Introducing Troops – The Slackbot For Sales People

by Scott

This post originally appeared on the blog.

It wasn’t too long ago that my partners and I found ourselves obsessing over an idea for a product that we’ve always wanted. It would help us be more effective at what we’ve been doing our entire lives: hustling –or in a more traditional sense, “selling.”

In the world of technology that support sales and account management teams, the most commonly used software is a broad category commonly known as Customer Relationship Management (CRM). If you’re not familiar, maybe you’ve heard salespeople at your company complain about having to use it.

It seemed crazy to us that despite the fact that there are now self-driving cars, the advancements in a category that pervades such a …
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LinkedIn Flirting: How to Automate LinkedIn Prospecting

by Scott

A little less than a decade ago Seth Godin popularized the term permission based marketing.

“Permission marketing is the privilege (not the right) of delivering anticipated, personal and relevant messages to people who actually want to get them.”

Opt-in email marketing is a seminal example of permission based marketing because users would opt into receiving information instead of just being blasted with it.

The metaphor I always think of when it comes to this topic is someone “raising their hand” to receive communication.

Whether we’re talking cold email or calls, if you’ve read this blog by now you know I’m huge proponent of outbound acquisition. The fact is most people aren’t actively looking for your solution which means you need …
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Notes And Ideas From The Last 7 Books I’ve Read

by Scott

Over the past few months, I’ve re-invigorated the habit of reading regularly. For a while I wasn’t reading because I “already had enough to do.”

I felt like didn’t need to consume any new information unless it was immediately actionable.

While the amount of stuff to accomplish hasn’t diminished, I felt like I was in a less creative period than in the past so I wanted to get in the flow of reading again.

For the past few months I’ve been doing non-fiction for 10 minutes every morning and then fiction or biographies before bed and it’s been great.

Here are the last 7 books I’ve read. Below the titles you’ll find my notes.

The Challenger Sale: Taking Control of the Customer Conversation  by Matthew Dixon, …
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How To Use SlideShare To Generate 1000’s Of Views And Rank On The First Page In Google In 30 Days

by Scott

One of the more underutilized tactics startups can use to drive traffic and leads is Slideshare marketing. Organic promotion mechanics, great SEO, and visual CTA’s…Slideshare has it all! In fact, I’m about to go ham and create a few myself.

My buddy Dave Gerhardt and the team at Drift have been absolutely dominating Slideshare so I bribed him to share the blueprint for how they created & promoted a presentation that reached the first page of Google in less than 30 days and still generates a ton of leads for them to this day.

Here’s Dave…


Back in October, I started working at Drift and was given one job from the founders: build us an audience. I’ve always worked in marketing roles (previously worked at HubSpot, Constant Contact and …
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Adding Value On Existing Interfaces

by Scott

Some of my favorite tools I use everyday take an existing interface and show me data on top of it that’s hard to see. I love this because I don’t have to change my workflow to get value.

Here’s a few examples and use cases sales and marketing folks might find relevant:

Conspire Chrome Plugin

A key way I use LinkedIn is to get introductions to companies I’m trying to pitch using the 2nd degree connection feature.

There is just two problems:

Not everyone who knows each other is always connected on LinkedIn
Sometimes, you might have 20 connections to someone and you don’t know which person to ask for an intro

This company Conspire became very useful when they released a chrome plugin that sits on top of LinkedIn and …
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Building Habits That Strengthen Discipline and Results

by Scott

One trait I correlate strongly with accomplishment is discipline.

When I look at people who are really at the top of the game, most of them are very disciplined about certain things within the domain which they achieve.

I’ve been thinking a lot about leveling up my own sense of discipline lately and wanted to share a few things I’ve found helpful in cultivating and maintaining this virtue.

Start With An Anchor

I think one thing that really helps is to have a discipline anchor early in the day. By anchor, I mean something you can count on to consistently experience a victory and check the first box to signal to yourself that you’re the one running your day.

Most days my anchor is a workout. I …
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15 Ways to Improve Software Demos

by Scott

Nothing is worse than a bad demo…

Even with a great product, a poorly executed sales demo can leave a permanent sour taste in your mouth about that company… and lots of aimless social media activity in the process.

My buddy Poya Osgouei who is a National Sales Manager at HackerRank put together a stacked list of best practices when it comes to preforming top notch Software demos.

Whether you’re a rookie or someone who wants a simple checklist, these 15 tips for improving demos serve as a great guide to make sure you’re dialed in. Enter Poya…


From leading and managing enterprise software sales teams at companies like Oracle and now HackerRank, I’ve learned a lot of lessons about what makes a strong demo.

Below are 15 suggestions that …
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How to Automate Personalized Email Outreach Without Breaking The Bank

by Scott

One of the big innovations in sales and marketing has been making personalized email outreach more efficient.

Today my buddy Nat Eliason from shares a completely free way to do this in the context of content marketing which he has absolutely crushed as SumoMe.

Many of the tools that I love like Salesloft, Outreach, and Tout cost $$ which mean they aren’t necessarily a great fit for someone who isn’t a full time sales development rep.

This alternative strategy for personalized email outreach Nat shares is awesome for making those one-off cold email instances more efficient when investing in a heavier solution like the ones above doesn’t make as much sense.

Enter Nat Dude…

The SumoMe blog has grown from 12,852 views last July, to 163,260 views this February. …
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