4 Reasons To Start Objection Handling With A Question It’s very rare that a prospect will say “yes” the very first time that you ask for the sale. Probably less than 20% of the time. For the other 80% of […]
How To Overcome “Smokescreen” Objections
How To Overcome “Smokescreen” Objections Not all objections are created equal. There are some objections that need to be addressed. And there are other objections that you’re better off just ignoring. Crazy, right? When have you ever heard sales advice […]
The Magic Of Tone-Matching For Phone Sales
The Magic Of Tone-Matching For Phone Sales Tone-matching (a.k.a., mirroring) is the trump card when it comes to tone. Tone-matching is exactly what its name suggests: matching your tone with your prospect’s. There are two situations in which to use tone-matching: […]
The Power Of The Pause On A Sales Call
The Power Of The Pause On A Sales Call According to research from Gong, in which they analyzed 67,149 sales call recordings, they found that top-performing sales reps actually pause 5x longer (~1.5 seconds) than they’re average-performing peers (~0.3 seconds). […]
How To Master Your Tone For Sales
How To Master Your Tone For Sales In a previous post, we talked about Mehrabian’s “7-38-55” rule and why the tone of your voice is an important part of selling (especially over the phone). But practical advice on this topic […]
The Importance Of Tone In Sales
The Importance Of Tone In Sales The “7-38-55” rule, originally researched by UCLA professor Albert Mehrabian in the 1960s, suggests that communication consists of the following: 7% words 38% tone of voice 55% body language The actual numbers are up […]
How To Get A Job In Tech Sales
How To Get A Job In Tech Sales This post has everything you need to know about how to get a job in tech sales. But first, let’s take a second to appreciate how much of a genius you are. […]
How To Choose Between Multiple Job Offers
How To Choose Between Multiple Job Offers For the most simple version, take a piece of paper and draw one horizontal line that intersects with a vertical line in the shape of a lowercase letter t. Next, write the name […]
7 Helpful Tips For The On-Site Interview
7 Helpful Tips For The On-Site Interview The on-site interview is usually one of the last rounds in a tech sales interview process. By now you should have already done ample research on the company, practiced your answers for the […]
Everything You Need To Know Before Your Tech Sales Phone Interview
Everything You Need To Know Before Your Tech Sales Phone Interview According to Salesforce, 92% of all customer interactions happen over the phone. Needless to say, talking on the phone is an important part of a sales job, which makes […]
11 Things To Research Before An Interview
11 Things To Research Before An Interview Believe it or not, some candidates will start an interview (usually a phone interview) without knowing anything about the company, except for its name (some don’t even know that much). It happens more […]
Send Out 100 Applications To Get A Job In Tech Sales
Send Out 100 Applications To Get A Job In Tech Sales At the beginning of every job search, there’s always the same question: How many applications should I send out? Well, just like sales, recruiting is a numbers game. So […]
The 3 Best Resources For Finding A Tech Sales Job
The 3 Best Resources For Finding A Tech Sales Job Getting started is the hardest part. Once you have your first application out the door and recruiter messages start flooding your inbox, the whole recruitment process will be over in […]
How To Stay Organized During A Job Search
How To Stay Organized During A Job Search Missing an interview or forgetting to follow up with a recruiter might mean losing a job offer. But it’s hard to avoid when you’ve sent out over a hundred applications and you […]
How To Choose A Company To Work For
How To Choose A Company To Work For You have the power to choose a company that you want to work for. Too many job candidates think the recruitment process is one-sided. They think they have to impress the company, […]
Answer “Sell Me This Pen” Like A Sales Pro
Answer “Sell Me This Pen” Like A Sales Pro “Sell me this pen” is one of the most common tech sales interview questions It won’t always be a pen. Sometimes it will be a pencil. Or whatever else the interviewer […]
22 Software Sales Interview Questions That Always Get Asked
22 Software Sales Interview Questions That Always Get Asked This list of software sales interview questions was gathered by cross-referencing these sources: Personal experience (from both sides of the table) Anecdotes from colleagues Various sources on the internet (including HubSpot, […]
A Beginner’s Guide To The Sales Role-Play
A Beginner’s Guide To The Sales Role-Play A sales role-play is a common sales training technique where one person acts as the prospect and the other acts as the salesperson, and then the two have a conversation as if it […]
5 Rules For Negotiating A Job Offer
5 Rules For Negotiating A Job Offer There’s plenty of bad advice about negotiating a job offer, but there’s at least one strategy that is relatively straightforward and won’t ruin your reputation with the company if it doesn’t work. The […]
7 Tips For The Perfect Tech Sales Resume
7 Tips For The Perfect Tech Sales Resume Recruiters only spend about six seconds reviewing your resume. So don’t waste hours deciding between 0.5 and 0.75 margins. Just make sure you follow these tips for the perfect tech sales resume: […]
A Guide To Asking Questions During A Sales Interview
A Guide To Asking Questions During A Sales Interview In every interview, without fail, the interviewer will always ask, “Do you have any questions for me?” How you respond will make or break your chances of getting the job. If […]
9 Questions To Ask In A Tech Sales Interview
9 Questions To Ask In A Tech Sales Interview When you’re thinking about the right tech sales interview questions to ask, you want to come up with questions that (1) tell you what you need to know about the company […]
Get More Job Offers By Sending Follow-Up Messages To Recruiters
Get More Job Offers By Sending Follow-Up Messages To Recruiters Some companies will reach out on their own in response to your application, but most won’t. The default strategy for most job seekers is something like this: send out a […]
How To Choose A Sales Role Based On The Product
How To Choose A Sales Role Based On The Product When choosing a company to work for, you should be thinking like an investor. Whereas an investor makes a choice to invest money into a business, you are making a […]
9 Rules For Email Etiquette During The Interview Process
9 Rules For Email Etiquette During The Interview Process At some point in the interview process, you will be messaging on LinkedIn or emailing back and forth with either an internal recruiter or directly with the hiring manager (the person […]
The Difference Between Sales At A Startup Vs. A Large Corporation
The Difference Between Sales At A Startup Vs. A Large Corporation This is mainly a trade-off between training and autonomy. You’ll get more training at a large corporation and more autonomy at a small startup. Better training and mentorship at […]
An Overview Of Confusing Tech Sales Job Titles Like AE And SDR
An Overview Of Confusing Tech Sales Job Titles Like AE And SDR Tech sales job titles can be confusing. Like, what’s with all the acronyms? SDR, BDR, ADR … AE, ISR … Here’s a list of the most common tech […]
5 Reasons To Choose A Career In Tech Sales
5 Reasons To Choose A Career In Tech Sales New tech products are coming out every day: Cybersecurity, 5G, The Internet of Things, Big Data, The Cloud, Artificial Intelligence, Virtual Reality, Machine Learning, and the list goes on. And for […]
The Tech Sales Job Market Is Growing
The Tech Sales Job Market Is Growing Your grandparents call you on FaceTime, everything’s somewhere up in The Cloud, and soon you’ll be able to live your whole life in Virtual Reality. It’s no secret by now—tech is booming! In […]
3 Ideas For Dealing With Rejection In Sales
3 Ideas For Dealing With Rejection In Sales If you don’t learn how to handle rejection in sales, it will start to take a toll on your mental health. When I first started in sales, I was making over a hundred […]