hate Calling

“But why do you want to join a sales boot camp? You hate calling!” I have always hated talking on the telephone. Even as a reluctant child, writing thank-you letters after the holidays was a preferable chore to a simple...

/ July 18, 2017

Four Apps Sales Reps Would Be Stupid NOT To Use

I love being sold. The other day a kid knocked on my door wanting to sell me pest control services. He immediately started his sales pitch and I have to admit, the pitch was CLEAN. I stood there and listened...

/ July 18, 2017

The 6 Negotiation Skills Everyone Should Have

Whether they realize it or not, most people negotiate all the time. They negotiate with their coworkers over which projects to prioritize, their employer over salary, their friends over what restaurant they should visit, their supplier over their contract, and...

/ July 18, 2017

The 6 Negotiation Skills Everyone Should Have

Whether they realize it or not, most people negotiate all the time. They negotiate with their coworkers over which projects to prioritize, their employer over salary, their friends over what restaurant they should visit, their supplier over their contract, and...

/ July 18, 2017

The 6 Negotiation Skills Everyone Should Have

Whether they realize it or not, most people negotiate all the time. They negotiate with their coworkers over which projects to prioritize, their employer over salary, their friends over what restaurant they should visit, their supplier over their contract, and...

/ July 18, 2017

How to Connect Your Sales Process to the Buyer’s Journey

The post How to Connect Your Sales Process to the Buyer’s Journey appeared first on Sales Hacker.… Read More

/ July 17, 2017

Interning with the Contactually Engineering Team

In April of 2017 I began a four month internship at Contactually in DC. Prior to my internship, I graduated from a Coding Bootcamp in New York City in September 2016. I spent the last 3+ years working in Human...

/ July 17, 2017

Interning with the Contactually Engineering Team

In April of 2017 I began a four month internship at Contactually in DC. Prior to my internship, I graduated from a Coding Bootcamp in New York City in September 2016. I spent the last 3+ years working in Human...

/ July 17, 2017

What to Do When Your Sales Leads Say ‘Not Now’

Sales is a tedious game of converting leads into paying customers, but, as you know, not all leads end up that way. Data shows that 80% of sales are made after the fifth call, but only 8% of salespeople keep...

/ July 17, 2017

What to Do When Your Sales Leads Say ‘Not Now’

Sales is a tedious game of converting leads into paying customers, but, as you know, not all leads end up that way. Data shows that 80% of sales are made after the fifth call, but only 8% of salespeople keep...

/ July 17, 2017

How to close a deal when the prospect has a “better offer” from a competitor

During price negotiations, prospects often mention the incredible offers they’ve received from your competitors. X Company gave them a massive discount. Y Company dropped all service fees. Z Company provided exclusive access to a bunch of new features. As a...

/ July 17, 2017

Using the Hollywood Approach to Craft Sales Emails Your Customers Will (Genuinely) Love

When was the last time someone replied to your email to tell you they love your sales approach? For many of us in sales, that’s the kind of response we can only dream of. Crafting sales emails the recipient doesn’t...

/ July 17, 2017

Using the Hollywood Approach to Craft Sales Emails Your Customers Will (Genuinely) Love

When was the last time someone replied to your email to tell you they love your sales approach? For many of us in sales, that’s the kind of response we can only dream of. Crafting sales emails the recipient doesn’t...

/ July 17, 2017

Using the Hollywood Approach to Craft Sales Emails Your Customers Will (Genuinely) Love

When was the last time someone replied to your email to tell you they love your sales approach? For many of us in sales, that’s the kind of response we can only dream of. Crafting sales emails the recipient doesn’t...

/ July 17, 2017

How to Research Your B2B Audience

You might be surprised by how much your B2B marketing strategy relies on changes in your audience. Even if you’ve already identified your ideal buyer persona, you might be leaving multiple audience segments on the table depending on the objectives...

/ July 17, 2017

20 Email Sign Offs That Put “Best” and “Thanks” to Shame

Most of us stop reading after the last full sentence in an email. After all, the majority of people sign off with “Best,” “Thanks,” “Sincerely,” or something similarly boring — and there’s no point reading this a million times: Thanks,...

