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Become a Revenue Architect (and Level Up) With a Revenue Engine Framework

  Revenue Operations is at the forefront of a paradigm shift — to view the buyer’s journey as a seamless thread across multiple people, systems, and value propositions. This involves driving more new logo and renewal revenue, lowering customer acquisition cost, and increasing forecasting predictability. All while delighting customers along the way....

Guide Your Team to Successful Personalization at Scale with Technology

  Unfortunately, when the quantity of messages increases, the quality of the outreach often suffers. And in a post-COVID world where people are starved for human connections, CSOs need to ensure their need for speed doesn’t get in the way of personal, meaningful communication. So, how do you combine personalization and volume? The answer is...

How to Inspire Your Reps Like Never Before — Even After Cancelling the President’s Club Trip

  Between rushing to save deals, pivoting products, and adjusting messaging, these last couple of months have been a whirlwind for sales teams. And as the dust has begun to settle, that annual trip to Hawaii — or any President’s Club incentive trip — is out of the question. Now, sales leaders are scrambling to claw back invested expenses and strategize...

Data-Driven Outbound as an Acquisition Channel

The post Data-Driven Outbound as an Acquisition Channel appeared first on Sales Hacker.

How to Inspire, Grow, and Enable Your Teams in a Down Market

The post How to Inspire, Grow, and Enable Your Teams in a Down Market appeared first on Sales Hacker.

PODCAST 127: Leadership Lessons From 10 Years of Democratizing Youth Sports w/ Brian Litvack

Today on the show, we’ve got Brian Litvack, the first person that ever hired me as a sales consultant and my fast friend. He’s the Co-founder and CEO of a company called LeagueApps, which is democratizing the world of youth sports. LeagueApps is the operating system for youth sports leagues and helps people to compete in a healthy and wholesome way....

The Good, The Bad, and The Ugly: When to Respond to Requests for Proposals, and When to Run Away

  Requests for proposals are a mixed blessing. Completing them can be a tedious, unpleasant task, but they can’t be completely ignored because they can lead to significant sales revenue. The key is to identify which RFPs give you the greatest probability of being chosen, and respond only to those. It seems simple, but let’s start with the foundational:...

Workshop: Breaking Down REAL B2B Sales LinkedIn Profiles

The post Workshop: Breaking Down REAL B2B Sales LinkedIn Profiles appeared first on Sales Hacker.

Selling into Startups 101: What You Need to Know to Find a Unicorn

  Imagine having the opportunity to sell into a company like Lyft in 2011. Imagine growing with them on their journey to becoming a publicly-traded company with an $11+ billion market cap. Back then, in 2011, Lyft was a small Series-A startup called Zimride with under 50 employees. Today, Lyft ($LYFT) has 5,000+ employees, operates dozens of offices...

The Sales Manager’s Cheat Sheet for the New Sales Era Based on 502 B2B sales teams

  COVID-19 changed everything we thought we knew about building connections between companies and customers. Face-to-face consultations went out of the window. Live product demonstrations are gone, and we haven’t seen a physical event for months. The shift caused by COVID is so significant that it’s prompted a new historical divide. We’ve begun...

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