Highlights from Sales Hacker Tweet Chat - Turn Your Sales Process Into Gold!

Introduction

Less Than 3 Hours & #SalesHackerChat Is Live with @noahgee ! Turn your #Sales process into gold! 9am pst!! #SaaS pic.twitter.com/V9kempZQCI
— Jordan Barta (@Barta57) February 7, 2017

Let's do this #SalesHackerChat! Welcome @noahgee - let's do some intros!!! pic.twitter.com/fQx0jYRUe1
— Jordan Barta (@Barta57) February 7, 2017

@Barta57 #SalesHackerChat Hey guys! Excited to get started! I help startups with their sales process and host https://t.co/0ASYsvce1j!
— Noah Goldman (@noahgee) February 7, 2017

Intros!! Roll call!! #saleshackerchat pic.twitter.com/DzmgoPzesb
— Noah Goldman (@noahgee) February 7, 2017

Hello all! Dan Frost (or Frosty ☃️) checking in from snowy #NH here at @Forcivity where #force & #productivity collide! #SalesHackerChat
— Dan Frost (@my6cess) February 7, 2017

This is my first #saleshackerchat. I'm a big fan of @barta57 so I'm here. Let's do this.
— Jeff Bajorek (@jeffbajorek) February 7, 2017

@Barta57 #saleshackerchat made it on time this week lol
— Melissa Raddatz (@MelissaRaddatz1) February 7, 2017

Dana here from Boondocked Media. Happy to be joining y'all. Such a wealth of information from this group of people! #saleshackerchat
— Boondocked Media (@boondockedmedia) February 7, 2017

Thomas here---My team trains sales teams mostly larger mid-size tech companies Oracle, Citrix, Zoom, NetApp etc. #saleshackerchat https://t.co/fDUl6cs2Qf
— Thomas Evans (@ThomasNEvans) February 7, 2017

Hey all! MindTouch here. This is our first time joinning. We are super excited 😬 #SalesHackerChat
— MindTouch (@MindTouch) February 7, 2017

#saleshackerchat time to listen, learn challenge and contribute
— Mic V Adam (@micadam) February 7, 2017

#saleshackerchat let's talk sales process
— Dale Zwizinski (@dzwizinski) February 7, 2017

Nivas from @freshsalesapp participating in the #SalesHackerChat all the way from #India. @SalesHacker @Barta57 @noahgee
— Nivas Ravichandran (@nivasravi) February 7, 2017

On my way to the #airport so lets talk sales process #saleshackerchat https://t.co/REBOxhFMfU
— Dale Zwizinski (@dzwizinski) February 7, 2017

Write your response...

Q1: Where do opportunities go silent in the Sales Process?

Question 1 is READY! Let's do this!!! #SalesHackerChat will be trending!!! @noahgee pic.twitter.com/0PK03BvJfz
— Sales Hacker (@SalesHacker) February 7, 2017

@SalesHacker @noahgee A1 the time between first enquiry and sales guys response #saleshackerchat
— Vinod Chandramouli (@vinodc) February 7, 2017

@SalesHacker A1 When the Sales Professional has too much to do and they forget? #SalesHackerChat
— Sanjeev NC (@yenceesanjeev) February 7, 2017

A1: when the #sales rep doesn't follow up in a timely manner or stay on top of possible opportunities #SalesHackerChat
— digitalhandshakes (@digitalhndshake) February 7, 2017

@SalesHacker @noahgee When the prospect is not engaged #SalesHackerChat
— Jeff Bajorek (@jeffbajorek) February 7, 2017

A1. If you don't get buy-in from the buyer..it can go silent anywhere in process. The buyer needs to have skin in the game #SalesHackerChat
— Jordan Barta (@Barta57) February 7, 2017

A1) B4 proposal? Hard to write proposal when client doesn't know what they want and sales person is not asking the right ?#SalesHackerChat https://t.co/VU8iQYJBHX
— Boondocked Media (@boondockedmedia) February 7, 2017

A1. No follow - no contact - no conversations #saleshackerchat
— Mic V Adam (@micadam) February 7, 2017

@SalesHacker A1 "When do we walk out of a shop without buying anything?" "When the shopkeeper doesn't respond" "Exactly" #SalesHackerChat
— Sanjeev NC (@yenceesanjeev) February 7, 2017

A1: Bottom Line Up Front (BLUF): Depends but usually after discovery and on the last mile. #SalesHackerChat (cont) https://t.co/9ACjj96eFw
— Noah Goldman (@noahgee) February 7, 2017

