John Barrows

MARCH 4, 2020

SDRs have arguably the hardest jobs in business. Gaetano Di Nardi joins us on the podcast this week to talk about how SDRs can use marketing tactics and strategies to set themselves aside from the rest of the field, and crush quota. This was a fun one… In This Podcast You’ll Learn: Personalization, relevance, and timing.

Quota 79

Quota Marketing Outbound Intent Data 79

John Barrows

DECEMBER 2, 2019

This week we’re bringing you a 2 for 1. These guys have some pretty interesting tactics and methods to help you hire people who are going to have that empathy which bridges the sales and marketing divide. I’m curious on both of your perspectives on MQL versus SQL. Trade shows do not make the TQL list.

Lead Rank 96

Lead Rank Sales Qualified Lead Hiring Marketing 96

Sales Hacker

APRIL 18, 2023

Video is the absolute best tool for job hunters. If you want to get a leg up and 10x your job hunt results, then stay with me for the whys and hows of sending video as a job hunter. Table of contents Joel’s background: 80% interview rate, 0 sales experience Burn your resume! Maybe you think it’s “required.”

Video 78

Video Hiring Follow-up Lead Rank 78

Partners in Excellence

APRIL 22, 2021

Can you spell ICP? We have a couple of challenges we have to address in this space: First, what part of the problem do we help them solve and how does that fit with all the work they have to do? Second, how do we help the problem solving team successfully solve the problem? What if we changed our point of view?

Ideal Customer Profile 135

Ideal Customer Profile Face-to-face Strategy Competition 135

Hubspot Sales

OCTOBER 18, 2023

So I told him, “Dan, I don't think distributing 500 hams is something you should wing.” Looking as serious as I had ever seen him, he said, “Oh yeah, Jay?” Like I said, that‘s the only time I’ve ever seen him upset — because that‘s the only time I implied he couldn’t do something that he set his mind to. If you need help, ask.

Hubspot 92

Hubspot Ideal Customer Profile Scale Distribution 92

Sales Hacker Training

MAY 27, 2019

Sure, their processes and talent have something to do with their success, but so does their sales stack. Yeah, we’ve been thinking about that too. Lucky for us, 7 companies shared what’s in their stack, so we could explore what’s working today — and what could be the model for your winning sales tech stack. Wikipedia).

Top of Funnel 143

Top of Funnel Scale Lead Rank Sales Qualified Lead 143

Partners in Excellence

DECEMBER 4, 2019

By that, at the base level, I mean, “What’s my job?” We get so busy in the activities we do in our jobs that we don’t understand what our jobs are. Of course, we have some idea–if we are sales people, we have to get out and sell, we have to make our quotas.

Face-to-face 62

Face-to-face Resources Compensation Outbound 62

Sales Hacker

APRIL 5, 2022

If you missed episode #202, check it out here : Insights into Founding a Fully Remote SaaS Company with Tom Lavery. Building deeper relationships with your buyers. This episode of The Sales Hacker Podcast is brought to you by Outreach. We’re also brought to you by Freshworks. Have you ever been in a digital sales room?

Conversion 78

Conversion Scale Buyer Compensation 78

Partners in Excellence

JUNE 19, 2022

The idea being, once you identify a critical mass of users within an organization, how they are leveraging the product, you can rapidly expand sales within that organization by identifying other, similar end users, ultimately expanding into the entire organization. They think it’s an easy way to sell just by pushing products.

Scale 68

Scale Software Software Fashion 68

Partners in Excellence

MARCH 13, 2019

” We all know, at least I hope we do, that focusing on the customer, their issues/opportunities, and how we help them achieve their goals, is much more effective than pitching our products. Yet, why do so many organizations fail to do this? If you are a sales person, you are welcome to continue reading).

Face-to-face 92

Face-to-face Territories Forecasting Conversion 92

Sales Hacker

JUNE 23, 2020

If you missed episode 114, check it out here: Human Cognitive Bias and Why You Can’t Trust Your Impulses with Dr. Gleb Tsipursky. How to be honest about your churn metrics during COVID [28:29]. With limits on in-person meetings, it’s even more important to double down on your digital selling strategy.

Customer 67

Customer Churn Lead Rank Scale 67

SalesLoft

DECEMBER 23, 2019

Forecasting in sales is one of the hardest things we’re ever asked to do. Getting it right makes you look like a genius. Getting it within striking distance will keep you employed. Getting it wrong will get you gone. But as you progress in your career, it becomes more and more critical that you: .

