Sales Hacker

DECEMBER 28, 2018

Here’s a recap of the best sales articles from 2018 from Sales Hacker! With 2019 is right on the horizon, I’m taking this as an opportunity to look back at the kickass year we had at Sales Hacker. The 18 best sales articles of 2018 from Sales Hacker. This article will help you build the most compelling sales deck possible.

Ideal Customer Profile 96

Ideal Customer Profile Top of Funnel Hiring B2B 96

Mr. Inside Sales

NOVEMBER 16, 2020

If not, start using it today: search my blog to read articles on how to do that.). Then, by feeding these back to them, you’ll be speaking to a person’s listening. If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today.

Motivation 332

Motivation Face-to-face Gatekeeper Decision Maker 332

Mr. Inside Sales

JANUARY 14, 2023

NOTE: While this article talks about using this technique as an interview question to determine what kind of sales rep you’re about to hire, it’s also a great technique for managers to use to diagnose what is wrong with reps who may not be hitting quote consistently. Setting call back appointments that stick.

Face-to-face 254

Face-to-face Gatekeeper How To Sales Qualified Lead 254

Nutshell

JULY 16, 2021

Though often seen strictly as software that helps your sales team keep track of their deals, CRMs can actually be used as collaborative tools for an entire organization. Here are a few ways Nutshell encourages that: Our Tools. People are using tech to gain every advantage they can, and CRMs are no exception. Notifications.

CRM 118

CRM Tools Closing How To 118

Close.io

DECEMBER 23, 2019

In this post, we look back at the sales posts and topics that sparked the most engagement in 2019. This is an article rich with great sales objection advice. READ THE FULL ARTICLE ?. I know appointment setting probably isn't the sexiest topic, but read this article and you may change your mind! READ THE FULL ARTICLE ?.

B2G 89

B2G Outbound Government Sales Forecasts 89

Vengreso

MAY 28, 2020

Think about this scenario: Your organization is ready to invest (or renew) hundreds of thousands of dollars (or perhaps millions) in your sales technology stack and tools for your team, but the executives and the finance department want you to calculate the ROI to justify the expense of each tool. How quickly will the company see ROI?

ROI 122

ROI Sales Tools Tools How To 122

InsideSales.com

MAY 27, 2020

Productivity tools are a great way to work smarter. In this article: Productivity Tools. There are constantly new innovations to sales tools. However, despite these innovations, there are several sales tools that are still necessary for any company hoping to increase sales. Template Emails. Screen Sharing.

Sales Tools 63

Sales Tools Tools Social Media Hiring 63

BrainShark

MARCH 29, 2022

However, most traditional tools for delivering training (called learning management systems or LMS) aren’t built specifically for customer-facing roles, which means: It’s difficult and time-consuming to create and deliver educational content. Here are the tools we’ll cover in this article: Brainshark.

Customer Service 62

Customer Service Ideal Customer Profile Software Software 62

Mr. Inside Sales

MAY 22, 2020

So, what do you do to overcome the stalls at the beginning of this article? You go back to basics: you acknowledge them, and then go around them to either earn the right to have a conversation, or to qualify the prospect. Less than a week later, there was a red “sold” sign on it. That was quick. Does that sound fair?”.

Face-to-face 281

Face-to-face How To Call-back Gatekeeper 281

Pointclear

NOVEMBER 8, 2017

This article does a good job of explaining the importance of the ULD—assuring everyone is on the same page and working toward the same end—and covers additional ground (“How to do lead management that improves conversion”). See this article for my advice on “How to Establish a Meaningful Lead Definition.”. He told me he “got it.”

Lead Generation 315

Lead Generation Outsourcing Services Sales Qualified Lead Lead Rank 315

Sales Hacker

SEPTEMBER 4, 2019

In fact, they date all the way back to George Washington’s campaign in 1789. . Fast Company even published an article encouraging brands to stop spending money on swag , citing broad environmental concerns. (a a note: some of our industry has vehemently spoken out against this article). Does swag work? The Psychology of Swag.

Sales Tools 101

Sales Tools Tools Data Wireless 101

Zoominfo

MAY 25, 2021

Back in 1989, when hair metal music played on MTV and a lone protester famously stood in front of a tank in Tiananmen Square, the Harvard Business Review published an article that explored how automation was ready to boost marketing and sales teams. The answer has little to do with the technology itself. A Lack of Training.

Marketing 252

Marketing Decision Maker Telecommunications Lead Rank 252

Mr. Inside Sales

APRIL 10, 2020

It is best to reschedule this call. The good part is this prospect isn’t saying no, rather, he/she is saying, “It is best to reschedule this call.” As I wrote in my first blog article , now is the time to take your salesperson’s hat off and connect with people. We have had school closures, illnesses, work from home concerns.”.