A1 - when there is NO opportunity in the sales process #saleshackerchat https://t.co/9A1cTvYIN8
— Dale Zwizinski (@dzwizinski) February 7, 2017

A1. They can go silent at any step of the #sales process if you aren't providing value #SalesHackerChat
— Dan Frost (@my6cess) February 7, 2017

@SalesHacker A1 The Sales opportunity doesn't go silent. They just go somewhere else. #SalesHackerChat
— Sanjeev NC (@yenceesanjeev) February 7, 2017

A1. When the going gets tough, and the work seems to be too much #saleshackerchat
— Mic V Adam (@micadam) February 7, 2017

A1. When the lead was not qualified or came from marketing ;-) #saleshackerchat
— Mic V Adam (@micadam) February 7, 2017

#saleshackerchat A1: When the #salesperson has #happyears pic.twitter.com/owbakYfZ4d
— Dale Zwizinski (@dzwizinski) February 7, 2017

Agreed. When there is bad discovery and sales get "happy ears" & fuzzy next steps #Saleshackerchat https://t.co/IxeZBlKe5n
— Thomas Evans (@ThomasNEvans) February 7, 2017

@SalesHacker A1If the buyer doesnt get the feeling that we're trying to solve their problems #SalesHackerChat Whats their motive to respond?
— Sanjeev NC (@yenceesanjeev) February 7, 2017

A1 when we all don’t agree on a next step #Saleshackerchat https://t.co/pssGEUT415
— Michael Douglas (@MichaelD_sales) February 7, 2017

@SalesHacker @noahgee A1: If no proper follow ups are done, opportunities gets missed #saleshackerchat
— BARANIKUMAR (@MBaranikumar) February 7, 2017

A1: When they feel there isn't problem that needs to be solved and no additional value is being added. #SalesHackerChat https://t.co/sEl0Rk8jvW
— MindTouch (@MindTouch) February 7, 2017

#SalesHackerChat - A1: After a whitepaper download. Honestly many seemingly do it by accident. https://t.co/975pJ2z3xe
— Ken Flott SB (@KenFlottSB) February 7, 2017

Write your response...

Q2: How can Sales professionals Minimize bad sales opportunities?

Question 2 is ready! Woot Woot!! @noahgee #SalesHackerChat pic.twitter.com/eHoNooh6cp
— Sales Hacker (@SalesHacker) February 7, 2017

A2. Qualify, qualify, qualify through conversations #saleshackerchat
— Mic V Adam (@micadam) February 7, 2017

@SalesHacker @noahgee #SalesHackerChat You have to look at the source of your opportunities
— Jeff Bajorek (@jeffbajorek) February 7, 2017

A2 all but qualifying correctly #SalesHackerChat
— Garrett Rosh (@PAhoosier77) February 7, 2017

@SalesHacker A2 Identify bad fit as early as possible. Later on, you might give in to the temptation of a potential deal #SalesHackerChat
— Sanjeev NC (@yenceesanjeev) February 7, 2017

#saleshackerchat A2: yes better qualification and listen to the buyers needs https://t.co/NnVP76zlJN
— Dale Zwizinski (@dzwizinski) February 7, 2017

@SalesHacker A2 SPs should understand that No Sale is always better than a Bad Sale #SalesHackerChat A Bad Sale will cost you dearly!
— Sanjeev NC (@yenceesanjeev) February 7, 2017

A2: Qualify OUT at every opportunity. More here: https://t.co/J522bQuPoT #SalesHackerChat
— Noah Goldman (@noahgee) February 7, 2017

A2. I like to try and qualify myself OUT of the opp. Why waste my time if it isn't legit?! #SalesHackerChat
— Jordan Barta (@Barta57) February 7, 2017

A2. Always be qualifying. Actively listen and be willing to walk away/refer elesewhere if not a good fit #SalesHackerChat
— Dan Frost (@my6cess) February 7, 2017

A2. Do the groundwork upfront - understand your buyer - start conversations #saleshackerchat
— Mic V Adam (@micadam) February 7, 2017

#saleshackerchat A2 is easy - can you provide value with your product or service - #betruthful
— Dale Zwizinski (@dzwizinski) February 7, 2017

A2 digging a little deeper and asking a few more questions while qualifying opportunity #SalesHackerChat
— Garrett Rosh (@PAhoosier77) February 7, 2017

