Getting prospects on the phone is the most difficult task for any BDR team.  And even when you can engage with the Lead (via a direct dial or email) getting that first meeting in the calendar is ridiculously difficult. The “best case” situation is when your BDR team is ready to immediately follow-up with goodRead more about Sales Hack #107: Intelligent Scheduling Hack[…]

  Contributed by Chris Beall, CEO of ConnectAndSell I get asked this question a lot at conferences, usually by a sales development manager in the next seat as we listen to a tips and tricks presentation: “How long should it take to onboard an SDR?” My answer, usually given before I have the good senseRead more about SalesHack #105: Life on the Sales Development On-ramp[…]

This brass calendar tracker came from my Granfather’s office, and he received it from Mobil Oil, where he worked in Dallas, Texas for so many years in the human resources department. As I recall the activities of the day, one person that I interacted with said they could never achieve a bookings target unless certainRead more about SalesHack #109: Don’t Give Up Before You Start[…]

The power of your mindset. As salespeople, we all have many skills in our toolbelt that we use on a daily basis to be successful. Some rely on their strong communication skills over the phone and others find that face-to-face discussions are best. For me, and how I coach my teams, I bring it backRead more about SalesHack #108: How not why?[…]

This ConnectAndSell Jersey arrived today ahead of the Outreach + ConnectAndSell go-live for my sales team (going on now in the real-time)!  Seems appropriate to hang this on top of the quote from Muhammad Ali, “but the will must be stronger than the skill” because to move to 5X or 10X activity, you have to haveRead more about SalesHack BONUS Blog: Don’t Be a Weasel[…]

Jerry Goldman is one of the sales greats of SaaS who not only beat quota 26 quarters in a row, he also beat cancer, and is one of the most genuine people you will ever meet.  I had the pleasure of working with Jerry at WebEx in the early 2000’s.  At the time, I didn’tRead more about SalesHack #103: The Follow-Up Hack[…]

In a call camp with Steve Richard, CRO of ExecVision, and Jared Houghton, CEO of Ambition, we shared to the world what Rob Jeppsen, CEO of XVoyant, has known to be true all along, that “fortunes are made in the follow-ups”. Another truth about the follow-ups, highlighted in this call camp as the obligatory call,Read more about SalesHack: Fortunes Are Made In the Follow-Ups[…]

“How about a little illumination,” quote from the Broadway Musical Phantom of the Opera. “How about a little acceleration,” quote from Chad Burmeister, VP of Sales & Business Development at talentReef, and Co-Founder of SalesHack, LLC when he clicked the “Go Button” on 10/17/2017! On October 17th, 2017, my son’s 16th birthday, I ran theRead more about SalesHack #101: Mutli-Channel Sales Acceleration[…]

Marketing generates leads for salespeople.  Salespeople tend to treat all leads as equal, yet they are not. Sales generates lists of prospects, and tend to treat all contacts as equal, yet they are not. Enter Artificial Intelligence for Sellers or AIFS. AIFS 1.0 – “WLGTL” – Answers the question – what leads get the love!Read more about What is AIFS? (Artificial Intelligence For Sellers)[…]

Consider a sales professional who averages zero sales activities/day.  They don’t talk to anyone, they don’t send an email, they don’t connect on social media, they just show up to work and collect a paycheck. Now consider a sales professional who averages 50 sales activities/day (1,000 sales activities/month).  Sounds good right, wrong!  For the average sellerRead more about more activity, more meetings, period.[…]