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Hey AEs: Need to Create Pipeline? 4 Tricks to Try

Increasingly, we’re starting to see account executives asked to create their own pipeline — which means building your own target connection list. If you’ve been following the lead of your BDRs and SDRs, you’ve been leaning on warm intros. This makes sense. After all, prospects are 5x more likely to engage outreach from a mutual connection vs. pure...

3 Key Pillars to a Winning Sales Team: How to Utilize Win-Loss Analysis

Bad news: you may have noticed that your win rates have started to decline, sales cycles are getting longer, and pipeline is shrinking. (the last couple of months have been a doozy) Good news: win-loss analysis can help. We’ve asked a few experts to join and unpack how these insights will help you build pipeline by targeting the right prospects,...

How To Get The Most Out of AI (And Crush Your Number)

Companies with high revenue growth are 3X more likely to use AI in sales. But only about 45% of sales teams worldwide are utilizing AI to its full potential. In the live replay, Lauren Bailey (Founder and President of Factor8) and Lisa Schwartz (Director, Global Product Marketing at Freshworks) share how AI is disrupting sales and preparing companies...

Beware Complexity Bias: Stop Overcomplicating Your Sales Process

Complexity bias — our tendency to value complexity over simplicity — is part of being human. But this natural leaning causes significant headaches and roadblocks when it bleeds into the sales world. Let’s talk about how to spot overcomplication in your sales process and what to do about it. Complexity bias vs. Occam’s razor I’ll start by explaining...

I See You: How to Elevate Women of Color on Your Sales Team

I know what it’s like to feel invisible at work. I experienced it at every stage of my corporate career, and I thought things might change when I entered the C-suite. I was wrong. I thought things might change when I entered the C-suite. I was wrong. Three Black women worked on the executive floor — two administrative assistants and me, the only...

Four Digital Selling Secrets Your Prospects Wish You Knew: Insights from Gartner

A recent study by Gartner revealed that 43% of all buyers prefer a rep-free experience in their buying journey. What does that mean for you and your team? In this replay, we spill the tea on what sales leaders can do to empower their teams to succeed in this new digital selling landscape. Guests: Mukesh Mirchandani – VP Global Solution Engineering...

How to Get First Your Sales Job Right Out of College

When I graduated college, I applied to hundreds of sales jobs with no luck. You’re probably thinking I was missing qualifications, right? False. I served as a Sergeant in the Marine Corps, played D2 college baseball, worked as a personal trainer, and graduated with cum laude honors with a degree in cellular, molecular, and developmental biology with...

7 Uncommon Sales Practices Buyers Love & Sellers Need in 2023

‘Tis the season for reflections and resolutions. Selling more, earning more, and one-upping your 2022 self. Which means most sellers are focused on getting better and setting goals like: A pipeline that’s 3X bigger… And adds an extra zero to my commission… While working 10 hours less each week. It’s a classic mindset. Multiply, add, and subtract...

New Research: The State of the Sales Tech Stack in 2023

How many sales tools did you consider in 2022? How many did you buy? It’s difficult to know if any given tool is worth investing in, let alone which platforms will actually power your teams to create and close revenue more efficiently and effectively. That’s why we asked more than 1,000 Sales Hacker community members about their experience with...

A Sales Leader’s Guide to a Killer SKO

A Sales Kickoff is a massive commitment of time, energy, and resources. But too often, SKOs give a temporary boost to morale and little else. The success of an SKO comes down to preparation. If you come prepared with data-driven insights, a clean CRM, excellent reporting, and a well-crafted agenda, you won’t just improve morale—you’ll lay the foundation...

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