Sales Hacker

JANUARY 23, 2023

It’s more thrilling to come up with conspiracy theories for why cryptids exist than to admit that even with all our digital cameras and technologies, we still don’t have a Bigfoot selfie. That’s a fantastic statistic — but you can’t work those odds if you aren’t picking up the phone. Set up another phone call?

Process 79

Process Cold Call Intrinsic Entertainment 79

Gong.io

JANUARY 13, 2020

I focus on the intrinsic characteristics. If you’re scaling a big org, to take the time to teach somebody how to be curious to be successful in selling is not a great use of a manager’s time. It’s the thought that growth happens on the edges of your comfort zone. Selling a New Category . Hiring for Character.

Intrinsic 62

Intrinsic Growth Territory Up-sell 62

Sales Hacker

OCTOBER 26, 2021

I decided to move up to Denver, and focus on a sales career. I took the leap over into the channel side, where you’re selling through first and second tier distribution and learning how to sell through relationships. What are their intrinsic motivators? I knew within sales, you could build your own territories.

Process 98

Process Drivers/motivators Intrinsic Territory 98

Hubspot

DECEMBER 22, 2017

After three decades, how are you not beyond burnt out on selling, calling, and incessantly traveling across continents? ". Between finishing my latest book, meeting client commitments, and publishing blog articles, I've had moments of near-implosion this year. People ask, " Tony, how do you consistently 15+ hours every day?

Intrinsic 83

Intrinsic Consult Follow-up Networking 83

The Lost Book of Sales

FEBRUARY 1, 2021

Charlie himself achieved a stable 15-20% compound returns with his partner Warren Buffett at Berkshire Hathaway, and he definitely is an authority to look up to if you're interested in a sound investment philosophy. At best, they are merely the beginning of a proper calculation of intrinsic valuation, not the end.

Intrinsic 105

Intrinsic Price Construction Government 105

Sales Hacker

AUGUST 12, 2020

The system you set up becomes even more important once you begin doing outreach at scale, but I’ll go over that more later. Imagine I am selling you an amphibious vehicle. We neglected to figure out — in advance or in discovery — if what we are selling is relevant or timely to the prospect. Can we meet on Tuesday or Thursday?

Assembly Line 110

Assembly Line Intrinsic Prospecting Pitch 110

SBI

AUGUST 10, 2021

Sales technologies supporting virtual selling and the shift to hybrid work offer new capabilities for sales teams to engage today’s digital-first buyers. Ask yourself these questions: Are you meeting all of your sales goals? Adapting Sales Enablement for Virtual Selling. The good news is that there are more options than ever.

Intrinsic 34

Intrinsic Sales Technology Technology 34

ConversionXL

JUNE 26, 2017

Elite Camp 2017 had an enviable line-up of heavy hitters and rock stars. Websites selling different things are different and even if they sell the same products, their target audience might be different. So we want to come up with a bunch of radically different ideas & test them. Growth is never done.

UX 85

UX Cross-sell A/B testing Government 85

Salesforce

JANUARY 3, 2022

Predictable growth is the name of the game in the new year, and you need the right tools, tips, and techniques to make it happen. As our recent Sales Summit revealed, the old ways of selling — aggressive quotas, in-person sales calls, nagging pipeline reviews — just don’t work anymore. Learn more: “Diversity Sells”.

Growth 98

Growth Quota Intrinsic Cross-sell 98

SaaStr

AUGUST 27, 2019

So all the way from founder led sales to growth stage sales. Jessica Lin: Next up we have Michaela Lairs, senior director of finance at Movable Ink, a digital marketing platform, and also a veteran of top enterprise startups in New York City. So next up an early sales team. Get into the weeds, define that metric.

Territory 52

Territory Contract Cross-sell Drivers/motivators 52

SaaStr

APRIL 10, 2020

What can one do from a structural perspective to set them up for success when moving to remote? Bhavin Shah: So I grew up in Silicon Valley here in the Bay Area, and my parents immigrated in the late ’60s, was exposed to technology from a very early age. Where do many make mistakes here? Where do so many go wrong here?

Start-ups 72

Start-ups Product Customers Entertainment 72

Hubspot

DECEMBER 4, 2023

Demand Forecasting vs. Sales Forecasting Demand forecasting and sales forecasting connect intrinsically, with a unified goal of helping businesses make informed decisions. First, you should predict how many units people will want to purchase, and then you’ll know what you should have on hand to meet that demand. Yes, absolutely.

Intrinsic 50

Intrinsic Sales Retail Pipeline 50

Salesforce

NOVEMBER 17, 2023

Buying and selling online is the norm these days, and AI is making it more efficient and personalized. Sell on social What is ecommerce? Ecommerce is all the online activity involved in the buying and selling of products and services. In the future of commerce , new channels will crop up. There are 2.6

B2C 59

B2C Minimum Viable Product Cross-sell Retail 59

A Sales Guy

AUGUST 28, 2017

My job was to sell chamber memberships to Denver area businesses. My job was to cold call businesses around the city to highlight the value of a chamber membership to their business and business growth. You wouldn’t make quota unless you made the calls and set up the meetings. It was 90% of the job.

CRM 125

CRM Sell Cold Call E-commerce 125

Sales Hacker

NOVEMBER 9, 2021

Conga’s expertise and comprehensive solution suite helps businesses meet customer needs while increasing agility to adapt to change. Then, of course, setting up our customers for success, the onboarding team and the customer success team, who also drive revenue. We did incredibly well, fast growth year over year.

Intrinsic 93

Intrinsic Drivers/motivators Quota Consult 93

Sales Hacker

APRIL 12, 2018

It’s cost their business four quarters of performance , employee morale, and a BDR team that’s hanging by a thread led by a shining star of a director of sales who is stepping up to the plate but stretched way too thin trying to hold it together. 1) Know Who You Need to Hire and Why (Heads Up, Many Struggle with This).

Intrinsic 54

Intrinsic Quota Sales Up-sell 54

Hubspot

JULY 30, 2018

Growing up, a few of my baseball coaches were some of the most ruthless and demanding people I’ve ever met. Since businesses actually have to make money, and not just win a few games, I was scared to mess up. It’s crucial that you sell your employees on the purpose of your vision before you expect them to execute it. Autocratic.

Extrinsic 77

Extrinsic Intrinsic Drivers/motivators Sports 77