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Best 18 Sales Articles of 2018 from Sales Hacker

Colin Campbell

December 28th, 2018

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Here’s a recap of the best sales articles from 2018 from Sales Hacker!

With 2019 is right on the horizon, I’m taking this as an opportunity to look back at the kickass year we had at Sales Hacker. As usual, we were lucky enough to play host to many brilliant people contributing amazing content.

Thanks to ALL our contributors and readers (now over 106k! Wow!) for making Sales Hacker what it is. You rock! We look forward to engaging with you in new ways very soon! (More on that later…)

For now, if you’d like to contribute to Sales Hacker, please fill out our contributor survey so we can add you to our database.

The 18 best sales articles of 2018 from Sales Hacker

The SaaS Executive’s Guide To Building A Winning Go-To Market Strategy by Jacco Van Der Kooij

The Winning By Design Blueprint Series provided practical advice for every part of a SaaS sales organization. This particular piece of the series outlines a tactical approach to building a go-to-market strategy. Use it to diversify your revenue, make your business more resilient to economic setbacks, and help you plan for growth.

Notable Stats

  • Page views: 12972
  • Avg Time on Page: 23:50
  • Total Shares: 62
  • Backlinks: 260

The Sales Hacker Deck On Sales Decks: Learn How To WOW Your Prospects And Convert! by Alli McKee

The demo-only approach doesn’t work in sales anymore. With an average of 6.8 people involved in each B2B deal, you need a deck if you want your message to travel from the champion you met to the buyer you didn’t. This article will help you build the most compelling sales deck possible.

Notable Stats

  • Page views: 12622
  • Avg Time on Page: 30:44
  • Total Shares: 112
  • Backlinks: 212

Do You Make These 13 Mistakes During Your Sales Conversations? by Chris Orlob

Mistakes during your sales conversations cost you deals. Buyers have dozens of options and more power than ever before. That means you can’t afford to slip up during sales conversations. Your buyers won’t have it. Knowing the most common mistakes will help you avoid them. This article analyzes over one million B2B sales call recordings to tease out what’s working and what’s not, based on hard data.

Notable Stats

  • Page views: 11535
  • Avg Time on Page: 13:40
  • Total Shares: 380
  • Backlinks: 225

How To REALLY Run An Effective Sales Discovery Call by Richard Smith

It’s no secret that discovery is one of the most crucial parts of any sales opportunity, and ultimately – delivering demos without this vital component is likely to be wasted time and effort. Sales reps often struggle to ask the right questions or get the right answers to help build up the urgency to buy. Many sales leaders are unsure how to coach their reps to have better discovery calls. This article breaks down how to run effective discovery calls within the sales process, in just 7 easy steps.

Notable Stats

  • Pageviews – 10745
  • Avg Time on Page: 22:25
  • Total Shares: 59
  • Backlinks: 828

How to Write a Follow-Up Email That Actually Works by Sujan Patel

Failing to follow up on the sales emails you send can have a disastrous impact on your sales efficiency. You’re just leaving too much opportunity untouched. Unfortunately, effective follow-up these days isn’t always as simple as shooting off a “just checking in” message. Follow-up emails deserve as much attention as your initial outreach, and this article was designed to help you do just that. There are even 6 templates for you to try out!

Notable Stats

  • Page views: 10745
  • Avg Time on Page: 22:25
  • Total Shares: 59
  • Backlinks: 828

31 Simple, Yet Brilliant Lead Generation Techniques to Supercharge Your Sales Pipeline by Tom Whatley

In this article, you’ll learn 31 lead generation techniques across 14 categories to fill your own sales pipeline and build career-changing relationships that will last forever. Waiting for someone else to bring you leads is a sure way to a slow death. But as Tom showed us, it doesn’t have to be a painful slog to generate your own leads.

Notable Stats

  • Page views: 8151
  • Avg Time on Page: 10:31
  • Total Shares: 238
  • Backlinks: 176

Why Cold Calling Is the #1 Skill You MUST Master to Double Your Income in 2018 by Tony Hughes

Cold Calling is the top sales skill you should be developing to gain a competitive edge, not just for prospecting and landing meetings with C-Level decision makers, but at every stage of the funnel. This article presents some very convincing points to support that case.

Notable Stats

  • Page views: 6912
  • Avg Time on Page: 12:40
  • Total Shares: 352
  • Backlinks: 108

The Scientific Approach To Setting Sales Goals For Your SDR Team by Tito Bohrt

In the tactical breakdown offered by this article, you’ll learn how to understand SaaS costs basics, and how to accurately set sales goals and metrics that drive success for your sales team. Also review how to determine if your team structure is working or not, as this is a crucial factor that impacts revenue goals. As an additional bonus, it has a checklist you can use to put your plans into action.

Notable Stats

  • Page views: 6848
  • Avg Time on Page: 10:57
  • Total Shares: 233
  • Backlinks: 215

If You’re Building Your B2B Marketing Strategy, Start Here by Andrei Zinkevich

A proven B2B marketing strategy framework that will help you identify the most prolific market segments, your ideal customer profile, and the right marketing channels to generate leads. You’ll get a fresh perspective on what to improve in your marketing strategy and how to create a new one from scratch.

