This group of sales professionals whose primary location is stable and out of a single location could be an office setting or a work from home situation.

Stop calling it a sales playbook. It’s a sales cookbook!

Sports analogies are to sales as urinal troughs are to baseball. They go hand in hand, glove on hand because a baseball game is straightforward. A basketball game is simple. Team A competes against team B. Whoever scores the most points wins. Is it a sales playbook or a cookbook? We compare inside sales to sports because we want sales to be as straightforward as a sports game, with a defined “winner and loser.” It’s easier for us to think of selling as a game, and selling strategies as plays in a playbook. But inside sales isn’t a sport, and treating it as such won’t get you very far in today’s sales climate, because with that [...]

Stop calling it a sales playbook. It’s a sales cookbook!2019-02-11T20:29:43+00:00

9 Steps To Hack Your Interview Process & Score More Job Offers

My wife thinks I’m crazy for saying this, but I love the sales job interview process. And no, I don’t mean interviewing candidates, I mean interviewing as a candidate. I love it so much that a close friend, Scott Leese, SVP of Sales at Qualia Labs, and I often joke about how if we could make money just by landing job interviews, we would do it full time. Landing, and of course, nailing job interviews is an invaluable life skill, and if you’ve ever had to wade through the job market, you probably know that your single greatest point of leverage is securing multiple job offers simultaneously. This puts pressure on employers to take you [...]

9 Steps To Hack Your Interview Process & Score More Job Offers2019-02-11T20:30:51+00:00

Efficiency vs. Effectiveness: The Value of Sales Training in Inside Sales

Webster’s Dictionary defines Efficiency as… Oh wait, this isn’t a graduation speech. It’s a wake-up call. Something the sales industry is in dire need of. See, in the past few years, sales organizations, have started to heed what those of us in inside sales have been saying for over a decade: THERE MUST BE A BETTER WAY! […]

Efficiency vs. Effectiveness: The Value of Sales Training in Inside Sales2019-02-11T22:41:34+00:00

The Resilient and Empathetic Sales Person

INTRODUCTION One of the core values of SalesHacker and The Harris Consulting Group is our continual desire to learn. We push ourselves and our clients to be better, fail faster, iterate quickly, adapt, and improve. We believe this is essential to being successful in sales and is part of our “Warrior Training”. Like many people in sales we look to learn from others as much as we look to help others learn. In this post we are going to explore two concepts that have really struck a chord with us in 2015 as we look at the sales world. One is resilience, the other is empathy. […]

The Resilient and Empathetic Sales Person2019-02-20T18:54:54+00:00