Announcing the Boston Sales Hacker Conference

It’s with tremendous excitement that I get to announce the upcoming Boston Sales Hacker Conference. This is event will be packed with actionable, practical, and cutting edge hacks to give your sales teams something to feast on. When I look at this lineup I can’t help but be giddy for this event.

The lineup consists of seasoned sales vets, sales focused CEOs, proven entrepreneurs, and sales strategists. All of these speakers are doing things that are revolutionizing their industries. I guarantee you’ll pick out nuggets of useful information from every single session. If you don’t need convincing, Buy Tickets.

Be sure to scroll to the bottom for our, “How to Sell Your Boss on Attending” Checklist.

Ready? Let’s dive in to it.

CeCe Bazar and Blake Harris are Sales and Growth Strategists for OpenView Labs which is part of OpenView Venture Partners. Day in and day out they work with various thriving startups to guide them through their sales and growth strategies. That means they have visibility and experience helping a multitude of companies and have a strong understanding on what  really works, and what was just a fluke success. I can’t wait to see what they take from those deep experiences and package it up for us in their session.

Jeff Hoffman is the founder of BASHO. A sales strategy that has been a staple for some of the biggest tech sales teams globally. Companies like Salesforce, Linkedin, Marketo, Zendesk, Akamai, Hubspot and more plus many well known sales leaders have been trained using his sales strategies. On September 15th, we get a peak at some of his best , original work, for a lot less than he charges these gigantic companies.

Ilya Semin is the CEO of Datanyze and has built a unique and extremely useful tool to help salespeople figure out who is using your competitors software. More importantly, they are well past $1 million in ARR and have been running for less than 2 years with only 1 engineer and 4 sales reps, two of which are fairly new. I bet you’d like to know how they did it. You’ll have to come find out.

Peter Gracey is the founder and COO of AG Salesworks. They help companies with the front end of the sales process and have developed something they call the Outbound Index. Peter will take us through how a few different companies are getting ahead by leveraging a series of innovative tools and systems.  We’ll dive into each one as he highlights what works and what doesn’t. Dear Outbound sales teams, you do not want to miss this.

Mark Roberge is back again as we love his scientific approach to scaling sales. Mark will focus on hiring and scaling sales teams and organizations. This is a topic he knows better than most having scaled Hubspot to over 500 sales reps over the past few years. Many of his earliest sales hires are now Founders/CEOs at rapidly growing startups. His MIT and engineering background gave him an advantage that he uses to create a profile of the perfect hire, so you can get it right every time.

Okay I’m sold! Buy Tickets

Kyle Porter is the CEO of SalesLoft and their revenue proportionate to number of sales reps is becoming awfully lopsided. In the past 7 months they’ve gone from $180K to $2.5 million in annual recurring revenue, with only a small SDR team, based in Atlanta. Kyle has personally guided their sales efforts and has thoroughly evaluated over 400 company’s SDR teams in the process. He’ll share his experience and knowledge that should surely provide any salesperson, Sales Development Rep, or even Account Executive an arsenal of new tactics to implement.

Matthew Bellows is the CEO of Yesware, which sends out hundred of thousands, if not millions of emails per day. They’ve hired a team of data scientists to sort through this data to pick out trends they can use in their sales process. Matt has carefully evaluated this information and has implemented the changes in their sales team at Yesware. We can’t wait to see what he’s uncovered and what golden nuggets we can takeaway from it.

Ed Calnan is the President of Seismic and has a very robust sales background. He’s been in tech sales for over two decades and is now on his third successful sales executive role. Ed is going to get us thinking about our sales channels and how to measure what partnership/sales routes are best for your company. He’s had tremendous success starting and scaling many different sales channels and sales divisions within his organizations, so who better to guide us than Ed?

Tawheed Kader is back again. As the CEO of ToutApp, an outbound email campaign service, he understands a thing or two about messaging and prospecting. TK’s experience with sales reps everywhere has allowed him to understand what really works in the prospecting phase of your sales process. He’ll be diving into the routine of touching your customers via email and  how to build a rapport and relationships at scale.

