Sales Hacker

JANUARY 14, 2022

Sales leaders often label high-performing sales reps as having the “it factor.” But believe it or not, the “it factor” in sellers is a myth and one that’s been embraced for far too long by sales leaders. The reality for many organizations is—top performers thrive and the rest of the team is left behind.

Underperforming Technical Team 98

Underperforming Technical Team Sales Enablement Construction Forecasting 98

Sales Hacker

JULY 21, 2021

“We’re looking for a strategic rockstar sales rep who knows how to leverage and optimize our customers’ digital transformation to really move the needle!”. There are sales buzzwords that we love and some that we really hate. But that doesn’t mean they’re all bad. RevOps helps achieve sales and marketing alignment”.

Sales Hiring 125

Sales Hiring Underperforming Technical Team Sales Sales Enablement 125

Sales Hacker

SEPTEMBER 13, 2021

” It remains distressing if teams continue with this knowledge and run the same marketing activities over and over again. The ICT products for marketing automation are much more mature and developed with the marketing process in mind. In this situation, there’s much better cooperation between sales and marketing.

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Underperforming Technical Team Marketing Sales Finance 93

Sales Hacker

MAY 27, 2021

That means thinking of the sales team as remote-at-heart, not remote-by-default. Running a sales team without face-to-face communication. Remember the sales floor when it existed in physical reality? That means that communication in your team has been slashed to the bare minimum. Reimagined sales coaching.

Underperforming Technical Team 111

Underperforming Technical Team Sales Software Review Technical Review 111

Sales Hacker

AUGUST 12, 2021

Deal disasters you’ll want your team to avoid. Let’s have a look at what you can do to prepare and empower your team to avoid them so you can start beating that quota. Do your sales reps know who they’re supposed to be targeting? So how can your team identify those decision-makers? How to prep and empower your team.

Scale 119

Scale Technical Review Sales Underperforming Technical Team 119

Sales Hacker

SEPTEMBER 15, 2022

In these challenging economic times, business as usual has been anything but – and like many sectors, B2B sales is in the midst of transition. A recent survey of B2B sales professionals commissioned by my company, Lusha, sheds light on the extent to which this critical industry is in a state of flux. 33% had poor sales demos.

Scale 96

Scale Technical Review Development Team Review Underperforming Technical Team 96

Intercom, Inc.

JULY 28, 2022

And for Intercom’s VP of Sales EMEA, Sanj Bhayro , scaling is just what you need to invest in to ensure growth becomes as constant and linear as it can be. Sanj has plenty of experience scaling sales teams at growing businesses, and that’s precisely why, as of November of last year, he‘s overseeing EMEA sales at Intercom.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

Sales Hacker

NOVEMBER 22, 2017

In sales, sellers who cite convoluted reasons to explain poor performance, rather than proactively doing something about it often remain — unsurprisingly — at the bottom of the success ladder. There certainly are a lot of things in sales that make life a tad more difficult. Our marketing team sucks. Our old CRM sucks.

Underperforming Technical Team 86

Underperforming Technical Team Sales CTO Coach New CTO 86

Sales Hacker

OCTOBER 22, 2018

In fact, with so many variables involved in a deal—from unique buyer objectives, to your timing in a deal relative to your competitors— building playbooks for your sales teams is more like writing a “ Choose Your Own Adventure ” novel. In sales, it’s not much different. No guarantees there.

Sales Hiring 98

Sales Hiring Sales Sales Enablement Underperforming Technical Team 98

Sales Hacker

OCTOBER 22, 2017

Modern sales teams need competent professionals with a variety of talents, skills and abilities. But in a hyper changing landscap e, which are the most crucial sales skills and traits that reps must possess (or develop) in order to exceed targets and deliver consistent sales success?

Underperforming Technical Team 102

Underperforming Technical Team Outsourced Development Development Social Media 102

Sales Enablement, SaaS and Growth

MARCH 23, 2020

Companies which don’t use mental models risk unleashing mayhem with poor choices or becoming bloated and bureaucratic by reducing the volume and speed at which decisions are made - both scenarios are undesirable and will impact growth. Strategy - annually changes. MSPOT stands for: Mission - rarely changes.

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Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

Sales Hacker

MAY 24, 2021

Whether you’re sales or marketing, putting out content is a never-ending task, a mountain with no peak. It teaches you exactly how to thread a story through your brand and how both sales and marketing can be part of that process. While the way they get there might be different, the goals of each team are ultimately the same.