Forecasting 52

Forecasting Sales Management Hiring Top of Funnel 52

Sales Hacker

SEPTEMBER 13, 2022

If you missed episode 216, check it out here: Finding the Perfect Fit—Managing and Hiring in the New Sales World with Mike Sadler. This episode of the Sales Hacker Podcast is brought to you by Outreach. Pavilion’s the key to getting more out of your career. What’s your perspective on the success?

Company 78

Company Lead Rank Lead Scoring Leads 78

A Sales Guy

SEPTEMBER 3, 2013

There was an energy you could feel. We were at 200% of quota. We were killing it, while other sales teams weren’t doing so well. While we were consistently over quota, year over year, the other sales team struggled to make the number. Yeah, whatever. Culture can be anything you want it to be.

Quota 127

Quota Sports Competition Sales Leadership 127

Partners in Excellence

MARCH 17, 2019

We look at sales and marketing to make sure they are performing as best possible. They were a leader in their industry, their sales people were doing great. So I asked, “Do you realize how much current opportunity you are missing and what would happen if you could capture just a part of that?

Vendor 70

Vendor Conference Maximizer Opportunity 70

Partners in Excellence

JANUARY 16, 2020

We can go back in history, as far as you choose, learning this hot new discovery is actually not very new. Second, as you look at Product Led Growth companies as they mature, they shift their models, they recognize they can’t sustain their growth just on Hot Products. We revel in their success, we copy and emulate what they do.

Lead Rank 82

Lead Rank Revelation Segment Case Study 82

The Spiff Blog

NOVEMBER 3, 2022

Of course, the degree of cutthroat competition in these films is sensationalized to give their stories higher stakes – like in the ‘90s classic Glengarry Glen Ross, which features a real estate firm where only the top deal-closers of the month will keep their jobs. Why do sales leaderboards work? billion by 2025, up from $9.1

Motivation 69

Motivation Lead Rank Lead Scoring Cold Calling 69

Keith Rosen

NOVEMBER 15, 2014

Stressing over results is ruining your life. Do this instead. “Once I make my quota, hit my number, close that sale, get that promotion, help that customer, have more money, solve that problem, THEN I’ll be really happy, satisfied and will finally feel successful!” You hit your sales quota.

Energy 133

Energy Decision Maker Quota Report 133

Sales Hacker

NOVEMBER 24, 2020

If you missed episode 136, check it out here: From the Opera to the C-Suite: Taking the Leap and Founding a Company with Matt Klepac. Team selling and why it’s making a comeback [7:43]. Team selling and why it’s making a comeback [7:43]. Have you heard of Six Sense? Subscribe to the Sales Hacker Podcast.

Outsourcing Services 80

Outsourcing Services Lead Rank Pivotal Enterprise 80

Crunchbase

MAY 14, 2020

Maybe you’ve just landed your first sales job (In this economy? Either way, this list of top sales leaders can help you find the people who might just change the way you do your job. . Why he should be on your radar: . Keep reading to discover 25 of the year’s top sales leaders. . Godard Abel.

Top of Funnel 132

Top of Funnel Scale Twitter LinkedIn 132

Chili Piper

MARCH 4, 2021

Yeah, I’m biased. But in case you think I’m being hyperbolic, the numbers don’t lie: In one month, one SDR was responsible for sourcing 32 completely cold, outbound meetings In 2020, we promoted 5 quota-crushing SDRs to AE, AM, and ENT SDR positions The SDR team increased Closed Won Revenue in 2020 from 2019 by 711%.

Hiring 52

Hiring Outbound Sales Team Outbound Face-to-face 52

A Sales Guy

MARCH 4, 2014

They spend more time with your sales people than anyone else in the company. They distribute the quotas. They manage to the quotas. They are the ones on the ground, at the customers, doing the work. Sales managers are the doers of sales management and without them, you’re screwed.

Sales Management 115

Sales Management Territories Influencer Sales Leadership 115

A Sales Guy

JANUARY 3, 2014

This is a follow up to the 11 Things Great Sales People Don’t Do. Like the best sales people, it’s what sales leaders don’t do that makes them great. Like the best sales people, it’s what sales leaders don’t do that makes them great. It’s not sales leader’s job to sell.

Hiring 117

Hiring Territories Sales Leadership Promotion 117

Partners in Excellence

OCTOBER 29, 2012

As sales people we are trained to do needs analysis. Yeah, I know a lot of you think this is some sort of double talk, don’t we understand this when we are trying to understand the customer needs? ” If may be financial, “If I do this well, I’ll get a bonus.” ” . .”

Commission 86

Commission Analysis Hubspot Quota 86

Marc Wayshak

MAY 25, 2022

Do you manage a sales team or an organization that has a sales team? If so, you might often find yourself thinking, “I feel like with just a couple of small tweaks, we could be making so many more sales…”. If this sounds familiar to you, you’re not alone. That way, your sales team is starting with an advantage.