Okay now I’m sold! Buy Tickets

Emmanuelle Skala has been a VP of Sales at multiple rapid growth tech companies. She’s currently the VP of Sales at Influitive. Her unique strategy on using your customers as your sales channel is quite brilliant. She’ll demonstrate ways to turn your current customers into a high velocity lead pipeline. This is something she’s been doing for years but is fresh, new, and original content for our conference only.

Mike McGuinness is a serial VP of Sales for large tech companies. It’s safe to say he’s seen just about everything and clearly, he’s figured out what works and what doesn’t when scaling a sales org. Mike will dig deep into building fast paced and high efficiency sales teams both from the manager’s and the rep’s perspectives for companies of all growth stages.

Jeff Fagan is a Partner at Atlas Ventures, and a VC that invests heavily in SaaS and Enterprise technology companies. He also participates as a board member in dozens of companies that are focused on B2B sales. His unique experience with these companies gives him a perspective on sales growth unlike any other. I can’t wait to see what kind of wisdom he’ll be able to impart on us.

OMG this is awesome! Buy Tickets

 

Wow! So How Do I Sell This To My Boss?

Tell your boss they’ll never make a better investment in the future of THEIR sales team or YOUR career for a price THIS affordable. Period. Just look at that list of actionable knowledge you’re about to gain. Sales Hacker Conferences are still intimate, so you’ll even get a chance to mix it up with the speakers before and after their sessions. Our audience is full of top notch, up and coming salespeople that are looking to connect, learn, and maybe even recruit or be recruited.

So, cancel that Netflix subscription you never use, tell your boss you’ll come out of pocket if they won’t send you, or do whatever you need to do, but miss this at your own risk.

 

The “How to Sell Your Boss” Checklist

1. What’s your company’s average deal size? Ok, so if you land even one deal from something you learned or a connection made at this event, you’re on top!

2. If you learn one new thing you can implement at your company, what is that worth?

3. Is your company hiring? This is a great place to find talented salespeople who actually care, and want to master their craft as a salesperson.

4. You can finally meet face to face with those big wigs at Company X. They desperately need your solution but you haven’t been able to get in touch, until now!

5. Hey boss, do we like saving and making money at this company? Because what we’re able to implement in our sales process after attending this event will do both.

6. If you’re not investing in your employees growth, then your employees will find someone else who is.

Sweet, they’re in! Buy Tickets

 

Alright, maybe I’m a bit biased, but have you seen what others are saying?

“The Sales Hacker Conference is the best event to attend to learn about practical sales ideas that actually work (not just blah blah blah blah talks). It’s full of ideas you can apply right away in your business.” – Aaron Ross (CEO, Predictable Revenue)

“World class sales execution is often the main ingredient behind company success. The Sales Hacker team brings together the best minds and cutting edge ideas into a fun, energetic, thought provoking event.” – Mark Roberge (CRO, Hubspot)

“I took notes throughout the day and picked up a number of new ideas. This really is a great new event.” – Dave Govan (EVP of Sales, Sailthru)

“The Sales Hacker events connect people, ideas, and moments to drive results. Anything I can bring back to the team and implement tomorrow is key.” – Daniel Barber (Sales Development and Operations, ToutApp)

“This is the only sales conference we send our salespeople to.” – Ryan Buckley (COO, Scripted)

See you there! Buy Tickets

 

Four Corners to Speeding Up the Sales Cycle

*Editors Note: Live updates from the Sales Hacker Series – Speeding Up Sales Cycles in NYC are brought to you by Betts Recruiting. Betts Recruiting helps companies teams staff and attract talent for all revenue generating roles. Follow us @BettsRecruiting. Slides from the session are embedded below the text.

This session is titled Four Corners of Speeding Up the Sales Cycle by the Head of Sales at DailyMuse, Doug Freeman.