Marketing 71

Marketing Sales Underperforming Technical Team Social Media 71

Sales Hacker

SEPTEMBER 28, 2021

One of the most rewarding activities as a sales leader is coaching your reps and seeing them excel. Unfortunately, most sales managers receive little training in how to effectively coach their sales reps or guide them towards success. What is (and isn’t) sales coaching? Sales coaching framework for better coaching 1:1s.

Underperforming Technical Team 65

Underperforming Technical Team Systems Review Software Review Sales Enablement 65

Sales Hacker

MARCH 27, 2018

Every business runs like a B2B sales prospecting operation. You head out to a territory (market) where you can mine (generate) something valuable, then sift (qualify) good finds from the bad. For B2B organizations, customers now represent the new gold to be desired and the sales team’s pipeline the new gold mine to be developed.

B2B 87

B2B Strategy Sales Underperforming Technical Team 87

Sales Hacker

DECEMBER 28, 2018

Here’s a recap of the best sales articles from 2018 from Sales Hacker! With 2019 is right on the horizon, I’m taking this as an opportunity to look back at the kickass year we had at Sales Hacker. for making Sales Hacker what it is. The 18 best sales articles of 2018 from Sales Hacker. More on that later…).

Sales Hiring 96

Sales Hiring Sales Underperforming Technical Team B2B 96

Andreessen Horowitz

OCTOBER 16, 2023

One of the toughest challenges for founders — and especially technical founders who are used to focusing so much on product features over sales — is striking “product-market fit”. So in that shift from product-market fit to product-market-SALES fit, how much should you optimize your go-to-market for product… and even the other way around?

Product Marketing 80

Product Marketing Scale Sales Hiring Sales Recruiting 80

Sales Hacker

NOVEMBER 26, 2019

The Sales Hacker Success Summit will be here before you know it! WHAT : Five exciting days of advanced sales training and tips from some of the biggest names in Sales. Sales Hacker Success Summit: Level Up for 2020. So, start clearing your schedule, and get ready for the best week of your sales career! COST : Nada.

Sales 103

Sales Underperforming Technical Team B2B Technical Review 103

Intercom, Inc.

JUNE 21, 2018

Whether you’re at an early-stage startup that’s just made its first sales hires, or part of a fast-moving sales team in a large organization, the key to success often comes down to efficiency. That means your focus should be on building the right customer profile and developing precise messaging to reach them.

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Sales Hiring Scale Sales Recruiting Technical Advisors 183

Sales Hacker

OCTOBER 5, 2018

Sales onboarding – every company does it, but few do it as well as they’d like. According to a report from The Sales Management Association, 62% of companies consider themselves to be ineffective at onboarding. Taking a Page from Agile Software Development. This need for speed gave way to agile development methods.

Onboarding 81

Onboarding Sales Hiring Underperforming Technical Team Sales 81

SaaStr

DECEMBER 3, 2020

403: Sam Taylor is the VP of Sales and Success @ Loom, the startup that helps you get your message across by making it easy to record instantly shareable videos. As for Sam, prior to Loom, Sam spent over 4 years at Salesforce following their acquisition of Quip, a startup Salesforce acquired for $750M where Sam was also the 1st sales leader.

Scale 175

Scale Sales Hiring Sales Recruiting Sales 175

Sales Enablement, SaaS and Growth

AUGUST 28, 2018

One of the questions I get asked most frequently is around building a sales enablement strategy and what that might look like. While each company, context and industry is different, I believe that there are some fundamentals that should form the blueprint of any sales enablement strategy.

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Sales Enablement Scale Strategy Underperforming Technical Team 122

Sales Hacker

DECEMBER 3, 2020

Sales is a relatively high stress profession, with a fair amount (read: lots) of positive and negative swings. Knowing how to deal with conflict in the workplace is a necessary skill every sales professional should master. Knowing how to deal with conflict in the workplace is a necessary skill every sales professional should master.

Sales 79

Sales Compensation Underperforming Technical Team Communication 79

Sales Hacker

FEBRUARY 1, 2021

Subscribe to the Sales Hacker Podcast. Lessons learned from nine months in enterprise sales [10:18]. Cold outreach strategies that generate engagement [18:02]. Sam Jacobs: This week on the show, we want to put a spotlight on account executives, people like you that are in the trenches making sales. We’re on iTunes.

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Underperforming Technical Team Scale Sales Hiring Systems Review 68

Sales Hacker

SEPTEMBER 16, 2019

One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales. They seem to be completely at odds, with one focused on clients with a high acquisition cost and high ACV (annual account value), the other focused on a high sales velocity. Hiring guide.

