Sales Hacker

DECEMBER 14, 2022

And this is why your sales meetings suck. I’m Mayte Vera, operations manager at TigerLRM, and I leverage my experience in sales enablement management to help users focus on strategic approaches to sales enablement practices and how to define and implement successful sales processes. Empowered sales meetings (that don’t suck).

Meeting 91

Meeting Cross-sell Technique Education 91

Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. I am concerned about the subjects being curated for sales and sales leadership professionals. I counted emails from only the last 24 hours, and only that one category, and there were nineteen of them!

GTM 81

GTM Sales Manufacturing Lead generation 81

SaaStr

MAY 25, 2020

I recently put out a call on Twitter and LinkedIn on folks’ top tip to take friction out of their sales processes. I put together an excerpt video here of a few of my thoughts … but even better, we got great #1 top ideas from everyone from the GM of Shopify Plus to the CRO at Brex. “Simplicity. . “Simplicity.

Closing 135

Closing Process Contract Price 135

SaaStr

OCTOBER 19, 2021

I guess in some ways SaaStr is a digest of mistakes we all make in recurring revenue businesses, how to avoid them, or at least, make fewer. My point is just this: I know your SaaS product is wonderful. So … Focus on “High Affinity” prospects and customers. But the 6,000,000 or so businesses in the U.S.

Product 106

Product CRM Closing Prospecting 106

Partners in Excellence

SEPTEMBER 13, 2021

95% of our prospecting is just wasted time, so just stop it! “Dave, I’d like to tell you about our products… ” You follow those with phone calls, that’s much more time consuming, even if you have an intelligent dialing system that only connects you to the few people that pick up the phone.

Prospecting 98

Prospecting Referrals Follow-up Product 98

Salesforce

SEPTEMBER 19, 2023

Since all of us in sales are goal-oriented, I’ll give sales managers a concrete goal: Your reps should look back on your QBRs, quarter after quarter, and say, “Those were the toughest meetings of my life, but I sold more and earned more because of them.” What could I have done differently — and when — to turn around losses?

Territory 59

Territory Pipeline Trust Quota 59

Gong.io

APRIL 22, 2022

If I had a dollar for every terrible cold email I’ve received in my business career, well, let’s just say I would not be writing this article now. But cold emails don’t have to suck. Cold Email Example #1: It’s not about you (it’s about the prospect). Often they are automated. Cold emails. In this case, you can.

Prospecting 125

Prospecting Follow-up Inside sales Clients 125

Partners in Excellence

OCTOBER 5, 2022

I recognize that I’m jumping around in my continued series on “Things we thought we understood about selling, but really don’t.” Normally, I do everything I can to ignore these, but in talking to clients, I realize how misunderstood these are, and how poorly we leverage the RFP process.

Construction 52

Construction Process Sell Price 52

The 5% Institute

FEBRUARY 22, 2022

You can only start selling once you have followed the sales process , and both you and your prospect know that your product or service is a need. However, I do like using the word open when speaking with your potential clients, and I’ll show you why. Related article: Why Most Sales Scripts Suck (And What You Should Do Instead).

Cold Call 144

Cold Call Pitch Sales Clients 144

Adaptive Business Services

JUNE 8, 2022

Set aside time each day to prospect – Not doing so is the most common reason behind the commission roller coaster. Don’t respond to RFPs – RFPs, unless you wrote them, generally suck. I used to say it depended on where you were listed in the phone book. I hate ties as much as you do. I might simply ask. “I

Prospecting 71

Prospecting Appointment Referrals Cold Call 71

Partners in Excellence

AUGUST 1, 2022

In our prospecting and discovery calls, we focus on their need for a solution–our solution. I know my golf swing sucks, but I don’t know how badly, I don’t know the issues I should be looking at to even understand why it is so bad. ” “How do I fix this?”

Process 81

Process Follow-up Up-sell Start-ups 81

SaaStr

JANUARY 11, 2022

It sucks up days at a time. And I said do it. All of his prospects. Events and trade shows. They’re back, but they’re expensive. You don’t get enough booth traffic. The folks that do come by are too junior. The air is convention-center nasty. How can it be worth it? How could that make any sense?

Tradeshows 132

Tradeshows Meeting Pipeline Contact 132

Hubspot

AUGUST 14, 2023

So when they're presenting to a prospect, they hastily speed through the support slide in their presentation deck. Prospects can pick up on lapses in confidence like that, and those moments — those quick gaps in assurance, authority, and assertiveness — allow value leaks to come to the surface.

