Enterprise sales reps historically held a 29% win rate but as of 2023, it’s dropped below 20%. SMB sales reps have also seen their win rates drop to 17% from 21% In this masterclass with Mor Assouline you’ll learn how to give demos that are bulletproof in any economy. Don’t miss out on: How to set up next steps after your demo that prospects CAN’T WAIT to show up to. How to sniff out objections before it’s too late The powerful email template EVERY post demo email should have How to have your prospects thinking about you ALL THE TIME The post Dominating Demos: Steal This Sales Demo Playbook ..read more

In this insightful episode, Colin Campbell of Sales Hacker engages Lauren Bailey from Sales Bar, Factor Eight, and Girls Club in a thoughtful discussion on the dynamics of the sales industry. They delve into the underrepresentation of women in sales and the initiatives aimed at bridging the gender gap. The conversation emphasizes the importance of mentorship and community in fostering a more inclusive and diverse sales force. Lauren Bailey shares personal experiences in the sales industry, discussing the challenges and triumphs that have marked the journey. The conversation also explores impos ..read more

What exactly do you “challenge” during a discovery? And how do you “challenge” your prospects without turning them off? Join this session with Becc Holland of Flip the Script to find out how to “challenge” prospects in a way that truly helps them & encourages them to buy. You’ll learn: How to uncover the prospect’s self-diagnosis & your expert-diagnosis How to “challenge” the difference The difference between a “misdiagnosis” & a “missed diagnosis” A complete list of the types of: Problems you should “challenge” Root Causes you should “challenge” Current Impacts you should “chall ..read more

Get ready for Sales Hacker and Lavender‘s new series: Pardon The Outbound, with Will Allred and Kristina Finseth. In this first episode, Will and Kristina check out a cold email that was sent to Will. Boy, oh boy, do they have some opinions in this one. And Will shares some cool data points, too! In the end, it’s all gravy, because Will and Kristina both re-wrote a new version of the email that they each think would do the job much better. Watch it here   The post Pardon the Outbound Episode 1: Less is More in Cold Emails appeared first on Sales Hacker ..read more

  Key takeaway: Account executive Varenya Penna uses wins and learnings from her BDR-to-AE journey to create the 90-day SDR-to-AE guide she wishes she’d had. Starting your journey from SDR to AE? Bookmark this guide   “What does a BDR do, anyway?” my mom asked me. I’d just gotten a job at a company that deals with AI solutions, and I would have to relocate. “I think it’s something like customer success — but I guess before they become customers? I’m not sure, Mom. I’ll figure it out,” I told her. So. If I were to look back at my journey and how far I have come from — the “What does ..read more

In the highly competitive B2B tech space, it’s easy to market your offer with so many tools and channels available. But, we can’t help but notice the increased interest in referrals as more and more companies realize that word of mouth is the path to growth. In this episode, we dive into this renewed trend with Tito Bohrt, the CEO of AltiSales, the one-stop shop for world-class sales development. Tito explains when it makes sense to prioritize customer acquisition vs. retention and vice versa. He also shares how company culture impacts productivity and morale, primarily within sales teams. Tit ..read more

Ready to make AI (Artifical Intelligence) your secret weapon? The future belongs to reps that choose to embrace it. Guest: Connor Morello, AE at Outreach In this 30-minute session, we’ll show you:  AI that a top performing reps use Native AI in the Outreach platform Resources on how to use AI to your advantage as a seller The post AI for AEs: Top Performer Hacks Unveiled appeared first on Sales Hacker ..read more

There are many different types of people you come across in your sales career. Founders are a unique animal, but they aren’t all built the same way. This makes selling to founders a bit more nuanced than other personas. But founders are the final decision-makers at their company — so working directly with founders is a great way to cut through the noise and sell directly to the person who will be signing the check. Take my word for it: I’m a (co)founder myself. I started a marketing analytics company which I sold in 2020. Shortly after that, I co-founded The Quota, a newsletter for salespeople ..read more

So…what do you do during a discovery call? What exactly do you need to uncover, in order to accurately diagnose & solve your buyer’s problems? Join Becc Holland, CEO and Founder of Flip the Script, LIVE to find out the 12 types of “problems” in sales, and the 3 steps to nailing your next DISCO call. What you’ll learn: The 3 easy steps of what you need to “discover” in your “Discovery Calls”, including: Uncovering the Prospect’s Self-Diagnosis Developing Your Expert Diagnosis Uncovering the “Unknown Problems” Definitions for what you need to find in Discovery Calls The 12 “problems” to ..read more

Writing good emails is vital in sales, and every salesperson has their own email tactic. But you only get one shot at getting your sales emails opened, so it’s critical to do it right. In this episode of the Sales Hacker podcast, our host Colin Campbell welcomes Will Allred, the co-founder and COO of Lavender. They talk about the potential application of ChatGPT in sales, why frameworks are better than templates, and how to personalize your email sequence. Listen Watch Guest-at-a-Glance Name: Will Allred What he does: He’s the co-founder and COO of Lavender. Company: Lavender Noteworth ..read more