What You'll Learn: - Which low-value tasks are stealing time from sales reps - How managers can quickly remove those obstacles - What happens when reps focus more on what they do best

1. Banish Busywork: 6 Moves
That Clear The Path to
Closing Deals
SALES HACKER WEBINAR
@saleshacker

2. Hosted by:
JEFF REEKERS
VP Marketing
Aircall
BRANDON GRACEY
SVP Sales
Handshake
SCOTT BARKER
Director of Partnerships
Sales Hacker

3. Primer: The Sales Velocity Formula
Using Data to Fill The Top of the Funnel
Accelerating Deals Through The Mid-Funnel
Turning Every Stone: Closing The Deal
Actionable Takeaways for Finishing 2018 Strong
Agenda
Intro
Moves 1-2
Moves 3-4
Moves 5-6
Outro

4. Jeff’s fearless but systematic approach to building
predictable lead velocity is a priceless skill set. Hire him
if you haven't, pay him more if you have.
– Preston Clark, President @ Everfi
>> Learn more about Aircall at aircall.io
Jeff Reekers
“

5. ✓ SVP Sales at Handshake
✓ Founder of Gaslight Solutions
✓ Advisor to high-growth startups
He is one of those rare people who can hit you with the
unvarnished truth, not make you feel bad and get you
motivated to take the actions necessary to solve your
problems.
– Scott McGregor, CEO @ SomethingNew
Brandon Gracey
“

6. Scott Barker
“
✓ Millions in Pipeline Generated for Sales Hacker,
MediaValet. General manager for Vancouver Enterprise
Sales Forum.
✓ Rebuilt Sales Hacker’s Product Suite, Closed 1M+ in
Revenue YTD.
“Scott was hired to build out and lead business development at
MediaValet and has exceeded every expectation that we’ve had for
the business development department.
Scott will be a tremendous asset to any organization and executive
team and is a rising star that any company will be lucky to have on
their side.
– Maria Ospova, VP Marketing @ MediaValet

7. The Sales Velocity Formula

12. Understanding Sales Velocity
o Avoid the trap of looking at volume only
o Have specific quarterly strategies to:
o Move deals faster
o Win at a higher rate
o Win at a higher ACV
o Have teammates accountable for each number
Intro

13. Early-Stage Success
Moves 1-2
How can we put reps in position to win?

14. Narrow Your Focus
o Go Beyond Ideal Customer Profiles
o Understand Your Moats
o Know Your Competition Before Attacking
1

16. Deconstruct Deals
o Identify Reliable Sales Triggers
o Revisit Your Last High-Speed + High-Value Deal
o Revisit Your Last “Near Miss” Loss
2

17. Mid-Stage Momentum
Moves 3-4
How do we keep deals moving down the pipeline?

18. Create Tailwinds
o Keep Your Marketing Team On the Field
o Establish Your Company as the Clear Choice
o Make Conversations a Customized Experience
3

19. Design a Mutual Success Plan
o Agree to Accountable Next Steps
o Anticipate Obstacles Before They Arrive
o Don’t Be Afraid to Get Out of the Office
4

20. Late-Stage Solutions
Moves 5-6
Which battle-tested moves get deals over the line?

21. Count On Sales Enablement
o Dedicate Specialized Resources
o Simplify Your Next Early-Stage Conversation
o Create a Community Bigger Than the Product
5

22. Map Out Every Scenario
o Map the Entire Negotiation Beforehand
o Know Your Walkaway Number
o Don’t Let Legal Lose a Deal
6

23. Early-Stage: Set Strict Targeting Criteria
Early-Stage: Deconstruct Deals
Mid-Stage: Create Marketing Tailwinds
Mid-Stage: Develop a Mutual Success Plan
Late-Stage: Dedicate Enablement Resources
Key Takeaways
1
2
3
4
5
Late-Stage: Map the Negotiation6

24. Q&A
JEFF REEKERS
jeff.reekers@aircall.io
BRANDON GRACEY
brandon.gracey@handshake.com
SCOTT BARKER
scott@saleshacker.com

25. marketing@saleshacker.com @saleshacker