Sales Hacker

JUNE 23, 2021

If you have a sales or revenue-related job title, you are welcome to submit a pitch for your article idea here. You can also kick off any conversation by signing up as a member of the community and starting a discussion or adding your answer to an existing discussion. How to combat objections. Topics: Value selling.

Cold Call 80

Cold Call Negotiate Objectives and Key Results GTM 80

Sales Hacker

MAY 12, 2021

Talk tracks are a helpful tool for sales reps, both new and experienced, to practice new pitches, share new info and have confident conversations with their prospects. Hold up: What is a talk track? By having a great discovery call, you are set up for a successful follow up meeting.

Objectives and Key Results 76

Objectives and Key Results A/B testing Sales GTM 76

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. There are only about 10–15 books in each discipline, so you can easily read up on the books you’re likely to need or want. The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Gong.io

JUNE 19, 2018

They are about selling your value to pique their interest enough for a meeting. You can get away with “pitches” for up to 37 seconds : Stats show that if your spiel is too short — 25 seconds or less — you’re half as likely to book a meeting as a rep who talks for longer: Shocking, isn’t it? Or use the runner up: “How are you?”.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Gong.io

JUNE 8, 2022

It helps you qualify buyers so the right ones end up in your sales funnel. Unqualified leads pop up time and again, derailing forecasts and draining precious resources. They’re key to the decision making on your buyer’s side… and it’s not always clear who they are. Identify pain : What are their primary business objectives?

Process 62

Process Objectives and Key Results Quota Sales 62

Sales Hacker

OCTOBER 16, 2020

And to make it worse, everyone and their start-up cousin is calling them, which makes it tremendously difficult to stand out. Chances are you’ve heard the advice, “ Don’t sell something you don’t believe in. ” Sell time on your calendar. For the rest of you, listen up. Selling a product in the Enterprise space takes time.

Prospecting 106

Prospecting Cold Call Referrals Objectives and Key Results 106

Sales Hacker

FEBRUARY 8, 2018

Sales reps often struggle to ask the right questions or get the right answers to help build up urgency to buy, and all to often will take shortcuts to just jump straight to demo. It’s time that sales teams woke up and realized that without practicing and rehearsing, you’re not improving or preparing in the right way.

Objectives and Key Results 82

Objectives and Key Results Sales Prospecting Pitch 82

Gong.io

JUNE 19, 2018

They are about selling your value to pique their interest enough for a meeting. You can get away with “pitches” for up to 37 seconds : Stats show that if your spiel is too short — 25 seconds or less — you’re half as likely to book a meeting as a rep who talks for longer: Shocking, isn’t it? Or use the runner-up: “How are you?”.

Process 48

Process Objectives and Key Results Cold Call Objection handling 48

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. Your sales career project has ups and downs. You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Anything less is failure.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

JUNE 12, 2018

During onboarding, your SDRs learns about most of the features, they see the product in action and listen to the AE give a pitch. The reason that’s a problem is that the SDRs will start pitching product features. Unless you’re selling a $20/mo product, keep the “fun” out. Give your SDRs some direction.

Objectives and Key Results 75

Objectives and Key Results Sales CRM Pitch 75

Jeff Shore

NOVEMBER 28, 2018

The interview is absolutely fantastic and I want to just encourage you right now as you gear up for this interview, I want you to be thinking through how do I find a mindset change? And I think on the back of a and the strength of your previous books, you must be thrilled with the results. You know, it’s a team sport.

Clients 79

Clients Objectives and Key Results Start-ups Pitch 79

SaaStr

NOVEMBER 22, 2019

So that ends up being a very useful skill for customer facing roles. And then, you know, even stranger to end up in venture. Travis Bryant: Yeah, well I ended up in the, what then was called the corporate sales organization. Like all first emails or follow up emails or rejection emails.

Start-ups 61

Start-ups Customers Objectives and Key Results Growth 61

Heinz Marketing

AUGUST 27, 2018

We’ve already featured some great guests and have a line up of awesome content and special guests going forward. They’ve been recognized as one of the top twenty sales training companies in the country by Selling Power magazine and featured as the Sales Training Company to Watch List by trainingindustry.com.

Pipeline 49

Pipeline Objectives and Key Results Sales Inside sales 49

Hubspot

DECEMBER 6, 2023

A new company needs to start drumming up interest for its product before it’s ready to ship. That way, when the product is ready, they have some prospects already lined up. Data backs this up, too — a Harvard Business Review piece celebrated resourceful sales reps for their knack for innovation within the lean environment of a startup.

Sales 51

Sales Objectives and Key Results Teamwork Growth 51