Sales Hiring 81

Sales Hiring Scale Sales Recruiting Payment Methods 81

Sales Enablement, SaaS and Growth

SEPTEMBER 17, 2019

2019 is shaping up to be another fine year for those working in and around sales enablement. We’re seeing larger numbers of people work in the industry, more companies investing in sales enablement teams and numerous tools being developed to solve sales enablement challenges.

Sales Enablement 189

Sales Enablement Sales Hiring Sales Telecommunications 189

Sales Hacker

JULY 15, 2022

When working with customers to build the foundation of their prospecting strategy , I often recommend starting at a high level to see how each workflow is interconnected. In this context, the “journey map” is a visualization for the Outreach workflows your team will use to move prospects through the funnel. Workflow plays. Next steps.

Underperforming Technical Team 86

Underperforming Technical Team Sales Strategy Engagement 86

Sales Hacker

JULY 3, 2018

We’ve been compiling this sales automation tools list for a while, trying to figure out the best way to get the information out there. There are a number of existing resources available on sales automation, but they don’t offer use cases and examples of how to put the tools to action. What Is Sales Automation?

Scale 65

Scale Outsourcing Services Sales Recruiting Outsourced Development 65

SaaStr

NOVEMBER 16, 2020

What does it take to scale a sales team successfully? Should one hire sales reps 2×2? How does Andy think about hiring sales reps from adjacent companies and industries? How does Andy think about minimizing and optimising sales ramp times? Andy MacMillan: I started my career in tech actually as a developer.

Sales Hiring 203

Sales Hiring Scale Leadership Sales Enablement 203

Intercom, Inc.

JULY 29, 2021

And so, Mark Rudden and his team had to figure it all out by themselves. Fortunately, Mark had quite a bit of experience working and scaling teams in demanding, hypergrowth environments. In fact, in some form or another, he’s been working in sales for most of his career. The journey to sales is a bit of a random one.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

CustomerSuccessBox

DECEMBER 13, 2021

A best practice that our onboarding team has implemented is to map out the process step by step in an activity diagram. ” Those packages included implementation timelines, cost differences, and deliverables, and we set them up as options in the sales opportunity management system (and CPQ platform). Pre-sales / Post Sales).

Onboarding 52

Onboarding Scale Underperforming Technical Team Systems Review 52

Sales Hacker

JANUARY 11, 2018

At first glance, project managers and sales professionals don’t seem to have much in common. Budget-conscious, time-crazed and snoopier-than-normal, the stereotypical project manager seems, at most, a very distant cousin of the freewheeling, outgoing and glib sales practitioner. What You Get When Sales Is Managed Like A Project.

Management 97

Management Underperforming Technical Team Social Media Benchmarks 97

OpenView Labs

JULY 8, 2019

The situation was this: our engineering team was constantly innovating and adding new functionality. My job, once the bad feedback started coming in, was to figure out what the less vocal customers were thinking and propose a plan to move forward. Big-picture Pricing Strategies – Good Ideas that Work for Everyone.

Pricing 61

Pricing Sales Hiring Underperforming Technical Team SaaS 61

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Have been recommended by sales professionals. Here’s how you can find the sales books that are most relevant to you. Here they are… The 97 Best Sales Books in 2020.

Scale 141

Scale Sales Hiring Sales Recruiting Payment Methods 141

Sales Hacker

MAY 8, 2018

On this episode of the Sales Hacker podcast, we talk with Marc Jacobs , SVP of Sales and Customer Success at CB Insights about the secret to incredible sales management and building a sales coaching culture. Building a professional development program resulting in high quota attainment for SDRs turned Account Executives.

Sales Hiring 43

Sales Hiring Scale Management Sales 43

Sales Hacker

OCTOBER 23, 2019

Can we all agree that by virtue of its targeted nature, sales is a pressure cooker of a job ? Right from the off, there are some fundamentals deeply rooted within the majority of sales professionals’ minds: I must hit target. Well, think back to your first year in sales. Failed to establish trust with your support team.

Underperforming Technical Team 45

Underperforming Technical Team Construction Development B2B 45

Sales Hacker

APRIL 10, 2023

Too often, I see sales teams thinking of their “ sales process ” as a set of stages in their pipeline and maybe a bunch of fields to complete at each stage. We were weak on some key functionality areas where the winning vendor was strong. Bad news from left field There was a change in company direction. It happens.

Technical Review 90

Technical Review Development Team Review Underperforming Technical Team Systems Review 90

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. Never believe that doubting yourself is a bad thing. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. What is one a-ha moment you’ve had in your sales career? Anything less is failure.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130