Hiring 62

Hiring Sales Management Training Lead Gen 62

Partners in Excellence

APRIL 17, 2017

Let’s imagine you have two sales people, each with goals of $5M. Sales person A makes his numbers—but only selling his favorite product line , “C.” ” That’s where he has the most confidence, plus he can always make his goals focusing on product line C. Both are making their numbers!

Quota 48

Quota Face-to-face Territories Licensing 48

Hubspot Sales

APRIL 23, 2018

From the first insightful question that makes a prospect think, "This person might have something to offer me," to the ones that get a prospect to realize, "We need what this company has," to when you finally hit pay dirt and prospects say, "Yes! Hopefully I've made you feel guilty now. The truth is, I do care -- deeply.

Prospecting 96

Prospecting Hiring Decision Maker Influencer 96

Sales Hacker

NOVEMBER 26, 2019

The Sales Hacker Success Summit will be here before you know it! WHERE : Your office or home. RESERVE YOUR SEAT NOW. So we’ve put together 5-day virtual conference that you could easily pay $$$ to attend. So, start clearing your schedule, and get ready for the best week of your sales career! Save the date!

Webinar Metrics 103

Webinar Metrics Sales Up-Sell Objections 103

Sales Hacker Training

OCTOBER 6, 2020

If you missed episode 129, check it out here: The Keys to Building and Scaling a Company from Scratch with Vishal Sunak. The biggest surprise about starting your own company [17:55]. We have events and do all kinds of different, interesting things. I’ll read you just a little bit of his bio. We’re on iTunes.

Hiring 82

Hiring Enterprise Enterprise Face-to-face 82

Emissary

SEPTEMBER 16, 2020

Yes, they do want to talk about digital transformation, all those things are important, but not really right now. Well, how do you deal with that as a seller? Do you try to combat that? Do you go with it? Adam is one of your IT buyers. Think in terms of 30, 60, 90 day periods.

System 52

System Enterprise Enterprise Microsoft 52

Partners in Excellence

SEPTEMBER 26, 2012

Yeah, I know, I know. Too often, we track things like quota performance. But that doesn’t necessarily tell you whether the sales person is good or has the capabilities to sustain quota performance. So why do we need a Sales Competence Model/Framework? Isn’t that something like Military Intelligence?”

Hiring 93

Hiring Scale Territories Compensation 93

Sales Hacker

JUNE 5, 2020

In it, Enterprise Account Executive Sales Leader at Lucid Software & Co-Founder/Board Member at Utah Women in Sales, Lanette Richardson, shows you how to leverage your people skills for success. People at all levels are just like you and me. Really excited to be with you here at the Sales Hacker Summit. There we go.

Face-to-face 68

Face-to-face Call-back Intent Follow-up 68

SalesLoft

JUNE 20, 2019

While most of us know Pete for his work building the MSP community, but did you know he started a talent search engine that sold to Monster? Listen to this episode for answers you can apply today. Topics include: Do you have to have a deep belief in what you’re selling in order to be successful? John, welcome to the show.

Hiring 63

Hiring Up-Sell Call-back Construction 63

Pipeliner

JANUARY 17, 2018

On what she loves about SalesPOP and sales itself, why sales managers must collaborate with salespeople on quotas, selling in today’s (very different) economy, her own favorite buying experience, and her top selling lesson for 2018. Because the articles and interviews you find at SalesPOP! Quota Collaboration. is put together.

Quota 45

Quota Lead Rank Lead Scoring Consumer 45

Sales Hacker

MAY 5, 2020

If you missed episode 107, check it out here: 107: Origin Stories and the Core Principles of Sales Leadership with Lori Richardson. How to make the faces of corporate America accurately reflect the faces of the U.S. How to make the faces of corporate America accurately reflect the faces of the U.S. [22:35]. What You’ll Learn.

Conversion 63

Conversion Face-to-face Hiring Call-back 63

A Sales Guy

FEBRUARY 13, 2015

What happens when one of your sales people loses a big deal? Do you kick the s**t out of them by calling out everything they did wrong? Do you play Monday morning quarterback and point out all the mistakes that were made and how losing the deal could ruin the quarter or even the year? If you do, don’t.

Film 60

Film Banking Analysis Coaching 60

Sales Hacker

APRIL 29, 2019

If you missed episode 54, check it out here: PODCAST 54: How to Pick Your Next Company to Build a Great Career w/Nick Worswick from WeWork. The importance of three tactical sessions per month w/your sales reps. Speak Your Audience’s Language [28:56]. We’ve got a great show for you this week.

Top of Funnel 45

Top of Funnel How To Coaching Lead Rank 45