Closing 88

Closing Hospitality Negotiate Price 88

Understanding the Sales Force

JUNE 4, 2014

I thought it would be helpful to expand on item #5, Persistence, because selling requires more persistence than ever before. Just 3 years ago , when I wrote this article about the subject, it was 8 attempts and I thought that was high. Most of the focus on persistence is related to contacting new prospects. Think again.

Territory 107

Territory Sales Contact Prospecting 107

The 5% Institute

AUGUST 8, 2021

You can only start selling once you have followed the sales process , and both you and your prospect know that your product or service is a need. However, I do like using the word open when speaking with your potential clients, and I’ll show you why. Related article: Why Most Sales Scripts Suck (And What You Should Do Instead).

Cold Call 145

Cold Call B2B Technique Pitch 145

The 5% Institute

AUGUST 3, 2021

You can only start selling once you have followed the sales process , and both you and your prospect know that your product or service is a need. However, I do like using the word open when speaking with your potential clients, and I’ll show you why. Related article: Why Most Sales Scripts Suck (And What You Should Do Instead).

Cold Call 145

Cold Call Technique Pitch Sales 145

Sales Hacker

NOVEMBER 7, 2022

And I get it. And rejection sucks. You’re asking for me to part with a resource I deem to be valuable. Show your prospects that you get where they’re coming from and what they’re dealing with as a way to help justify what you’re asking them for — whether it’s time or it’s money. But have you ever asked yourself WHY?

Cold Call 68

Cold Call Appointment Contract Clients 68

Partners in Excellence

FEBRUARY 26, 2020

Someone tried to suck me into a LinkedIn discussion on cold calling today. The article declaring cold calling dead was written by a colleague I deeply respect, and I have no disagreement with the points in her article. Thankfully, I chose not to dive into this masturbatory debate.

Cold Call 112

Cold Call Prospecting High impact Pitch 112

A Sales Guy

SEPTEMBER 22, 2016

As more and more people abandon the phone, email has become our go-to communication tool, yet most sales people suck at emails and so do their marketing department. Those are NOT odds I’d want to live or die by. When we know something our prospects don’t, they become curious. responses for every 100 emails you send.

Prospecting 122

Prospecting Presentation Cold Call Meeting 122

Understanding the Sales Force

JANUARY 22, 2015

This week I received a cold call from one of the worst salespeople ever. I get to see the Sales DNA and Sales Competencies of more bad salespeople than anyone on the planet so I know bad when I see it or hear it. 74% of all salespeople still suck and I get to see just how bad they suck.

Cold Call 102

Cold Call Lead generation Prospecting Closing 102

Sales Hacker

APRIL 28, 2020

If you want to use these to try and better connect with your prospects , that’s great. When I get an email that opens with, “ COVID is a difficult time for most businesses, ” that feels like sympathy to me. But I don’t feel that they truly understand me and my problems. Of course, empathy has never been a bad thing. Why Empathy?

Cold Call 123

Cold Call Sales Trust Prospecting 123

Lead Fuze

AUGUST 8, 2021

Before I tell you anything more, let’s first talk about the difference of cold email vs cold call. Both of these “cold” sales techniques have one common factor: they are both used to initiate interactions with prospective clients. 24% of cold emails are checked out by prospects. Times were tough.

Cold Call 98

Cold Call Lead generation Contact Represent 98

Gong.io

JULY 5, 2022

A B2B sales funnel is a stage-by-stage model that depicts how B2B prospects move through the buying process. B2B sales teams use the funnel model to determine how best to engage with a given prospective customer, and to understand what types of questions to ask and information to provide in order to progress that buyer through the funnel.

B2B 133

B2B Pipeline Represent Sales 133

Understanding the Sales Force

MAY 23, 2017

True if you suck at it. Back in the 20th century, when I first started cold calling, I hated it so much that I vowed to become so good at it that I could reach my new appointment goal in an hour instead of the 6 hours it was taking each day. Cold calling doesn't work. Cold calling is a waste of time.

Cold Call 92

Cold Call Prospecting Meeting Appointment 92

Adaptive Business Services

MARCH 31, 2021

How can I manage my salespeople without my reports!?” News flash!” , says I. I know because I have tried these methods myself. I spent most of my life as a sales manager asking my salespeople for reports that … I rarely read. I should have been more of a teacher and less of a manager. Sacrilege! ”

CRM 90

CRM Referrals Contact Pipeline 90

A Sales Guy

SEPTEMBER 22, 2016

As more and more people abandon the phone, email has become our go-to communication tool, yet most sales people suck at emails and so do their marketing department. Those are NOT odds I’d want to live or die by. When we know something our prospects don’t, they become curious. responses for every 100 emails you send.