A2 Understanding source. Profile enrichment. Expectations set right. Constant communication. @SalesHacker @noahgee #SalesHackerChat
— Nivas Ravichandran (@nivasravi) February 7, 2017

@SalesHacker A2 Understand what you're selling and how the buyer is going to use it #SalesHackerChat
— Sanjeev NC (@yenceesanjeev) February 7, 2017

@SalesHacker @noahgee #saleshackerchat A2: Hear to the customer
— BARANIKUMAR (@MBaranikumar) February 7, 2017

A2: ASK THE HARD QUESTIONS! "Are there any show stoppers? What happens if you don't switch?!"#SalesHackerChat
— Jordan Barta (@Barta57) February 7, 2017

A2: Get to the customers “why”. Why is that a problem? Why change? Who else cares? What happens if you don’t fix? #Saleshackerchat
— Michael Douglas (@MichaelD_sales) February 7, 2017

A2: That is were my job comes in. Ask the ?'s and QL before hand off helps.... #saleshackerchat
— Melissa Raddatz (@MelissaRaddatz1) February 7, 2017

A2 not everyone is a good fit for your product/service. Having a target buyer profile helps #SalesHackerChat
— Garrett Rosh (@PAhoosier77) February 7, 2017

A2: Dive deeper into the prospects pain and ask a few more questions while qualifying opportunity. #SalesHackerChat https://t.co/FL0STM4joo
— MindTouch (@MindTouch) February 7, 2017

@SalesHacker Try conversations instead of a scriptedsales pitch. You might lose few sales opps but you'll gain some trust #SalesHackerChat
— Sanjeev NC (@yenceesanjeev) February 7, 2017

@SalesHacker #saleshackerchat A2: Ask more questions
— BARANIKUMAR (@MBaranikumar) February 7, 2017

#SalesHackerChat - A2: Ask if they have a timeline and budget in place early in the process. (see A6: as well.) https://t.co/79koRuDgMb
— Ken Flott SB (@KenFlottSB) February 7, 2017

Write your response...

Q3: What types of prospect 'Buy-In' determines a real sales opportunity?

Question 3 is Live and ready! BOOOOOM @noahgee #SalesHackerChat pic.twitter.com/20wdoBqLAu
— Sales Hacker (@SalesHacker) February 7, 2017

A3. Conversations start - compeition gets more visible #saleshackerchat
— Mic V Adam (@micadam) February 7, 2017

A3 For a SaaS product, importing actual data could be a great signal. @SalesHacker @noahgee #SalesHackerChat @Barta57
— Nivas Ravichandran (@nivasravi) February 7, 2017

@SalesHacker A3 When the prospect says 'Let me try that' and actually tries that. #SalesHackerChat Always a positive sign.
— Sanjeev NC (@yenceesanjeev) February 7, 2017

A3) When prospect understands inside & out how they will benefit, how it will be implemented, and how it will be supported. #SalesHackerChat https://t.co/axkMim7GLk
— Boondocked Media (@boondockedmedia) February 7, 2017

Second that without doubt! Right qualification will save you effort , time and money across the sales cycle #Saleshackerchat https://t.co/C8MT9j4mQi
— Juvaria Khan (@juvaria_khan) February 7, 2017

@SalesHacker A3 Contrary to popular belief, prospects asking for a quote is not a great sign. Its just another data point #SalesHackerChat
— Sanjeev NC (@yenceesanjeev) February 7, 2017

A3: The commitment of time is the first and most important. Is it a problem worth fixing? #SalesHackerChat https://t.co/dW80fQYiNJ
— Michael Douglas (@MichaelD_sales) February 7, 2017

@SalesHacker @noahgee A3: more support queries during the trial phase might also be considered as a sales opportunity #saleshackerchat
— BARANIKUMAR (@MBaranikumar) February 7, 2017

Write your response...

Q4: What is the top sales activity to ensure a consistent sales pipeline?