Notable Stats

  • Page views: 6714
  • Avg Time on Page: 13:28
  • Total Shares: 92
  • Backlinks: 446

Demystifying Sales Enablement: What Is It, Why It Matters, And How To Do It Right by Roderick Jefferson

To see what selling on steroids looks like, check out companies with the best sales enablement strategies. You’ll discover a lively place, with a lot of things like revenue, productivity, and win rates going up, and a lot of things like speed to revenue, sale cycle period, customer churn, and staff attrition rate going down. This article explores the up-and-down ride that moves the needle where it matters, driving sales teams to peak performance and customers to brand loyalty.  

Notable Stats

  • Page views: 5708
  • Avg Time on Page: 13:41
  • Total Shares: 124
  • Backlinks: 257

7 Habits of Highly Successful SDRs by Dan Murphy

Although it’s sometimes considered an entry-level job for those with little to no experience, that is less and less the case. The SDR role is a surprisingly complex one, often requiring both sales and marketing skills with a numbers-driven approach. After a lot of research about the different daily and weekly habits that Sales Development Team can focus on, this article has boiled it down to the 7 key habits that end up making the difference.

Notable Stats

  • Page views: 5674
  • Avg Time on Page: 11:23
  • Total Shares: 144
  • Backlinks: 89

35 Most Influential Women in Sales by Max Altschuler

This exclusive list honors not just female leaders that promote their own sales platform but those that take it even a step further by being incredibly intentional about promoting the next generation of female salespeople and making their path a little easier. They say “You can’t be what you can’t see,” and the sales floor is no exception.

Notable Stats

  • Page views: 4695
  • Avg Time on Page: 24:03
  • Total Shares: 764
  • Backlinks: 14.4k

6 Discovery Call Questions To Help You Prioritize Your Pipeline by Bardia Shahali

In sales, it’s normal to spend hours rehearsing for an upcoming demo and fine-tuning the deck. But when it comes to the discovery call, many assume that they can wing it. The risk of doing it poorly or not at all is getting stuck in “the land of no decision” with the deal and your quota on the line. That’s why it’s so important to ask the right questions at this crucial step in the sales process.

Notable Stats

  • Page views: 4070
  • Avg Time on Page: 11:15
  • Total Shares: 71
  • Backlinks: 638

4 Ways to Ask Indisputably Better Probing Questions in Sales by Emily Meyer

On the first call, regardless of what you’re selling, the questioning should always start the same. Start broad and then narrow down. Often reps make the mistake of only asking leading questions that are not open-ended, looking for “yes”. This article talks about probing questions in sales and how to craft them perfectly.

Notable Stats

  • Page views: 3774
  • Avg Time on Page: 8:47
  • Total Shares: 68
  • Backlinks: 82

What Not to Do in B2B Sales — 7 Signs You’re About to Kill the Deal by Manish Nepal

One of the reasons why B2B sales is so complicated is because of the many blind spots it involves that can ambush sales deals. You can optimize your prices, comply with necessary regulations, and have the best sales tools at your disposal. But the deal can fail if you don’t know what NOT to do in B2B sales. This article highlights the seven hidden traps in the B2B sales process that might be holding you back.

Notable Stats

  • Page views: 3019
  • Avg Time on Page: 9:59
  • Total Shares: 69
  • Backlinks: 259

How to Own it, Crush it, and Stay Motivated in Sales [9 Tips for AEs] by Nima Mogharei

To say that sales can be a grind would be an understatement. Here are some of the key takeaways on how to stay motivated by a seasoned salesperson. Follow these 9 steps and don’t let the hustle get to you.

Notable Stats

  • Page views: 2638
  • Avg Time on Page: 7:59
  • Total Shares: 87
  • Backlinks: 417

Why You Should Throw Your Sales Playbook in the Trash (And What to Use Instead) by Pavel Dmitriev

The sales playbook is a tale as old as time, and that’s exactly the problem. This time-honored tool is now dusty and dated. Yet it continues to be the main resource for many organizations. Pavel points out why it’s problematic, and how to transform the traditional playbook with the most powerful tool – data.

Notable Stats

  • Page views: 2560
  • Avg Time on Page: 13:06
  • Total Shares: 70
  • Backlinks: 209

How to Become a VP of Sales by the Time You’re 30 by Christien Louviere

This article explores the A to Z of how can you become a VP of Sales. Are you prepared to be in charge of the company’s most critical assets? Are you ready to hire and retain a sales team of the best and brightest? Can you spot sales performance issues before they blow up? Are you ready to create predictable revenue based solely on your leadership skills?

Notable Stats

  • Page views: 1970
  • Avg Time on Page: 17:24
  • Total Shares: 28
  • Backlinks: 1500

About the author

Colin Campbell

Colin is the Director of Marketing at Sales Hacker. Before that, he led the strategy team at a marketing agency, and worked with hundreds of B2B brands to build winning inbound strategies. Outside of work, Colin is the world's biggest dog lover, and spends as much time as possible outside.

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