 

How to speed up the sales cycle

  1. Lead gen
  2. Qualifying
  3. Activity
  4. Trust the process

Are you tracking your lead gen efforts and what type of analysis are you doing on these numbers?  Qualifying leads in order to see if you are focusing on the right points and people using this analysis.

Focusing on the types of accounts you do best with.  The activity to meetings ratio is fundamental to the sales process.  Are you tracking success rates…are you tracking email success versus phone success…?

Ask questions like, what is this for? Listen in and diagnose through data where your sales reps are performing well.  For example, you can find out if there is underperformance in addressing the business needs section of the sale and then point training hours towards getting better performance there.  Summarizing the sales process is crucial, so make sure you’re asking the tough questions in order to move onto the next step.

Doug’s reps use ToutApp, Connectifire, Connect6, and Rapportive – he says that they have the most success with sourcing through email.

 

Sales Hacker Series NYC was Sponsored by Betts RecruitingSkaled, and Salesloft.

 

Moving Sales from an Art to a Science

*Editors Note: Live updates from the Sales Hacker Series – Speeding Up Sales Cycles in NYC are brought to you by Betts Recruiting. Betts Recruiting helps companies teams staff and attract talent for all revenue generating roles. Follow us @BettsRecruiting. Slides from the session are embedded below the text.

This session is titled Moving Sales from an Art to a Science by the VP of Sales at SiSense, Jordan Christopher.

New Science of Sales:

  • Inside sales is not telemarketing
  • Consumers are smarter than ever
  • Consulting service margin decrease
  • Long/complex POC aren’t efficient

Combining Cloud Collaboration and Inbound

Status quo

  • 94% qualified leads never close
  • About half the team misses quota
  • 24% reps time spent on research
  • Avg rep closes in 4.5 months

Optimize to the point of extreme efficiency.  There is a natural incubation process.  Each position is highly specialized he breaks down what each position does:

SDR – qualify leads

Sales Rep – meeting on the calendar
Account Executive – nurture the relationship

  • intro call
  • tech evaluation
  • tech fit
  • commercial terms
  • sales order sent
  • closed/lost

Sales Hacker Series San Francisco was Sponsored by Betts RecruitingSkaled, andSalesloft.

Land Mines and How to Overcome Them

*Editors Note: Live updates from the Sales Hacker Series – Speeding Up Sales Cycles in NYC are brought to you by Betts Recruiting. Betts Recruiting helps companies teams staff and attract talent for all revenue generating roles. Follow us @BettsRecruiting. Slides from the session are embedded below the text.

This session is titled Land Mines and How to Overcome Them by the CEO of FunnelFire, Mark LaRosa.

Do you want to hunt elephants or do you spray and pray?  You need to know what you are doing in order to be the most efficient. You must know your customer.

52% of buyers say they are more prepared than the salespeople that are trying to get their business. Also these statistics say they (buyers) are 5x more likely to talk to you if you know something about them and their businesses. Key things to know are what are customers saying about them, how can you use that information, what are they passionate about, what charities do they support, what are their press releases, what are they launching, where are they hiring?

People need to use the data that already exists within their databases.

View a company’s Form D if they are a private company – they can see their funding, if they are going to raise, etc.  If they are public they file every three months the 10Q and the 10K, there is a section 2 that is pure sales gold.  If you use this information the sales cycle will go much, much faster.

Newsflash – customers don’t give a S**T about your product, they just care about finding a solution for their pain!

When a sales rep is giving a presentation and the prospect says, “I have a question” and the sales rep says, “I’ll get to that at the end of my presentation”, this is the wrong way.  That one question could be the answer you need in order to get the sales process done.

Push for the no – every time you get a no you get closer to the yes.  A no is an opportunity to get closer to the yes.  The more you ask for the no the faster it is going to go down the pipe.

Find the deal you can close – which means you have to be flexible on how and when you deliver.  A small deal now can be large deals in the future.

