Accelerate: Cultivate Sales Excellence

Sujan Patel is the founder of Mailshake, a sales engagement software used by 38,000 sales and marketing professionals. He has over 15 years of marketing experience and has led the digital marketing strategy for companies like Salesforce, Mint, Intuit and many other Fortune 500 caliber companies.
  • February 29, 2024

The importance of a mentor in sales can’t be overstated.

Data shows nine out of ten workers with a mentor are happy in their job.

If you’re looking for some inspiration and mentorship in sales, I’ve brought you just the right person.

He has trained sales professionals from companies like Google, Slack, Zendesk, and Shopify.

In the last section of this newsletter, you’ll find my exclusive interview with him on the state of sales in 2024 (he drops some real wisdom bombs along the way).

Curious about what else this edition brings? The best sales tool to accelerate revenue, 20 effective closing techniques, the most comprehensive guide on outbound sales, and more.


The Best Sales Tools to Accelerate Revenue in 2024

Ready to level up your sales game in 2024? NetHunt’s got your back with this friendly guide to essential 50 sales tools.

From streamlining your workflows and boosting customer engagement with sales automation tools to personalizing messages and getting valuable insights with account-based sales and marketing tools, it has got you covered.

Oh, need help capturing and converting leads? It has got tools for that too. And how can we forget about email finders to make outreach a breeze?

It also discusses how sales intelligence tools can help you prioritize your efforts and engage customers more effectively.

Finally, you’ll get insights on the top sales engagement platforms you can use to automate tasks and CRM tools to manage customer relationships.

Whether you’re a seasoned pro or just starting out, you’re bound to discover your next favorite sales tool in this guide.


How to Close a Sale: 20 Effective Sales Closing Techniques in 2024

Only 19% of leads convert, leaving salespersons frustrated and companies cash-starved.

This guide discusses 20 proven sales closing techniques to help you seal the deal and say goodbye to stalled conversions.

From the Visualization close, which leverages imagination, to the Urgency close, which sparks immediate action, each technique is a new gateway to control the minds of your prospects.

The post ends with common sales pitfalls you want to avoid: talking too much, overpromising, or failing to understand objections.


Top 20 Interview Questions for Sales Reps (+5 Bonus Tips)

Hiring the right sales reps is crucial for your company’s success. But how do you ensure you’re choosing the best candidates?

Look no further.

Quotapath’s director Melanie Taube provides 20 essential interview questions and tips to streamline your hiring process and assemble a winning sales squad.

Here’s an overview:

  • For entry-level hires, you want to dive into motivations, coping mechanisms, and self-awareness.
  • For experienced hires, explore past achievements, challenges, and sales philosophies.

You’ll also read up on useful hiring tips like:

  • Diving deep into candidates’ responses by asking probing questions to determine their true potential.
  • Assessing communication skills and enthusiasm across all interactions: email, phone, and in-person meetings.
  • Gauging candidates’ responses to feedback and observing how they handle constructive criticism.
  • Testing their skills through role-playing exercises to see them in action.

What Is Outbound Sales? Strategies and Tips

In a world full of fleeting attention spans and constant distractions, outbound sales professionals face the challenge of capturing and retaining buyers’ focus.

But armed with the right basic concepts and strategies, you can whip up a deal in under 47 seconds — the average period adults can focus on a single screen for.

In a bid to help you do that, the Founder & CEO of She Sells — Elyse Archer — has come up with a comprehensive guide on everything you need to know about outbound sales.

You will learn:

  • The basic concept of outbound sales and its distinction from inbound sales.
  • The advantages of outbound sales and its relevance in today’s market.
  • Differentiating between types of outbound sales reps: Sales Development Reps (SDRs) and Account Executives (AEs).
  • A step-by-step breakdown of the outbound sales process, from target audience identification to deal closure.
  • Key outbound sales techniques to boost revenue, including personalized outreach and leveraging multiple channels.
  • Essential outbound sales metrics to monitor and optimize performance.

Succeeding in Sales: 12 Habits of a Good Salesperson

In sales, being great means building trust, hitting goals, and always improving. This post by Indeed breaks down what makes a top-notch salesperson in today’s market and shares smart strategies for success.

You’ll learn the importance of the 12 habits of a good salesperson, such as:

  • Talking well, which means explaining products clearly and in a way that makes sense.
  • Listening up, which involves paying close attention to what customers say to help them better.
  • Being patient. Sometimes it takes time to make a sale, so don’t rush it.
  • Understanding others, which involves getting where customers are coming from to sell better.
  • Taking charge. You want to be ready to go after sales with energy and drive.
  • Loving a challenge. Set goals, work hard, and always want to do better.
  • And more

Indeed is one of the biggest job-hunting websites in the world — with operations in over 60 countries and 28 languages.

If you’re looking for your next sales job, it’s worth checking out what they have to say.

The State of Sales in 2024 with John Barrows

In this episode of Shake Sales, I interview the founder and CEO of JBarrows Sales Training.

He has trained teams from Slack, LinkedIn, IBM, Google, Zendesk, Splunk, and Shopify, so you better turn up the volume and listen carefully to what he has to say about the state of sales in 2024.

John emphasizes the need for proactive efforts to address the issue of gender bias in sales, such as removing gender-biased language from job descriptions and recruiting from diverse sources.

He also discusses the challenges faced by SDRs and BDRs, who are often given technology and tools without being taught how to sell effectively. The result? A generation of sales professionals who act like robots and are being replaced by AI


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