Hack & Hustle is the company blog of Elastic Inc. We write about startups, sales, and everything related to hacking and hustling.

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Before diving into the startup world at Elastic, I spent my time as a commission only salesperson in the telecommunications industry. Having no safety net, I had to quickly learn what worked for me and what didn’t. Necessity was a good teacher, and while I was able to achieve success on my own, it paled in comparison to what I’ve achieved with the team at Elastic. Here are some of the top things I’ve learned while working here. 

The Importance of a Good Call Script:

Before I began working at Elastic, I thought sales scripts were for ...

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From our sister blog at close.io: 

Most people are coming up with answers to objections on the fly.

That’s a huge mistake.

What you need is to develop an objection management document

I’ll share with you how to do that in a few simple steps.

But first let’s look at all the reasons why "computing" an answer to an objection in real time is a bad idea:

  1. It’s going to take focus/attention away from the customer while you’re trying to formulate your response
  2. It’s going to probably be a much longer answer ...

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How to Create a Sales Phone Script (Free Template)

From our sister blog at close.io:

If you’re doing inside sales you know that a phone call can be an incredibly effective tool to reach out to potential customers and close deals.

How do you know that you have a sales pitch that is effective on the phone?

The best way to do that is to prepare and write a structured phone script.

Let’s look at a simple cold call script structure you can use:

#1 Raise curiosity (who is this? why should I care?)

#2 Give context (elevator pitch)

#3 Ask for permission to continue

#4 ...

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As a Senior Sales Consultant at Elastic, I am fortunate enough to work with brilliant start up founders all the time.  After working with hundreds of company Founders, I discovered that there are three things that inevitably come up in our training sessions and increase a founder’s sales ability exponentially.  The concepts aren’t hard in theory, but putting them into practice is a whole different matter.


Sell Benefits, Not Features

When you are first pitching a product, its important to remember that people don’t care why something works or even how it works.  People want to know ...

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3 Trends That Will Redefine Who Wins In Enterprise Sales

Enterprise technology is at an exciting precipice, on the verge of transforming into something new, born of yet another evolution that will continue to illicit dramatic changes in the next few years. This is either a time when your team will shrink into the background of irrelevance, or immerge as a successful technology leader.

ElasticSales drives and executes sales campaigns with dozens of enterprise technology companies. We’ve both anticipated and experienced the changing enterprise landscape first hand, and have outlined what we see as the biggest shifts in enterprise technology sales. Our mission is to make the companies we ...

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Coworkers as Your First Customers  – Your Office As the Ultimate Development Environment

After months of development, last week we finally launched our product, Close.io. As many of you know, shipping a product can be an exhausting, exciting and often stressful time as your team races to make sure it doesn’t break! However, it can also be a great time to reflect on everything that’s happened up to that point. In doing so, I realized we did something amazing, not just by shipping a product that people seem to love, but more so how we did it.

What’s amazing was that the core concepts behind my product were developed ...

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Y-Combinator Alumni Launches CRM and Sales Communications Platform

Close.io - Spend More Time Selling, Less Time Entering Data 

Mountain View, CA – January 29, 2012 – A Y Combinator startup announced today the release of Close.io, a sales communications and customer management platform, that allows sales people to spend more time communicating with their customers and less time on data entry. Close.io was developed by ElasticSales, a company that offers technology businesses a sales team-on-demand.

Elastic developed Close.io to increase the performance of their sales people. No existing platform integrates calling and two-way email out of the box, allowing a sales person to efficiently communicate with customers ...

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How to Hire the Best Hustlers in the Game

Elastic hires the best hustlers to join our sales team to generate growth for the hottest startups across the U.S. and abroad. Hustlers develop and scale sales campaigns for our clients, bring in new business for our company, as well as market and sell Close.io, our sales communication platform.

We believe in transparency, so below is what hiring managers never tell candidates, an inside view on what I look for as I’m hiring our next Hustler.

1)     Anybody can apply to a job on craigslist. Express interest and make them follow up with you.

When I am ...

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ElasticSales Debuts Sales-Consulting Division

Sales-as-a-Service Company Expands Business to Address Growing Customer Demand

Mountain View, CA – January 23, 2013 – Y Combinator alumni, Elastic, Inc., which offers companies a scalable sales team on demand, today announced the launch of a new division, offering sales-consulting to its clients. Elastic will offer its sales-consulting service to startups looking to improve the performance of their internal sales team.

“Elastic helped us discover an entirely new business model early in our early our partnership that has shaped the profitable direction of our company,” said Matt Deiters, CEO and Founder of Coderwall. “They became intimately acquainted with our business model ...

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Our Secret Sauce: Why our sales team can outperform yours.

Here at Elastic, we are often asked about how we manage to consistently outperform our client’s internal sales teams month after month. People want to know what our secret sauce is. How do our sales teams maintain such high performance while scaling so quickly?

Here's how.

Our Technology

Since our business is sales, we need to make our team as effective as possible. We realized early on that the amount of time a salesperson spends communicating with customers is directly correlated with the revenue she/he brings in. It makes perfect sense. Yet, if you look at the ...

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