Hack & Hustle

What bankers can learn from startups about sales [Workshop]

Earlier this year I gave a workshop in Austria for the probably coolest bunch of bankers I've ever met.

Erste Group, which is one of the world's largest financial service providers and has been in business since 1819, created a subsidiary that operates more like a startup than a bank - and it's those people from BeeOne who invited me to share my sales insights.

Here's a 20 minute excerpt. (If you've been following us for a while or read The Ultimate Startup Guide To Outbound Sales, you'll be familiar with most of it).

Read More

SaaS sales: Turn outages into opportunities

On March 5 earlier this year our customers couldn’t use Close.io to make calls for a couple of hours because of a technical problem with our telephony provider. 

And if sales people can’t make calls, they’re losing money and missing opportunities. Which is the last thing we want to happen to our customers.

But rather than letting this outage drag down our business, we turned it into a sales opportunity, and actually came out winning on the other end. If you’re in business, crisis situations are inevitable at any stage of your company. There will be outages, bugs, errors, which is why I want to share our crisis-into-opportunity gameplan with you today.

Read More

B2B sales tips: Internal champions are great, but you sell to decision makers

One of our reps was in the process of selling our inside sales CRM to a pretty large company. They had sales teams all over the world, and their US team manager loved our product, and wanted to champion it within the company.

The ultimate decision makers (VP of Sales & CEO) were both located at their headquarters in Italy though. Yet, our sales rep had never spoken with them. Instead, he coached the US team manager on how to handle common questions and objections.

Our sales rep: “Now I’m just waiting until the end of the month, because that’s when she’s going to be able to get the buy in from the VP of Sales and the CEO.”

Alarm bells started ringing in my head.

Read More

SaaS sales: Make them buy AND use your product

In SaaS sales, it’s not enough to sell your customers on buying your product. You need to sell them on using it too!

Many founders underestimate how much this matters, and their SaaS startups will never gain traction until they get this right.

Read More

Sync & send from multiple email accounts + easier email setup

We just launched several improvements around setting up email accounts in Close.io. You can see and take advantage of these changes on the redesigned Email Settings page.

Read More

B2B sales strategy: Who should you sell to? SMBs, enterprise or...

If you've got a solution that could benefit customers of different sizes, how do you go about developing a B2B sales strategy? The worst thing you can do is to not make a decision, and instead try to sell to everybody. 

Should you sell to small business customers? Fortune 500 companies? Medium-sized businesses? Solopreneurs? Micro-enterprises? Startups? Only restaurants, or restaurants and groceries and office supply stores? There are many ways to slice and dice it, and how you go about it can be the difference between success and failure.

Read More

Looking stupid in the name of progress: Old dudes on skateboards

When was the last time you did something that made you feel like you looked stupid to others? When was the last time you put yourself out there in a way that was uncomfortable to you because it was totally out of your comfort zone? When was the last time you chose to trade your dignity for a new experience?

I was about 24 or 25 years old when I watched Dogtown and Z-Boys with a couple of really good friends. It’s a movie about the pioneers of skateboarding. We loved it, this was pure awesomeness!

Read More

How to achieve sales mastery

What can you do to become a master at sales? How can you fast-forward your process to becoming a true master of the craft?

Read More

Should you use a sales script?

There’s this almost religious debate among sales professionals: should you work with or without a script?

The answer is not either or, but instead do both!

Read More

How To Renegotiate A Deal?

It can happen to the best of us. We pursue a deal, negotiate for the terms, put in all this effort and get them to sign the dotted line. Only to figure out a short while later, that the terms of the deal are bad. That’s sellers remorse.

What do you do now? Do you just try to make the best of a bad bargain? Do you go back to the prospect and re-negotiate the deal?

If you do re-negotiate the deal, how do you go about it? How do you bring it up with the prospect? How do you tell them what you both just agreed upon isn’t acceptable? In what words do you let them know?

There’s something much more important than all these tactical questions…

Read More

Actionable sales advice. Delivered weekly.

Who are we?

Close.io is a streamlined sales platform that helps you close more deals. With built-in calling and automatic email tracking, you can focus on selling rather than data entry.  Start your free trial today!

Follow Us

Posts by Topic

see all

Check out our book