Question 4 to live! @noahgee #SalesHackerChat pic.twitter.com/Xvrnbu6bu6
— Sales Hacker (@SalesHacker) February 7, 2017

A4 Keeping current customers happy and a great referral program. Nothing like word of mouth. @SalesHacker @noahgee #SalesHackerChat
— Nivas Ravichandran (@nivasravi) February 7, 2017

#saleshackerchat A4: Utilize all #channels for #interactions #social #phone #email #f2f pic.twitter.com/TGGR8NcXQu
— Dale Zwizinski (@dzwizinski) February 7, 2017

A4: BLUF: Consistent pipeline means consistent prospecting. #SalesHackerChat Longer: Think of this as the (cont) https://t.co/q7oKSaXwIq
— Noah Goldman (@noahgee) February 7, 2017

@boondockedmedia Maybe we can help facilitate an intro to a 'meeting setter' #SalesHackerChat @noahgee Might have a few
— Jordan Barta (@Barta57) February 7, 2017

A4: Customer retention is a substantial contributor to your company’s bottom line. Treat it accordingly. #SalesHackerChat https://t.co/AEHnkqYa6O
— MindTouch (@MindTouch) February 7, 2017

@SalesHacker better support gives a better salespipeline. Customer references; organic reviews are driving factors #saleshackerchat
— BARANIKUMAR (@MBaranikumar) February 7, 2017

Write your response...

Q5: What are your Go-To-Metrics to track your sales process efficiency?

Question 5 is up! Let's keep the information going!! @noahgee #SalesHackerChat pic.twitter.com/I1vnoUTJYY
— Sales Hacker (@SalesHacker) February 7, 2017

@SalesHacker A5 Metric...Metric....Metric. ah, the old enemy. #saleshackerchat
— Sanjeev NC (@yenceesanjeev) February 7, 2017

A5: BLUF: First meetings and next meetings. #SalesHackerChat Longer: First meetings are obviously just (cont) https://t.co/UeTYU4efFq
— Noah Goldman (@noahgee) February 7, 2017

@SalesHacker A5 I strongly believe that response time to a prospect's question is directly dependant on closing a deal #SalesHackerChat
— Sanjeev NC (@yenceesanjeev) February 7, 2017

#SalesHackerChat A5) Accounts receivable balance & percentage of contract renewals & behavior changes after product is being used. https://t.co/I1QiWbJOUa
— Boondocked Media (@boondockedmedia) February 7, 2017

True. Customers don’t walk away w/o reason, get to the heart of why they left. Then use as a baseline to improve & grow. #SalesHackerChat https://t.co/Mmg3HmUNRX
— MindTouch (@MindTouch) February 7, 2017

A5: #SalesHackerChat pic.twitter.com/0FRjiVEBvI
— Sales Hacker (@SalesHacker) February 7, 2017

A5 Interval between exchange of communication. Shorter the better. Longer, the more dangerous. @SalesHacker @noahgee #SalesHackerChat
— Nivas Ravichandran (@nivasravi) February 7, 2017

A5: Marketing collateral usage (AKA product docs). Your prospects should understand the ins & outs of your product pre-sale #SalesHackerChat https://t.co/UYJOJ5UN94
— MindTouch (@MindTouch) February 7, 2017

Write your response...

Q6: What is your number one time saving hack?

Questin 6 is READY! @noahgee #SalesHackerChat pic.twitter.com/RxdDwD81jK
— Sales Hacker (@SalesHacker) February 7, 2017

Q6. Delete emails where I am CC’d #SalesHackerChat https://t.co/Rt2JpuUDu8
— Michael Douglas (@MichaelD_sales) February 7, 2017

#saleshackerchat A6: Do not save time - spend more time and care about your #customer https://t.co/RNqNXVuGBF
— Dale Zwizinski (@dzwizinski) February 7, 2017

A6: Turn the email off while prospecting on the phone. Response to emails only 3 times a day.. #SalesHackerChat its tough to do!
— Jordan Barta (@Barta57) February 7, 2017

Q6: A close second is using followup.cc. That’s been a great app for me #SalesHackerChat https://t.co/NWVtSW5COf
— Michael Douglas (@MichaelD_sales) February 7, 2017

A6) Somehow have enough money to hire someone to do all of the sales for you? #isuckatsales #SalesHackerChat https://t.co/koyHkh0syV
— Boondocked Media (@boondockedmedia) February 7, 2017

@SalesHacker A6 Reply to that email. Make that phone call. Send that quote. Not later, not tomorrow. NOW! #saleshackerchat
— Sanjeev NC (@yenceesanjeev) February 7, 2017

Agreed @dzwizinski - I ask for mine to text me if they have questions. WAY easier than them sending an email. #SalesHackerChat https://t.co/m7hEmCCzd1
— Jordan Barta (@Barta57) February 7, 2017

#SalesHackerChat - A6: Asking if a prospect has a timeline and budget when appropriate. Win fast. Lose fast. https://t.co/TGZ3poEca2
— Ken Flott SB (@KenFlottSB) February 7, 2017

@SalesHacker @noahgee A6 If that meeting invite is not from a prospect/customer, decline. #saleshackerchat
— Sanjeev NC (@yenceesanjeev) February 7, 2017

Schedule all meetings at a particular stretch. Keep a couple of hours for productive work. @SalesHacker @noahgee #SalesHackerChat
— Nivas Ravichandran (@nivasravi) February 7, 2017

A6 #saleshackerchat https://t.co/MmxJi6VdEo
— Noah Goldman (@noahgee) February 7, 2017

Write your response...

