Sales Hacker

NOVEMBER 4, 2020

When I landed in Dublin in 2015, I was a bright-eyed, bushy-tailed 26-year-old who had severely under-estimated and oversimplified the work in front of me. I was the new Vice President of International Sales & Managing Director for a work management software company called Wrike. The Takeaway.

Hiring 101

Hiring Scale Ideal Customer Profile Lead Rank 101

LeadIQ

APRIL 24, 2018

My connection to organ and tissue transplantation began in September of 2015. I would have the opportunity to work in the healthcare field using the most marketable skill I had – a natural ability to connect with other people and communicate well. All stats provided by Donate Life America. Paul, Minnesota to the Seattle area.

Face-to-face 75

Face-to-face Call-back Software Software 75

Your Sales Management Guru

AUGUST 10, 2016

What I would like to do in this blog is attempt to document and tell the story of one Worldwide channel focused software organization that did it the best– at building their channel. First, let me state their market was highly focused, sophisticated but considerably large, and they were not the major player. Marketing Planning.

Channels 40

Channels Lead Rank Lead Scoring Strategy 40

Tony Hughes

MARCH 4, 2018

Andreessen put it best: "Software is eating the world." It's unclear if ERP firms even understand ERP and it's 2015. For sales, there needs to be an acknowledgement that there are different types of sellers – inside salespeople, key account managers, territory salespeople, and other specialties that have unique skill sets.

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68

Close.io

SEPTEMBER 24, 2019

The startup—whose software instantly converts PDF or Word docs into dynamic, smart, cloud-based forms—wasn't even thinking about the government. They saw a sector ripe for disruption, and the perfect market for their product. In many ways, selling to the government is uncharted territory for startups. Why sell to the government?

B2G 91

B2G Government Buyer Persona Cold Calling 91

Tony Hughes

MARCH 7, 2018

I've opined ad nauseam about the power of content marketing to create an octopus's garden to attract whales and that's an ongoing Challenge endeavor that Marketing and B2B salespeople should undertake together but that does not forego, the proactive whale hunting mentality each day. Is the engine full of sawdust? I certainly am.

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66

Hubspot Sales

JANUARY 3, 2018

According to Docurated’s State of Sales Productivity 2015 , salespeople spend roughly one-third of their day creating content. Product Marketing needs a seat at the table too, since their team is well-versed in your buyer personas, product messaging, position in the market, etc. Second, a playbook frees up time for selling.

Ideal Customer Profile 126

Ideal Customer Profile Buyer Persona Guidelines Lead Rank 126