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[…]
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?[…]
“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)[…]
We’re launching the 12k sales activity challenge this month to raise awareness for “Blame-Itus“, a chronic pain in tech companies when a Rep will blame someone other than themselves for sales failure. Think of it like a 12K run – you have to have motivation, perseverance, and perhaps equally important access to technology to achieveRead more about the 12k sales activity challenge[…]
Sales Engagement Benchmarking – it’s time! Is 287 “sales activities” to generate a meeting good? Is a 1% opt out rate good? Is 38% open rate good? Do the KPIs vary by industry? by lead source? by Rep? Yes, yes they do. My good friend Trish Bertuzzi at the Bridge Group will tell you that!Read more about it’s time for benchmarking in sales engagement[…]
Imagine if you were responsible for hiring a nurse to work at your hospital. Would you go out and try to recruit a bunch of Doctors to be the Nurse? ANSWER: I DOUBT IT! Now imagine you are building a team of Sales Development Representatives. Should you go out and hire “future sales people” to beRead more about Sales Hack #28: Hire Sales Development Reps (SDRs) to BE SDRs, not future AEs![…]
To order Sales Hack, click here. SalesHack, The Book, containing Sales Hacks from 25 of the world’s best sales authors and speakers, will be available at one of two events in San Francisco during SalesForce Dreamforce (September 14th through September 18th). In addition to SalesHack, a limited edition copy of Zero Time Selling, by Andy Paul,Read more about Sales Hack #26: Sales Hack, The Book, Available at Dreamforce 2015![…]
Imagine that you are a “mid-market” or “enterprise” company, with 40 Sales Development Reps who are responsible for generating leads for sales. On average, the “SDR team” generate between 20 – 30 meetings/month. Peeling back the data, you discover that over 70% of the meetings come from INBOUND marketing leads, and a mere 30% ofRead more about Sales Hack #21: The InstantResponse Hack[…]
As Sales Development becomes it’s own department in hundreds of corporations this year, multiplication is the key to setting and measuring the KPIs (and overall productivity if the sales team). Check out this Forbes article about this topic. As Craig Rosenberg (twitter: @funnelholic) posted at the end of 2014, 2015 is the year of “TheRead more about Sales Hack #19: The Multiplication Hack[…]
