Prospecting requires a unique approach for each type of buyer, and knowing those buyers’ habits — what kind of communication they respond to and the content they engage with — makes all the difference.  For Memo, a platform that reports how many people read earned media coverage, many of those buyers are senior communications leaders at Fortune 500 brands with limited time to spare. Engaging senior leaders often requires more than email or cold call; Memo had to devise a thoughtful and effective way to bring their ICPs into the conversation.  The solution? Highly curated dinners at e ..read more

Now is a better time than ever for your sales team to align their goals, motivations, and strategies for the upcoming year (and beyond). And one of the best ways to do this? With a sales kickoff (SKO).  As powerful as these meetings can be, they often lack direction or fall victim to several other SKO mistakes many organizations make. But with the guidance of David Nour, CEO of Nour Group, we will prepare you to have the most effective sales kickoffs. We’ll do this, in part, by ensuring you don’t make the ten biggest SKO mistakes we often see. Beyond that, we’ll also share some ideas ..read more

Referrals are the lifeblood of sales. They convert better than any other sales channel and afford a more natural and authentic sales process. 84% of all buying decisions start with a referral. However, they don’t happen as much as they should. Too often, an investor, advisor, or friend could have made the difference between closed-lost and closed-won, but they simply weren’t aware. This is where the concept of Warm Intro Navigator (“WIN”) was born.  Brian Murray (Partner at Craft Ventures & CEO of Cabal) and I were brainstorming how we could fix this referral logjam. Both of us have ..read more

Your sales team doesn’t have time for efficiency blockers in a competitive, fast-paced market. Even if you’ve defined your ICP and created a targeted list of prospects, you may still find that your prospecting isn’t generating impactful results. Stale data and lack of differentiation could be two major culprits. Learn how these factors impact your prospecting, and what you can do to yield better outcomes in sales. #1: Your Prospect Data Isn’t Accurate The Importance of Accurate Data in Prospecting Whether you’re nurturing warm leads or reaching out to cold prospects, having access to accurate ..read more

Only one month into 2024, we’re already seeing a significant shift in the marketing metrics world. As we step into this new era, we re-evaluate what truly matters in the marketing landscape. Part of this re-evaluation has led many to believe it’s time to bid farewell to the Marketing Qualified Lead (MQL) as a primary metric and embrace the concept of pipeline as the new kingpin of success in marketing efforts.  Kevin White (Head of Marketing) of Common Room explains why replacing MQL with pipeline is the way to go. A Shift from MQL to Pipeline So, why exactly are we seeing this shift from ..read more

Over the past year at Stytch, we saw a meaningful acceleration in paid customers and revenue. Contracted $ARR quadrupled, win rates doubled, and ACV increased by 150%. Several leading indicators contributed here, including product maturity, a better understanding of our customers and competition, and better coordination across sales and marketing. Each helped, but one “secret” weapon accelerated revenue and customers at an outsized rate: our highly technical Solutions Engineering team. Here’s how Stytch’s SE team unblocked revenue hurdles across our go-to market at Stytch and how this team cou ..read more

The insight behind how implementing buying committee playbooks increased revenue 270%, doubled win rates, and shrank forecasted misses at Stytch. No Person is an Island It is rare in B2B sales for a single buyer to make a noteworthy purchase in a vacuum, and according to the Harvard Business Review software purchases greater than $100k involve on average eight stakeholders. Satisfying a group’s requirements becomes even more difficult in a challenging macroeconomic environment, where roughly half of the projects get funded and roughly 30% more deals require C-Suite approval than during “boom t ..read more

It’s an exciting and bittersweet day. Sales Hacker has been acquired by GTMfund. For those of you who don’t know, Sales Hacker was founded by Max Altschuler and GTMfund is his new company. So what does this mean for you? We will be pouring more resources into building the best educational media company for all things sales and go-to-market.     We believe that Sales is no longer siloed.The past decade of technological and generational advancements have led to a new way to build, sell, and market. A connected way. An integrated way. We have some truly massive initiatives ..read more

It’s easy to find thought leaders on LinkedIn giving tips on using LinkedIn Sales Navigator. But when one of my reps was struggling to book meetings in Q1 this year, I couldn’t find a comprehensive guide to LinkedIn Sales Navigator — so I decided to write it. Table of contents How to set up your Book of Business How to use Lead filters “Changed jobs in past 90 days” filter “Years in current position” filter “Following your company” filter “Past customer” filter “Past colleague” “Past company/current company” boolean search “Category interest” filter Creating a “Persona” filter How to use A ..read more

Love it or hate it, artificial intelligence is massively changing the game in sales — and has huge potential for account executives. Trust me: I’m an AE who’s embraced the change. And AI (particularly ChatGPT) has supercharged my productivity and learning — and helped me get back some of my oh-so-precious time. Intimidated by AI? Don’t worry. I’ll walk you through how AI can make your job as an AE way easier — including specific ChatGPT promptsyou can put to use in minutes. Bonus:7 ChatGPT Prompts for Selling to the C-Suite  Table of contents What AI can do for AEs In ..read more