Objections 233

Objections Nonprofit Face-to-face Call-back 233

Sales Hacker Training

MARCH 14, 2023

Here’s a list of the best lead generation tools on the market today. These solutions range from CRM tools to exit-intentlead capture to sales management tools to marketing software and beyond. We’ve broken down the best lead generation tools into four distinct categories. 1) Outreach.io

Lead Rank 52

Lead Rank Lead Scoring Lead Generation Sales Qualified Lead 52

No More Cold Calling

JANUARY 13, 2022

I understand that predictive analysis tools can be accurate at forecasting business trends and sales performance. Companies fell back on what they’d always done—depending on technology for automation and high-volume transactions. An article for your newsletter? I’ve never liked predictions. But what will happen in 2022?

Trends 356

Trends Margin Cold Calling Outbound 356

Close.io

JUNE 17, 2019

Here are all the things we’ll go over in this article to help you understand and make use of outbound sales: An introduction to outbound sales. 5 essential outbound sales tools and software. Before we get into the more complicated stuff, let’s take a step back. Much of this process is taken up by calling and emailing prospects.

Outbound 91

Outbound Tools Strategy Hiring 91

Anthony Iannarino

NOVEMBER 19, 2019

Stringing together the 14 tools you need to nurture your dream clients will allow you to become known as someone worth a meeting. The Phone : You may not have expected this tool to be first on the list, but it belongs here. Email allows you to follow up on your phone call and voice mail. Don’t ask them to call you back.

Tools 89

Tools Case Study eBook Study 89

Bigtincan

NOVEMBER 10, 2021

Retail Training, unfortunately, often takes on the “data-dump” style of learning where sales associates are made to sit at the store’s only desktop computer (usually in a lonely back room) and work through long reams of information. Zipline is a suite of tools aimed at improving retail operations and retail communications.

Retail 98

Retail Tools Training Survey 98

Fill the Funnel

SEPTEMBER 12, 2012

The most frequently used web tool in my tool kit currently is TimeTrade. As I began writing this series, I lined up a list of the newest, most interesting web tools that I have come across in the last few months. One of the appointment types that I have created is for 15 minutes and I call it an Introductory Call.

Tools 121

Tools Top of Funnel Ideal Customer Profile Call-back 121

Mr. Inside Sales

NOVEMBER 2, 2020

I still get requests from clients, as well as readers, about how to handle getting blown off when they call a prospect back. Response #2: “I didn’t expect you to be interested; heck, our marketing department hasn’t yet figured out a way to get our prospects to call us back—and that’s why they hired me!

Face-to-face 178

Face-to-face Gatekeeper Hiring eBook 178

Mr. Inside Sales

AUGUST 21, 2022

I watched a sales rep making cold calls the other day. Prior to the call, I asked this sales rep to send over recordings, so I could play and point out exactly what he was doing wrong. Prior to the call, I asked this sales rep to send over recordings, so I could play and point out exactly what he was doing wrong.

Prospecting 156

Prospecting Face-to-face Sales Qualified Lead Cold Calling 156

Adaptive Business Services

OCTOBER 18, 2017

Every week it seems that I either run across, or I am introduced to, some really great new apps and articles that pertain to social selling. Backed up files are never where I expect them to be and it seems to slow down my computer at the least opportune of times. For some time now I have been curating “Ultimate Guide” articles.

Social Selling 59

Social Selling Hiring Face-to-face Google 59

LeadFuze

JANUARY 1, 2022

We will talk more about all the tools you need to get started in social selling. In order to increase the number of prospects who share your content, you should try guiding them towards a specific call-to-action. In this article, we will be talking about 3 different social media platforms: LinkedIn, Twitter and Facebook.

Social Selling 52

Social Selling Tools Social Media Strategy 52

Sales Hacker Training

NOVEMBER 21, 2022

You need to resiliently bounce back from rejection. And then, there are inside sales tools… The human element of sales will never go away — that’s a fact. There are plenty of sales prospecting tools and sales management software to help automate your manual tasks while personalizing your outreach.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52

Steven Rosen

MARCH 1, 2024

In this article, we reveal how targeted coaching can mitigate the common aversion to prospecting and elevate it to a key strength within the sales arsenal, thereby bolstering the sales pipeline significantly. Coaches can elevate a rep’s pipeline mastery by actively observing their calls and providing constructive feedback.

