SalesHack Blog

Hacking sales to the next level of professionalism and performance

Sales Hack #28: Hire Sales Development Reps (SDRs) to BE SDRs, not future AEs!

Sales Hack #28: Hire Sales Development Reps (SDRs) to BE SDRs, not future AEs!

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![…]

Sales Hack #26: Sales Hack, The Book, Available at Dreamforce 2015!

Sales Hack #26: Sales Hack, The Book, Available at Dreamforce 2015!

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![…]

Sales Hack #24: The Last Shall Be First Hack

Sales Hack #24: The Last Shall Be First Hack

When a lead comes in to the top of the funnel, who typically calls that lead? ANSWER: For most B2B sales organizations today, it’s a Sales Development Representative (SDR). WHY: Because often sales leaders, and executives of companies are busy people. WHAT IS THE RESULT OF THIS SITUATION: SDRs are typically millenials who just graduated fromRead more about Sales Hack #24: The Last Shall Be First Hack[…]

Sales Hack #7 1/2: How I hacked Dreamforce 2014 (#DF14)

Sales Hack #7 1/2: How I hacked Dreamforce 2014 (#DF14)

Although this isn’t THE $1M Hackathon we’re talking about… It’s the $187,500 Sales Hack #7 1/2!   In 2013, ConnectAndSell invested $187,500 in the Dreamforce extravaganza, and what did they get for it? ANSWER: Several mid to low level managers asking for a demo, a lot of frustrated man hours wasted on NOPO buyers (no power,Read more about Sales Hack #7 1/2: How I hacked Dreamforce 2014 (#DF14)[…]

Sales Hack #4: Bring quality to the top of the funnel

Sales Hack #4: Bring quality to the top of the funnel

Manufacturing learned decades ago that the best way to impact quality, was to bring quality to the front of the process. Errors upstream lead to defects downstream. So why in the world has sales not learned from this? Sales Leaders all over the world hire entry level college graduates to have initial conversations with prospects,Read more about Sales Hack #4: Bring quality to the top of the funnel[…]

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