Beware Complexity Bias: Stop Overcomplicating Your Sales Process

Complexity bias — our tendency to value complexity over simplicity — is part of being human. But this natural leaning causes significant headaches and roadblocks when it bleeds into the sales world. Let’s talk about how to spot overcomplication in your sales process and what to do about it. Complexity bias vs. Occam’s razor I’ll start by explaining...

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I See You: How to Elevate Women of Color on Your Sales Team

I know what it’s like to feel invisible at work. I experienced it at every stage of my corporate career, and I thought things might change when I entered the C-suite. I was wrong. I thought things might change when I entered the C-suite. I was wrong. Three Black women worked on the executive floor — two administrative assistants and me, the only...

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Four Digital Selling Secrets Your Prospects Wish You Knew: Insights from Gartner

A recent study by Gartner revealed that 43% of all buyers prefer a rep-free experience in their buying journey. What does that mean for you and your team? In this replay, we spill the tea on what sales leaders can do to empower their teams to succeed in this new digital selling landscape. Guests: Mukesh Mirchandani – VP Global Solution Engineering...

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How to Get First Your Sales Job Right Out of College

When I graduated college, I applied to hundreds of sales jobs with no luck. You’re probably thinking I was missing qualifications, right? False. I served as a Sergeant in the Marine Corps, played D2 college baseball, worked as a personal trainer, and graduated with cum laude honors with a degree in cellular, molecular, and developmental biology with...

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7 Uncommon Sales Practices Buyers Love & Sellers Need in 2023

‘Tis the season for reflections and resolutions. Selling more, earning more, and one-upping your 2022 self. Which means most sellers are focused on getting better and setting goals like: A pipeline that’s 3X bigger… And adds an extra zero to my commission… While working 10 hours less each week. It’s a classic mindset. Multiply, add, and subtract...

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New Research: The State of the Sales Tech Stack in 2023

How many sales tools did you consider in 2022? How many did you buy? It’s difficult to know if any given tool is worth investing in, let alone which platforms will actually power your teams to create and close revenue more efficiently and effectively. That’s why we asked more than 1,000 Sales Hacker community members about their experience with...

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A Sales Leader’s Guide to a Killer SKO

A Sales Kickoff is a massive commitment of time, energy, and resources. But too often, SKOs give a temporary boost to morale and little else. The success of an SKO comes down to preparation. If you come prepared with data-driven insights, a clean CRM, excellent reporting, and a well-crafted agenda, you won’t just improve morale—you’ll lay the foundation...

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Live Virtual Roundtable: The New Era of B2B Sales

You may have already started to feel the earth move under your feet… We know you’re feeling it too… inbound pipeline is slowing all while business support teams are spread thinner than ever before. It’s clear, the rules for surviving (and thriving) in this new era are different. We as revenue and go-to-market leaders must adapt. If you boil it down,...

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SMB, Mid-Market, or Enterprise Sales: Which Is Right for You?

My first day in B2B sales, I onboarded with an account executive who was part of my new company’s enterprise sales team. Confession: I had no clue what he meant by “enterprise.” With my college drop-out education, I’m sure my mind was thinking Star Trek or rental cars. I had no clue what he meant by “enterprise.” Instead of tipping him off to...

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RECHARGE: Live AMA with Manny Medina

Let’s kick off 2023 with something truly special. In this replay, we’ve given out Community awards with Outreach CEO, Manny Medina… Who has also agreed to share: An “Ask Me Anything” Session with Outreach CEO, Manny Medina Manny’s New Year’s Resolutions Awards: Sales Hacker’s Best of 2022 An Inside Look at Where Sales Hacker is Going in 2023...

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