Set some land mines – use land mines in order to keep you in mind after the meeting is over.  Saying something about “if you have any questions in the future, feel free to call me”.  Another land mine he gives an example about an ecommerce solution talking about black friday – and the prospect has that talk with their boss and now he is ready to buy because he didn’t have a solution already.

Sales Hacker Series San Francisco was Sponsored by Betts RecruitingSkaled, and Salesloft.

Keys to Accelerating Deal Cycles

*Editors Note: Live updates from the Sales Hacker Series – Speeding Up Sales Cycles in San Francisco are brought to you by Betts Recruiting. Betts Recruiting helps companies teams staff and attract talent for all revenue generating roles. Follow us @BettsRecruiting. Slides from the session are embedded below the text.

This session is titled Keys to Accelerating Deal Cycles by the VP of Sales at Scripted, Matt Cameron.

Matt focuses on starting his deals in high gear and maintaining momentum to the finish line.

Now that is easier said than done, obviously. Matt spoke to the situations that you must learn to avoid to ensure that your deals start in high gear. For instance, a scenario he called deal death is where you’re along in the sales process but the prospect says, “You know Matt, everything looks great but things have changed, priorities internally have shifted; we’re just not looking to buy at this time.”

Situations like this are tough, and to get out you’re going to have to do some jujitsu. But wouldn’t it be great if you could avoid this situation entirely by having the structure in place earlier on in the funnel to avoid this altogether?

Matt describes how he maintains discipline throughout the entire sales process to get the deal in a high gear and maintain that momentum.

First and foremost, unless the person that you’re talking is directly affected by it, nothing will happen. If you’re talking to the intern and you’re pitching finance software, the intern will not care nor will they pass your message on. It is completely irrelevant.

When you’re talking to an irrelevant person the deal will stall. To avoid a deal stall you must have the right person on the other end.

How do you get them?

 

1. Ask: “So John, just how you understand exactly, how did a similar project go about in the past?”

Chances are that person will drop a few names, or names of roles, or they could even admit that they’ve never done a project like that before. That question could lead you to the more relevant person with budget and authority, or will expose their pain. Either way you’re avoiding the stall and maintaining momentum.

 

2. When you’re at the proposal make them a part of the process.

Matt referred to this tactic as the implied mutual plan and it might sound something like this:  “Hey John, I’m going to send you a draft proposal but I’m sure it’s not perfect. Look it over and let’s schedule a time next week to do this together?

 

3. Use a scoring system to see the opportunity’s progression.

Using a scoring system to see the progress of a lead over time to make sure this deal is progressing. This is extremely important to move them through the funnel, and to give you metrics on how fast you can close a deal.

 

4. Setup Sales Management Tools with a Followup cadence.

If you’re trying to reach someone but you can’t or they’re ignoring you on really easy way to figure out what is going on is by calling Accounts Receivable and asking them about the person you’re trying to reach. I imagine the same will work for the front desk line.
“Hey John, I’m trying to get ahold a Susie. I must have dialed the wrong extension. Would you mind passing me along to her?” Based on that question you can learn some very important details about who you’re attempting to reach or you will finally get them on the phone.

 

Sales Hacker Series San Francisco was Sponsored by Betts Recruiting and Datanyze.

The Secret to Accelerating Sales

*Editors Note: Live updates from the Sales Hacker Series – Speeding Up Sales Cycles in San Francisco are brought to you by Betts Recruiting. Betts Recruiting helps companies teams staff and attract talent for all revenue generating roles. Follow us @BettsRecruiting. Slides from the session are embedded below the text.

This session is titled The Secret to Accelerating Sales by the Director of SMB Sales at BaseCRM, Wynne Brown.

The secret to accelerating sales is in order to go fast in sales, you must slow down. You do this by having the right culture, a scalable methodology, and downstream planning. Here is what those elements look like according to Wynne:

  • The right culture
    • Being unstoppable in your approach
      • Towards clients
      • With your time
      • With your attitude to be the expert
  • Scalable Methodology
    • Build the machine to achieve optimal speed
      • How long is the sales cycle? Then you can figure out where the issues are and coach and/or shorten the cycle
  • Sales People are awesome
    • Trust your managers.
    • Let them guide you and give you the best tools to succeed
    • Optimal speed without slowing down
  • Downstream Planning
    • Having a Unified Voice so everyone
    • Avoidance of deceleration

In order to go fast in sales you must go slow and create.