/ July 14, 2017

20 Email Sign Offs That Put “Best” and “Thanks” to Shame

Most of us stop reading after the last full sentence in an email. After all, the majority of people sign off with “Best,” “Thanks,” “Sincerely,” or something similarly boring — and there’s no point reading this a million times: Thanks,...

/ July 14, 2017

20 Email Sign Offs That Put “Best” and “Thanks” to Shame

Most of us stop reading after the last full sentence in an email. After all, the majority of people sign off with “Best,” “Thanks,” “Sincerely,” or something similarly boring — and there’s no point reading this a million times: Thanks,...

/ July 14, 2017

Why BANT Doesn’t Work Anymore — And What to Use Instead

To successfully close a B2B deal, you need to know what the decision-making unit, or DMU, looks like. The DMU consists of the people within the company who make the decision to buy. BANT (Budget, Authority, Need, Timing) is commonly...

/ July 14, 2017

Why BANT Doesn’t Work Anymore — And What to Use Instead

To successfully close a B2B deal, you need to know what the decision-making unit, or DMU, looks like. The DMU consists of the people within the company who make the decision to buy. BANT (Budget, Authority, Need, Timing) is commonly...

/ July 14, 2017

Why BANT Doesn’t Work Anymore — And What to Use Instead

To successfully close a B2B deal, you need to know what the decision-making unit, or DMU, looks like. The DMU consists of the people within the company who make the decision to buy. BANT (Budget, Authority, Need, Timing) is commonly...

/ July 14, 2017

People, Process, and Technology: The Only Way to Build an Inside Sales Team

We all go through transitions in our lives and the same is true for businesses. Some business grow and some businesses shrink. Stan, Global Business Development Leader at VONQ, joined his company at the perfect time. A time when the...

/ July 13, 2017

Acquia’s Mike Stankus on picking up the phone, learning to talk to executives and ensuring BDRs get ‘results in the business world’

New sales methodologies, email templates and professional studies on when to call prospects – each year comes with new tips and trick to experiment with. But, according to Mike Stankus, Acquia’s Senior Vice president of Special Projects, nothing replaces picking...

/ July 13, 2017

6 Horrendous Ways To Begin Your Sales Call (And What To Do Instead)

Hi. I’m Lauren. I’m writing to introduce myself as your Sales Hacker guest blogger. WAIT! Kidding!! Don’t go! Seriously, this was a HORRIBLE intro – and one of the most common problems we hear on inside sales calls. I’m here...

/ July 13, 2017

The Power of Relationships for More Business and Referrals, with Nikki Beauchamp

If you’ve listened to Real Relationships for any length of time you know that the premise for the podcast and the business behind it is that relationships matter. It’s not just that they matter for increased business and profit, it’s...

/ July 13, 2017

The Power of Relationships for More Business and Referrals, with Nikki Beauchamp

If you’ve listened to Real Relationships for any length of time you know that the premise for the podcast and the business behind it is that relationships matter. It’s not just that they matter for increased business and profit, it’s...

/ July 13, 2017

How the Best Reps Work Smarter, Not Harder

Hard work, like success, is subjective, and if you ask a salesperson if they work hard, 99% of them will tell you they work harder than anyone they know. In my experience, though, the average salesperson works as if they...

/ July 13, 2017

How the Best Reps Work Smarter, Not Harder

Hard work, like success, is subjective, and if you ask a salesperson if they work hard, 99% of them will tell you they work harder than anyone they know. In my experience, though, the average salesperson works as if they...

/ July 13, 2017

How the Best Reps Work Smarter, Not Harder

Hard work, like success, is subjective, and if you ask a salesperson if they work hard, 99% of them will tell you they work harder than anyone they know. In my experience, though, the average salesperson works as if they...

/ July 13, 2017

The 4 Things Every Executive Must Understand About Inside Sales

Sales methodologies have changed. And “inside sales” is trending faster than fidget spinners and the latest meme. Especially in the technology sector — and even more acutely in sales of SaaS services — the time-honored approach to prospecting, qualifying, and...

/ July 13, 2017