Q7: What are the best practices in training you recommend?

Question 7 is ready for you @noahgee #SalesHackerChat All aboard the trending train :P pic.twitter.com/OOraof5zaQ
— Sales Hacker (@SalesHacker) February 7, 2017

@SalesHacker A7 Pretend to be customers and talk to new sales reps. Be brutal. #SalesHackerChat
— Sanjeev NC (@yenceesanjeev) February 7, 2017

YES! Not 2 proud 2 ask 4 help where needed. Spent the last yr looking @ #1 weakness n building upon our greatest strengths! #SalesHackerChat https://t.co/ukkomYNRRN
— Boondocked Media (@boondockedmedia) February 7, 2017

@SalesHacker Training shouldn't be theoretical. Create as many mock scenarios as possible and act it out. #saleshackerchat
— Sanjeev NC (@yenceesanjeev) February 7, 2017

#saleshackerchat make time to do something daily or at least weekly to make yourself better https://t.co/R8LzCc7gtL
— Jeff Bajorek (@jeffbajorek) February 7, 2017

#saleshackerchat A7: Implement a system to ensure you have a repeatable process, evaluate, measure and modify as needed https://t.co/k14iLcJLIb
— Dale Zwizinski (@dzwizinski) February 7, 2017

A7: I’d recommend understanding the difference between training and coaching and focus on the latter #SalesHackerChat https://t.co/W3VorJIy9m
— Michael Douglas (@MichaelD_sales) February 7, 2017

Write your response...

Q8: What are some of the things you look for in hiring and how do you test for them?

Question 8... :( @Noahgee #SalesHackerChat pic.twitter.com/CxZeeCMMnT
— Sales Hacker (@SalesHacker) February 7, 2017

#saleshackerchat A8: Look at all of the #social channels - this will tell you about the #real personality vs some bull$hit #resume https://t.co/mhaRk4hpcp
— Dale Zwizinski (@dzwizinski) February 7, 2017

#saleshackerchat A8: Ask them "Why they want to be a sales pro?". If they do not include the customer in their answer do not hire!
— Dale Zwizinski (@dzwizinski) February 7, 2017

YES!!!!!! - "Your LinkedIn profile say this... but your FB & insta says the complete opposite :P" LOL #SalesHackerChat https://t.co/XPXOST7x7V
— Jordan Barta (@Barta57) February 7, 2017

Wow! Thank you so much @noahgee and #saleshackerchat community! Absolute great job today. Go out there and do big things 😊👊🏻💥👍🏻 pic.twitter.com/PTymfiaW99
— Jordan Barta (@Barta57) February 7, 2017

@SalesHacker A8 Get them on the floor. Make them think they're selling to a real customer. Look for attitude, not results. #SalesHackerChat
— Sanjeev NC (@yenceesanjeev) February 7, 2017

A8) View portfolio & give a test project. You're so limited to what ?s u can ask and it's expensive to keep or fire them. #saleshackerchat
— Boondocked Media (@boondockedmedia) February 7, 2017

@SalesHacker @noahgee #saleshackerchat interview them on their @linkedin profiles instead of their #resume
— Vishal Singhal (@vishalsinghal) February 7, 2017

A8: Grit, Integrity, Shoshin, Zanshin, and Arete. #SalesHackerChat https://t.co/hVxWL88uUY
— MindTouch (@MindTouch) February 7, 2017

Hire people w/ creative hobbies. Creatives can stand out with prospects, have more angles, and have cool stories to tell #saleshackerchat https://t.co/GhCL0FcPLk
— LeadIQ (@leadiq) February 7, 2017

#saleshackerchat Someone who can be themselves and demonstrates a passion for what they do #Selling is #connecting and #passioniscontagious https://t.co/XSFAZS0Ajn
— Jeff Bajorek (@jeffbajorek) February 7, 2017

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