Sales Hacker Series San Francisco was Sponsored by Betts Recruiting and Datanyze.

7 Steps to a Quick Close

*Editors Note: Live updates from the Sales Hacker Series – Speeding Up Sales Cycles in San Francisco are brought to you by Betts Recruiting. Betts Recruiting helps companies teams staff and attract talent for all revenue generating roles. Follow us @BettsRecruiting. Slides from the session are embedded below the text.

This session is titled 7 Steps to a Quick Close by the VP of Sales of Upsight, Farlan Dowell.

 

Here are Farlan’s 7 quick tips to a quick close:

 

1. Who is your champion?

Go into your CRM and find out who the top ten closest deals are to closing and hand them off to your best salesperson.

To find a champion or create a champion, appeal to the individual rep as a person first. Teach them how to then sell this up the ladder. Become a “Hero Maker” by making your champion look like a hero.

2. What are your metrics?

Find out what they’re looking to measure and hit on those point in your pitch.

3. What do they need, but know they need..yet.

Blow their mind! Give them the Ah Ha moment by understanding what their solution to their problem  is and how you address it. This is something they might not have thought of.

4. Take control of the process and the “The Meeting”

Send the NDA to find out if the person you’re dealing with is credible and also you’ll find out who signs things in the company.

5. Ask the uncomfortable question.

Especially before putting pricing on the table ask, “Is this the product you’re going to buy?”. No is the second best answer. Not knowing is the worst.

6. Compliance “Sign By”

What you commit to verbally you have an innate urge to fulfil it. Make them commit to something!

7. Close it as quickly as humanly possible

“Time Kills All Deals”

 

Sales Hacker Series San Francisco was Sponsored by Betts Recruiting and Datanyze.

Hacking Outbound Prospecting

*Editors Note: Live updates from the Sales Hacker Series – Lead Gen & List Building in Los Angeles are brought to you by TaskUs. TaskUs helps companies outsource their Customer Support and Back Office roles to free up resources . Follow us @TaskUs. Slides from the session are embedded below the text.

This session is titled Hacking Outbound Prospecting by the VP of Sales of ZipRecruiter, Kevin Gaither.

Most important takeaway

  • It’s all about conversations.
  • The most important metric should not be the number of calls you engage in, but rather the quality of conversation.

Break into Voicemails

  • Play around pressing random buttons to find internal numbers when on the phone with corporate.
  • Reroute the call so that it comes through internally. Get an internal referral.

Guess Emails Address

  • Download Rapportive for Chrome, Firefox,or Safari with Gmail.
  • There are only so many types of email combinations.

Rip Leads into Salesforce

  • Download Sales Loft Prospector (Chrome Extension).

You Make the Call (When you see they opened your email)

  • Download signals: www.getsignals.com (also ToutApp or Yesware work well but aren’t free)
  • Make the call immediately after the person has opened your email. You know they’re there. Don’t mention you saw they opened the email.

Slow Down to Speed Up

  • Do your afternoon prep
    • Set aside a block of time in the afternoon to prep for the next day.
  • Evaluate your calls
    • Take a moment to debrief after every call while it is fresh in your mind.
  • Track your OWN metrics

Wrap it Up

  • Hack voicemails for MAX conversation
  • Be super sleuth and find email addresses
  • Rip awesome targeted list quickly into SFDC
  • Make the call when they open your email
  • Slow down to speed up

 

Sales Hacker Series Los Angeles was Sponsored by TaskUs and PipelineDeals.

Creating Predictable, Scalable Sales Revenue

*Editors Note: Live updates from the Sales Hacker Series – Lead Gen & List Building in Los Angeles are brought to you by TaskUs. TaskUs helps companies outsource their Customer Support and Back Office roles to free up resources . Follow us @TaskUs. Slides from the session are embedded below the text.

