Over 1,000 people registered to learn about “the next generation of sales” at Sales Hacker’s first-ever Sales Stack 2015. The concept started as a Meetup around three years ago and then turned into a 2-day event that Sales Hacker’s Max Altschuler says, “isn’t your grandfather’s sales conference.”
The event launched today with content that fit its next-generation theme. It all kicked off with a panel featuring these five thought leaders:
- John Barrows, CEO, Jbarrows
- Ralph Barsi, VP of Operations, Achievers
- Bill Binch, SVP of Global SMB Sales, Marketo
- Lesley Young, GM of Commercial Sales & Operations, Box
- Andrea Austin,VP of Enterprise Sales, InsideView
Here’s some of the advice they offered on modern prospecting:
8 Prospecting Tips from Sales Stack 2015
1. “One of the things you have to start doing [as a sales coach] is you have to start managing what people are doing with their day.” – Lesley Young, GM of Commercial Sales & Operations, Box
2. “If you’re just approaching [prospects] and you’re spamming, you’re going to fall flat.” – Andrea Austin,VP of Enterprise Sales, InsideView
3. “If you’re not adding value, it’s not even worth making the call or sending the email.” – John Barrows, CEO, Jbarrows
4. “I think the more salespeople today can face outward and start focusing on the world of our prospects…the better and the more advantage we’ll have.” – Ralph Barsi, VP of Operations, Achievers
5. “ ‘The reason for my call is…’ If your reps can’t finish that, they shouldn’t even be making the phone call.” – John Barrows, CEO, Jbarrows
6. “[When reaching out to prospects] the context has to be there, and the relevance has to be there.” – Lesley Young, GM of Commercial Sales & Operations, Box
7. “I think the days of having 10 browser windows open [to research prospects] are over. I don’t think everyone knows that yet.” – Ralph Barsi, VP of Operations, Achievers
8. “In every story there should be a villain and a hero, and you need to make the customer the hero.” – Andrea Austin, VP of Enterprise Sales, InsideView
Stay tuned to the LevelEleven Blog for more prospecting tips and Sales Stack content.
