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[…]
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[…]
“It’s not a memo, it’s a mission statement” Jerry Maguire, 1996. “A life is not worth living if you are sleepwalking through it. Because that is what feels like death. That is what causes athletes to, out of despair, get drunk and wrap their cars around a pole. Or lash out at someone they love.Read more about it’s not a memo, it’s the future of sales[…]
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![…]
Today (October 12, 2015) I was asked by The Corporate Executive Board (CEB) to join the CEB Sales & Marketing Summit next week in Vegas. I was originally invited by CEB to attend a private event for 25 or so sales authors & speakers and turned out, I would be in Alaska fishing with my DadRead more about Sales Hack #27: Sales Hack Sells 1,000 Copies![…]
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[…]
How often have you attended a Sales Kick-Off (SKO) and found that altough it’ was “fun” for everyone to hang out, but didn’t really produce the results that you are looking for – increased sales. When talking about this topic just this morning, one of the Sales Reps said, “why not do a sales kick-off next year?”Read more about Sales Hack #17: The SKO Hack[…]
You’ve been in sales for a while and it’s likely that the difference between an amazing quarter and an average or below average quarter is 1-2 big deals. The Two Year Booking Hack may be just what you’ve been looking for. How does it work: 1) Get the client to agree to the one yearRead more about Sales Hack #16: The Two Year Booking Hack[…]
Ok, so this one isn’t really a “hack”, it’s just common business sense! The “Hack”: #1 Join the AA-ISP at www.aa-isp.org #2 Volunteer to help your local chapter as Chapter President or offer to help with driving attendance, or anything that the local chapter needs #3 Every week when the AA-ISP sends out new memberRead more about Sales Hack #15: The AA-ISP Hack[…]
