This guest post was written by Max Aschulter, CEO of Sales Hacker, a worldwide media company that specializes in helping salespeople and sales organizations leverage technology to become more efficient sales machines. He recently wrote a book showcasing his unique process including over 150 tools to use, called Hacking Sales. [Read more…]
Have you ever had a sales person come up and ask, “what do you think about this new prospecting template I came up with Boss?”
The answer is obvious.
“I don’t know. Test it.”
That’s the great thing about so many aspects of sales. Gut instinct is necessary; however, the data can be such a guide for best practices.
Being a data geek myself, I got pretty excited when one of the data scientists here on the Signals team analyzed the results of 6.4 million sales emails. The full report is here. Below are three observations I found to be interesting. [Read more…]
From 2000-2005, I worked for a guy named Stu Silverman. He is one of the original thought leaders in inside sales and sales development and in my opinion, is the greatest in the business. His company, Sales Ramp, has worked with 100’s of companies in the valley over the last 30 years including Cisco, Sun, and Oracle. As the sales development revolution continues its upswing, remember the originals — Stu is one of them.
On a personal level, he was my Dicky Fox, the fictional character in the movie Jerry Maguire. To remind you, here is Dicky Fox from Jerry Maquire:
I am hoping over the next two weeks to do some quick blog posts. (I always say that). But, this time I am serious. I have been picking up great stories over the years and have been meaning to weave them into bigger posts. Now, I just have to get them out there. Today is one of those. [Read more…]
A huge thank you to Switch Video for this incredible video.
This video is self-promotion which is a little uncomfortable for me but I think it’s great. I am excited to think of the different ways I will use it going forward. Enjoy:
At Compile, like most companies these days, we prefer an open office where engineering, sales and operations sit side-by-side. As a result, I am now spending a lot of time with developers (they will helpfully point out that this keeps me grounded in reality!).
In some ways it’s the classic yin and yang: methodical programmer versus instinctive marketer. But moving beyond the stereotypes, it seems to me that sales and marketing has evolved from a “gut-driven” discipline to a more “data-driven” science.
Whether it’s A/B testing your outreach, measuring lead conversion or tracking prospects, everything we do can be tracked and measured. So even though I’ll not admit it in front of the developers, there’s a lot we can learn from engineering. For instance, the concept of GIGO or garbage in, garbage out. This is a central tenant in computer science which says that a machine is only as good as the data you put in — the smartest computer will spit out nonsensical output if you feed it nonsensical input.
It’s the same with your sales pipeline. Your organization may have a great sales machine and well-defined processes, but if you feed your team bad leads, your conversions will be low. Besides losing revenue by tying up your sales team, poor leads demotivate even the most efficient and dedicated reps. And no amount of process or people optimization can undo the damage of a bad lead.