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 [...]

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 [...]

What Makes a Good Sales Kickoff?

It’s that time of year. That time when everything you’ve been planning for either happens or it doesn’t. And on top of that, it’s time to start planning for next year, which for many businesses means planning a sales kickoff event (SKO).   […]

Facebooktwitter[...]

What Star Wars Taught Us About Sales Scripts

If you haven’t seen Star Wars, The Force Awakens I can assure you there is a high chance you will be very, very satisfied. After running our consulting business, The Harris Consulting Group, and being the Director of Sales Training and Consulting at Sales Hacker it dawned on us one of the most important lessons we have been teaching our clients over the last several years. The value of a sales script. More often than not the word “script” is considered blasphemy and a 4-letter world in the inside sales team vocabulary. We’ve noticed it tends to come from newer sales people such as SDR (Sales Development Reps) or Lead Gen Teams. When pressed as to [...]