Pipeline 120

Pipeline Coaching Revenue Sales Qualified Lead 120

Steven Rosen

FEBRUARY 7, 2024

Full Episode Article: Title: “The Power of a Recognition Sales Culture” Byline: By sales leadership and coaching experts Colleen Stanley and Steven Rosen with their guest speaker Rika Cuff, Senior Vice President of Scholastic and Champ Sales at Herff Jones. Conclusion Recognition is a powerful tool in building a strong sales culture.

Social Media 156

Social Media Sales Leadership Media Face-to-face 156

Sales Hacker

MARCH 5, 2020

Sales tools using machine learning and deep learning are already widespread in the market today. In this article, we discuss the state of AI in 2020, especially for enterprise sales. IBM Watson defeated human competition in the trivia TV show Jeopardy back in 2011. Examples include: Which prospect should I call first?

Benefit 85

Benefit Tools Lead Rank Lead Scoring 85

Showpad

MARCH 26, 2021

Sales prospecting tools grant a competitive advantage to sellers, allowing them to better target their efforts on high-intent leads while freeing up their time for value-add activities instead of performing routine tasks. In particular, sales prospecting tools enhance sales enablement for small businesses and large-scale enterprises alike.

Sales Enablement 52

Sales Enablement Tools Prospecting Social Media 52

Fill the Funnel

DECEMBER 18, 2014

Web Tools have been good for my clients this year. In addition to the holiday activities and responsibilities I always enjoy taking time to look back over the year to review how I did against my goals. Heat Map Magic -This is my favorite tool to introduce to my clients because the impact is so dramatic.

Tools 115

Tools Workbooks Revelation Top of Funnel 115

No More Cold Calling

AUGUST 26, 2014

Digital conversations often take longer and become far more complicated than a simple phone call. Yet Pat hadn’t written him back. Why wouldn’t Alex simply call Pat, share his idea, and ask for Pat’s thoughts? Nix the Back and Forth. Read the rest of the article.). No More Cold Calling Poll.

Cold Calling 296

Cold Calling Call-back Small Business Small Business 296

Fill the Funnel

MARCH 6, 2014

Consider some of the changes that have occurred as a result of technology and tools: Prospect Research. New Tools: Instant availability of everything imaginable about each prospect. New Tools: Getting a direct phone number and email is now only a speed bump at best. The Gatekeeper. Preparing Quotes and Proposals.

Tools 129

Tools Gatekeeper Proposal Decision Maker 129

Hubspot Sales

OCTOBER 5, 2017

Discovery call: The first contact a sales rep makes with a prospect with the aim to qualify them as a lead for the next step in the sales cycle. Cold calling: Unsolicited calls to sell a product or service. Yet, salespeople are still cold calling as if buyers have no awareness. Goal: Schedule next meeting. Constraints.

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

Understanding the Sales Force

JULY 17, 2023

Dinger, our GoldenDoodle, who I have featured in several articles , tore his ACL last week. While both of these unrelated events are analogous to selling, I would like to first share the story of how the Veterinarian closed me for surgery in a one call close. Disconnected. Hold that thought too. Closed in ten minutes.

Groups 156

Groups Comparison Buying Cycle Exercises 156

Lead411

FEBRUARY 8, 2024

Mastering the Art of Overcoming Cold Call Objections in Sales Cold calling can be a daunting task for many sales professionals. However, with the right strategies and mindset, you can turn objections into opportunities and improve your success rate in cold calling.

Cold Calling 97

Cold Calling Objections Case Study Call-back 97

No More Cold Calling

MAY 10, 2018

At least that’s what we’ve read in article after article. Guillen summarizes their findings in a recent HBR article. Read the rest of Guillen’s article, “ Is the Confidence Gap Between Men and Women a Myth? ”). Want to give your women in sales the tools they need to get their voices heard? She writes: .

Influencer 207

Influencer Cold Calling Study Call-back 207

Crunchbase

JULY 16, 2019

In order to maximize converting prospects into new customers, you need to have a solid plan as well as a great set of sales prospecting tools. Prospecting Tools for Sales Broken Down By Step. In this piece, you’ll find prospecting tools to: Build a list of prospects. Prospecting Tools to Help Get Prospects’ Emails.

Tools 56

Tools Prospecting Social Media Face-to-face 56

Hubspot Sales

MAY 23, 2023

Now, salespeople can leverage AI tools to write the perfect prospecting messages — ones that are personalized, compelling, and highly relevant. On top of that, AI tools learn from past interactions, meaning they get "smarter" with more data. How Sales Professionals Are Using Artificial Intelligence 1. Writing prospecting messages.

Data 103

Data Lead Rank Lead Scoring Hubspot 103