All great sales professionals have one thing in common: they never stop learning. Even the most veteran leaders are looking for educational resources to help them succeed, especially in our current sales industry. How can you stay on top of your game when the sales techniques and technologies you used to trust have become obsolete? Join today’s guest, Max Altschuler, and I for a conversation on resources, sales paths, and community.
Max Altschuler is a speaker, author, and the founder of Sales Hacker, Inc. an educational sales resource. Sales Hacker, Inc. produces the popular website saleshacker.com as well as events and conferences that foster community engagement. Besides his work in the sales industry, Max is also passionate about helping military veterans and animals. He is the co-organizer of PushUpCharity, which has startups competing against each other in a pushup challenge. All proceeds go to charity!
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Follow Max on Twitter @MaxAlts
Connect on LinkedIn
Check out Max’s book Hacking Sales: The Playbook for Building a High-Velocity Sales Machine, now updated & revised!
As an expert in sales education, Max Altschuler mentioned a number of different books and software for the sales professional:
The Ultimate Sales Machine by Chet Holmes
Predictable Revenue by Marylou Tyler and Aaron Ross
The Sales Development Playbook by Trish Bertuzzi
The Sales Acceleration Formula by Mark Roberge
The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson
An effective sales process brings a prospect on as a partner; working together to solve their issue. This ideal situation requires that their expectation is set and they commit to the solution. Today’s guest is Ash Alhashim a self described “marketing oriented sales person” who is an expert in all things sales process. Ash believes that the entire funnel should be connected to motivate those in a nurture cycle and shares his tips with us on how to achieve that.
Ash Alhashim is the founder of Brown Flag Group, a consulting group that helps businesses grow through effective sales and marketing. Besides his own site, Ash also contributes regularly to the Sales Hacker blog and finds time to connect on social media.
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What if a company is great at closing deals, but not so skilled in beginning the conversations with the prospects they need? A predictable pipeline is built on the foundations of habit and consistency, and can take more than a couple of weeks to properly develop. A business that struggles to reach the prospects they need might feel doomed to fall further and further behind their goals, and that’s exactly where today’s guest comes in. Join Stefan Boyle and I for a discussion on how to effectively generate sales leads on your own, and how to know when it’s the right time to hire a professional for the job.
Stefan Boyle is the founder and Managing Director of PrintRepublic, a UK-based online printing business. Boyle is also the force behind Marketing Republic, a B2B Lead Generation Agency that works with companies to bolster high conversion leads. When he’s not at work, Stefan enjoys both reading and writing books.
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Visit Stefan’s website and blog: Outreach Formula 2.0
Check out Stefan’s books : How to Be a Social Media Superstar and From Ordinary To Extraordinary: How I Transformed My Business In 12 Months And How You Can Too!
Connect with Stefan on LinkedIn or follow him on Twitter @MKTGRepublic
Pre-order Marylou Tyler’s new book Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline , out on August 19th 2016!
If a sale requires risking political capital, how do you establish trust? Our guest Mark Kosoglow is an expert in outreach and here to share his success tips. Mark believes that effective outreach requires multiple contacts. These contacts are done through a variety of channels and ultimately lead to a sales pipeline. Today we discuss how to provide high value content during outreach while balancing efficient automation and personalization.
Mark Kosoglow is the VP of Sales at Outreach.io a SaaS tool that empowers sales teams through intelligent automation of outreach processes. Mark believes that it's important to communicate with contacts where they live. Effective contact cannot be limited to one channel or a fully automated sequence. Personalizing content and bumping emails dramatically raises the success rate of outreach. Every line read is a step closer to qualifying a sale.
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Email Mark at: mark.kosoglow@outreach.io
How do you capture the attention of someone you’ve never met in a way that encourages them to respond? Starting conversations with people we don’t know is the most difficult and the most crucial part of building a successful pipeline, but too many companies see dismal response rates to their cold email templates. Today’s guest holds the secret to creating copy that speaks to the desires, fears, and personalities of your customers to engage them in a whole new way.
Heather R. Morgan is the Founder and CEO of Salesfolk, a company that helps salespeople create compelling cold emails that lead to three times the responses from customers. Heather began her career as an economist working internationally before entering the business development field.
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Love Heather’s method to cold emailing? Sign up for the Salesfolk Cold Email Mastery Course or contact Salesfolk about consulting.
Connect with Heather on LinkedIn, Tweet to her @HeatherReyhan, or send her an email directly:
heather@salesfolk.com
Why are salespeople depicted as slimy money-grubbers instead of as the brand representatives we know we are? As the industry changes it’s important for the modern sales professional to change with it, abandoning the old idea of building sales and marketing from the inside out in favor of connecting with the buyer’s journey to sell from the outside in.
Today’s episode covers new techniques for sales reps to engage with prospects -- you’ll be surprised at what common mistakes our guest thinks you’re making!
Mark Roberge is a lecturer at the Harvard School of Business and the Chief Revenue Officer at HubSpot. His bestselling book The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million covers his approach to building a sales team and increasing revenue.
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Check out Mark Roberge’s bestselling book The Sales Acceleration Formula
Tweet him @markroberge or connect with him on Linkedin
Pre-order my new book Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline , out on August 19th 2016!
Buyers are more than demographic statistics. They have sophisticated needs and are frustrated when companies fail to understand. Effective marketing requires alignment with the entire buying journey.
To achieve this goal many marketers use the information in a buyer persona to guide sales interactions, advertisements, and content. Gaining true insight into the buyer’s journey takes far more than compiling search data.
We will discuss how to create effective buyer personas with today’s guest Adele Revella.
Adele Revella’s mission is to educate marketers about how to harness the power of buyer personas. She’s spent over two decades in marketing perfecting marketing tools such as personas. Her experience led her to develop the Buyer Persona Institute.
With available content, workshops, and the Buyer Persona Masterclass the Institute utilizes the power of buyer interviews to teach modern marketing mastery.
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When your goal is to double sales productivity AND increase happiness the insight of a sales strategist is key. Our guest today is Jeremey Donovan the Head of Sales Strategy for the Gerson Lehrman Group.
Jeremey believes that goals in sales and improving staff happiness can be achieved simultaneously. He views his position as that of a service professional with a goal to make the sales staff’s jobs easier.
Jeremey Donovan was once an electrical engineer who moved through many roles to his current position with the Gerson Lehrman Group. His methods include involvement of key sales staff to improve a process before rolling out and split testing emails before templating.
Jeremey strives to make the prospecting process personal by encouraging staff to write with a conversational tone. Providing training to employees is one of his largest priorities when tasked with improving morale; increasing skills to empower.
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Connect with Jeremey on LinkedIn