Prospecting 115

Prospecting Presentation Meeting Sales 115

Sales Hacker

MAY 22, 2020

Looking for a prospecting email template you can easily personalize and that works for almost any situation? That’s key, because as you and I both know, if you’re sending a prospecting email to just one prospect, you might be able to write an email so personal that the recipient may mistake you for a childhood friend.

Prospecting 110

Prospecting Sales Drivers/motivators Follow-up 110

A Sales Guy

FEBRUARY 24, 2015

Today I’m droppin’ a guest post from my boy and Chief Sales Office over at Hubspot, Mark Roberge. I say that qualifies him on teaching the rest of us how to grow revenue. I love this post ’cause we make too many assumptions with inbound leads. Actually, the leads do not suck. It is a great trend.

Sell 126

Sell Pitch Cross-sell Cold Call 126

Partners in Excellence

OCTOBER 28, 2019

As usual, I got embroiled in a LinkedIn conversation on selling. What sucked me in was the preponderance of opinions around what we must do “to the customers,” rather than with them. Customers and prospects are the subjects and objects upon which we do things to. Selling is something we do to someone.

Sell 60

Sell Customers Pitch Prospecting 60

A Sales Guy

DECEMBER 1, 2016

Most content sucks. Yup, I said it. Good content should help your prospects do their job. The game has been elevated, and prospects expect more. To create content that improves your prospects and clients business consider the following types of when creating your ebooks, webinars, etc.; Yes, I said wrong.

Manufacturing 117

Manufacturing Drivers/motivators Gaming Prospecting 117

Partners in Excellence

JANUARY 21, 2022

Apparently, I stuck my foot into my mouth, but I’m getting use to the taste of shoe leather. I was reading a LinkedIn article on “Cold Calling… ” I’m beginning to think articles or surveys about cold calling happen when you don’t have anything else to talk about.

Cold Call 93

Cold Call High impact Prospecting Conversion 93

The Sales Hunter

OCTOBER 29, 2013

We’ve all had situations where out of nowhere a prospect emerges. In fact, the prospect contacted you first. New salespeople fall for this all the time and, surprisingly, even veteran salespeople get sucked into this deadly game. I refer to it as a deadly game because it winds up doing two things.

Price 103

Price Trust Customers Negotiate 103

A Sales Guy

APRIL 7, 2015

We’ve been indoctrinated by this hollow concept we call professionalism, and it’s sucking the life out of us. I’m not talking just about traditional B2B selling either. I see people being “professional” lose every day. I see it all the time on sales calls too. Passion is critical to selling.

Presentation 133

Presentation Cold Call Sales Clients 133

Sales Hacker

NOVEMBER 22, 2017

Yes, some of your product features suck. Yes, prospects can be frustratingly unresponsive. Top 10 Sales Excuses You Need to Stop Making in 2018: We can’t find qualified prospects. Our marketing team sucks. We Can’t Find Qualified Prospects. Our old CRM sucks. Yes, competition is almost always brutal.

Cold Call 87

Cold Call Quota Technique Pipeline 87

SaaStr

DECEMBER 29, 2023

By the second half of 2024, he believes people who want liquidity or think it’s time will suck it up. Catch up on the first half here if you missed it. In part two we head into IPO waters, how to incorporate AI into your products, the best way to drive employee performance, pricing models, and much more. The market wants it.

Customers 91

Customers Price Growth Construction 91

Closer's Coffee

MAY 6, 2019

I was at my favorite restaurant last week and the time it took to get seated was twice as long as on my previous visit. I have seen sales lost that were seemingly won just days earlier because some variable changed during those extra days. Early in my career, I was working with a client to make a sale of some specialized equipment.

Sales 92

Sales Clients Prospecting Up-sell 92

SaaStr

FEBRUARY 22, 2021

If I had 1 mentor, just 1, Who said: If you are at $10m ARR, Growing 100%, With 150% net revenue retention, With 80% viral and free lead acquisiton, And 50+ NPS, Then, You have already build a unicorn-in-waiting. If i'd had just 1. This CXO asked me if I could help him find a few good advisors to help them on the revenue side.

Meeting 141

Meeting Consult Prospecting Customers 141