Sales Hacker

JANUARY 9, 2019

As an enterprise account consultant, I’ve consulted with hundreds of small and midsize companies (most in the range of $10m to $150 annual revenue) and trained thousands in how to grow fast by selling big deals into the enterprise market. My whale hunting story (no Orcas were harmed in the telling of this tale). Call me Ishmael.

Contract 86

Contract Consult Presentation B2B 86

Salesforce

JANUARY 10, 2022

One example, the University of New Mexico is partnering with Green Flower, a marijuana consultancy, for a certificate program to prepare students for a career in this highly regulated industry. Now, in a furthering of this symbiotic relationship, some are synching to prepare students for careers in burgeoning industries.

Finance 95

Finance Education CRM Pipeline 95

Salesforce

DECEMBER 17, 2024

This strategy can help you attract high-quality leads that are more likely to convert.

Prospecting 52

Prospecting Customers Territory E-commerce 52

Salesforce

NOVEMBER 15, 2024

Consult with your marketing team to get a feel for the roles on their team and what each of them involves. For example, an SDR who excelled at email writing and messaging might make a good copywriter. An SDR that’s great at trade show booths or in person meetings might make an excellent field marketer.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Salesforce

DECEMBER 11, 2024

Here are some tips for selecting attributes: Consult with your sales team and gather their insights Test out attributes to determine the best ones and make changes as needed Speak with your marketing team about leads that come via your website or social media 3. These are the data points you will use to score.

Prospecting 92

Prospecting Hospitality CRM Territory 92

Score More Sales

AUGUST 5, 2011

Consulting. Auto Dealer: We had a repair done at a Ford dealership in South Bend, Indiana. Lori Richardson. --> Score More Sales can help your organization increase revenues and profits through a custom blend of tactical consulting , focused training , and interactive speaking engagements. Free Consultation. Sales Tools.

Cross-sell 64

Cross-sell Sell Cold Call Non-Profits 64

Gong.io

AUGUST 2, 2018

If you have specific questions on compliance with any relevant laws, please consult your legal counsel. . The local government’s telecommunications authority should be consulted prior to initiating a call recording system. When in doubt, consult with a lawyer. One-party vs. Two-party Consent in the United States.

Legal 48

Legal Consult Sales Conversion 48

Hubspot

MARCH 16, 2023

Indiana Julian now has a following of over 3,000. Megan Thudium is a LinkedIn consultant for sustainable brands. Both Indiana Julian and Sam Browne posted 1-2 times per week and reported great success on the platform. It’s common to feel apprehensive about posting. Practice makes perfect. Make use of video. Be professional.

Follow-up 87

Follow-up Contact Networking Clients 87

Heinz Marketing

MARCH 4, 2019

And Shawn, I think my first question for you is actually maybe not about B2B marketing, I want to talk a little bit about Indiana basketball. We’ll be back more with proud Indiana grad and VP of Marketing at PandaDoc, Shawn Herring. I’m used to seeing the team featured in Hoosiers a little higher in the standings.

Pipeline 76

Pipeline Sales Healthcare Start-ups 76

Salesforce

MARCH 3, 2025

Professional services firms , like consultants and legal practices, use Deal Desks to define service scope, pricing, and client expectations for major engagements. Healthcare companies also depend on them to navigate regulatory requirements and coordinate with medical professionals and procurement teams during the sales process.

Legal 59

Legal Contract Finance Non-Profits 59

Salesforce

DECEMBER 13, 2024

They’re typically given by sales reps, sales managers, account executives, or solutions consultants during the middle and later stages of the sales cycle after a lead has been qualified. Sales presentations differ from sales pitches , which are usually shorter and focus on a specific aspect of your prospect’s needs.

Presentation 52

Presentation Closing Territory E-commerce 52

Salesforce

MAY 13, 2024

Professional services: Accountants, lawyers, and consultants will all need to be paid Supplies : Think office supplies, such as paper and pencils, and operating supplies, like computers and printers. Inventory : If you’re selling a product, you’ll need goods to keep up with customer demand.

Legal 52

Legal Launch Government Finance 52

Salesforce

MARCH 5, 2024

By starting with an effort to see things from their point of view, you can build a positive, consultative relationship. ” Make sure you position this question in a consultative way. While similar to B.A.N.T., the C.H.A.M.P. framework begins with a focus on understanding your lead’s challenges.

Territory 52

Territory SQL Contact E-commerce 52

Salesforce

FEBRUARY 29, 2024

Look for ways to go beyond product offerings to help solve their issues with training, consulting, or even strategic advice on issues like resource allocation. If your prospect mentions multiple pain points centered around the same team or process, this could point to something deeper than a surface-level problem.

Customers 52

Customers Territory E-commerce Pharmaceutical 52

Sales Hacker

DECEMBER 1, 2020

We had a small office in Indiana and a small office in San Francisco around the time of the pandemic and chose to go a 100% virtual for obvious reasons. We also have people in maybe 10 states right now, including a contingent that we’ve been building here in North Carolina around my network. We were actually due to renew our leases.

Growth 77

Growth Contract Pipeline B2B 77

Spiro Technologies

MARCH 13, 2023

Because I was up at one of our customers’ manufacturing plant, they had a whole room full of University of Indiana engineers in there fixing all the machines that were on the floor, which are constantly breaking. Adam Honig: Yeah, and I know it doesn’t have to be either or, right? Tim Marvel: Yeah, you still have to have both.

Manufacturing 52

Manufacturing Engineering Technology Technology 52

Sales Hacker

OCTOBER 7, 2021

Always seek to understand, seek more input, and consult your own tribe to decide what’s for you and what is not. Nikki Ivey is Cofounder of SDRDefenders and Head of Growth Development at Cultured Perspective, a Black owned Startup Consultancy. Rachael holds a BA from Indiana University. You earned your seat at the table.

Sales 136

Sales Up-sell Start-ups Cross-sell 136

Salesforce

APRIL 16, 2025

The Harris Consulting Group Who they are: The Harris Consulting Group offers both sales training and sales management training programs. JB Sales Who they are: JB Sales provides sales training and consulting services to some of the world’s leading companies. Price: Contact for details.

Technique 89

Technique Territory Sales Price 89

Salesforce

SEPTEMBER 26, 2024

It’s also been great seeing the wild variations in Salesforce setups others have, helping me get outside my own head and multiply the experience I bring to each consulting engagement. Outside of how-tos on using the Salesforce products, the community is chock full of sales best practices , resources for sellers and plenty of events.

Territory 98

Territory Sales E-commerce Networking 98

Salesforce

SEPTEMBER 24, 2024

Being a sales engineer means you likely have a diverse and fluid set of responsibilities – giving technical presentations, consulting with customers and prospects, providing technical support, and so on. As a result, it can be difficult to determine exactly what behaviors, outcomes and metrics to tie to a sales engineer’s compensation.

Engineering 52

Engineering Commission E-commerce Territory 52