Max Altschuler is the co-founder of the sales blog, SalesHacker and its growing empire of conferences and books. What career advice would he give to his younger self? “The 18-year-old me wouldn’t have listened so it really doesn’t matter,” laughs Altschuler. At 28, however, he does have some suggestions for other young people starting their… Read More
Trish Bertuzzi is the the author of The Sales Development Playbook as well as President and Chief Strategist at The Bridge Group. We asked her what advice she would give to newly minted SDRs. 1. Know your buyer You need to know everything about your buyer, especially if you are selling to a sophisticated… Read More
Swedish summer is special. Swedes desert the cities in droves to spend weeks or months at simple summer houses on islands or in other isolated spots. More than 50 per cent of the population has access to a summer house through family or friends. Brisk’s CEO Hampus Jakobsson lives in Malmö, with his wife and… Read More
It may be the most difficult question in sales management. How do you motivate reps to perform at their best? Brendan Short, Wiser’s VP of sales, thinks he knows. “I would say the biggest thing is having them buy into the dream of being at the forefront of something,“ he says. Wiser’s Sales Team Wiser… Read More
Brendan Short started out as a SDR at Wiser, a startup which makes a dynamic pricing engine for retailers. Now he’s the VP of Sales. So it’s safe to say that he has learned a few tricks along the way. Short filled us in on some of his favorite sales tactics. Manufacturing urgency How do… Read More
Intercom, which makes a customer communication platform, just grew its sales team from nineteen people to thirty-eight in a single quarter. That has caused the company’s VP of sales, Russ Thau, more than a few headaches. “We were just running so fast and hiring so fast that it was just like, everybody go!” says Thau.“Now… Read More
“I’m not a spreadsheet guy. I can barely use Excel. I can barely type,” says Jorge Soto, Head of Startup Education at Sales Hacker. “But I love selling. I love prospecting. I love doing the deal. I love the entire thing.” Soto got his start in the old fashioned way, selling door to door for… Read More
Richard Harris has been training salespeople for a long time via his consultancy The Harris Consulting Group. He’s also The Director of Sales Training and Consulting Services at Sales Hacker. Harris sees the same sales problems come up again and again, especially in early stage SaaS companies. “You have people with early stage companies who… Read More
“Reps hate Salesforce because it’s making their job harder,” says Craig Jordan, a co-founder of Saascend, a digital community for SaaS growth professionals. “Which is ironic because it’s a system that is meant to make your job easier.“ Jordan should know. In his very first job, he was a Salesforce admin for a team of… Read More
Richard Harris has been working in technology sales for over 20 years. Now he trains sales teams in companies of all sizes. “There are now three official parts of the sales process,” he says. “One is the SDR. SDR’s should prospect. Two is the closing role. Three is customer success.” But how do you train… Read More
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