This session is titled Creating Predictable, Scalable Sales Revenue by the CEO of Predictable Revenue, Aaron Ross.

 

#1 Mistake that companies make:

  • Speaking to everyone = no one can hear

What do customers want?

  • People don’t care what you do–they care about what you can do for them.

Improve your messaging TODAY

 

  • Ask yourself…
  • 1) How do you help customers?
  • 2) So what?
  • 3)What is so great about that? (WSGAT)
  • So…
  • 1) What have you won most easily, for the most $?
  • 2) Where are you needed
  • 3) Pretend people ask “how do you help customers”
  • 4) Try the Aurora (3rd Grade) test– can a 10 year old understand your pitch?

 

 

Sales Hacker Series Los Angeles was Sponsored by TaskUs and PipelineDeals.

Sales Prospecting Through Customer Development Tactics

*Editors Note: Live updates from the Sales Hacker Series – Lead Gen & List Building in Dublin are brought to you by Betts Recruiting. Betts Recruiting helps companies teams staff and attract talent for all revenue generating roles. Follow us @BettsRecruiting. Slides from the session are embedded below the text.

This session is titled Sales Prospecting Through Customer Development Tactics by the CEO at InvestorSheet, Russell Banks.

Two types of sales: Hunters or Farmers.

  • Different skill sets that people gravitate towards. However, in startups you have to do both.
  • Fear vs Fun – either you need to buy this or you’re in trouble vs get on board, this is the place to be!
  • Friends make all the difference in sales – if they like you just a bit more than the other guy, that could be the difference.
  • Cold Calling – can be a nightmare, you KNOW you are interrupting them. It’s a hostile start!

There is a better way….CUSTOMER DEVELOPMENT!

  • A process of identifying whether or not they have a problem that you can solve. (The Entrepreneur’s Guide to Customer Development is the handbook to this) People will try and tell you what you want to hear but don’t RUSH. Think of it as pre-sales. You can’t just jump right into the sale.
  • Think of how your product is being perceived. See where you fall on their pain points. f you think there is a real need, they’ll be happy to hear from you again.
  • As a person, email is just easier on you and the lead. Not quite as painful.
  • Run the customer dev meeting well by asking the proper questions so that they can’t just tell you what you want to hear. You don’t want them to lie to you to make you happy.
  • Create PERSONAS
  • Develop hypothesises and plan the strategy towards the overall view of the lead.
  • Ask the 5 why’s. Understand what personas the leads are and how you can approach that down the road.

Emails

  • Send all cold emails from a personal account – begin the relationship, not the sale.
  • Start with an emotional intro, personalized and researched.
  • Give them a brief description of your activity, don’t sell them or give them too much info.
  • Spark their interest and gauge their pain point.
  • Validate with a case by case example if needed.
  • Try to set up your Skype (especially good for the 24 hour workday available here in Ireland) or phone call for further development.
  • Yesware or ToutApp to track your email blasts.

Customer Development Meetings

  • Don’t tell them what you’re doing until the END.
  • You need to discover what their needs are, evaluate the lead while building the relationship.
  • Let THEM do the talking (90% of it)
  • YOU ARE NOT SELLING! – Note the emotion of the conversation, but do not drop the sales pitch. It may be tempting, but the perception of the relationship can change dramatically if switched on to the sale too soon.
  • Have a questionnaire, offer up the fact that you are taking notes so that you can learn more about them.
  • Don’t ask questions set in the future that are a set up for failure. “Would you” and “could you” questions setup a hypothetical that people will find a way out of.
  • “Why”s are a good question, let them talk and don’t lead them. No Leading Questions!
  • Builds for a positive first impression/experience with each other. You’ve quickly done all the research on them in a conversation or two.

 

Sales Hacker Series Dublin was Sponsored by Betts RecruitingBank of Ireland, and CaFiCo International.

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