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    10 Body Language Tips for Your Next Sales Pitch

    By Jami Oetting

    Editor's note: This post originally appeared on HubSpot's Agency Blog. For more content like this, subscribe to Agency.

    Communication is about more than what you say, and oftentimes, the nonverbal cues you give off can be more influential than the words coming out of your mouth. Knowing how your facial expressions, posture, tone of voice, and movements affect the viewer is especially important when it comes time to pitch a prospect or deliver a ... Read More

    How to Apply Your Sales Skills to Job Interviews

    By Ian Cameron

    If you’re a sales manager, you're well-acquainted with the pressure to add top talent to your team and you know how tough it is to really know if a new hire will perform as expected. Cost estimates for a bad sales hire can run into the hundreds of thousands of dollars. A 2012 report by the DePaul University Centre for Sales Leadership put the average cost to hire, train, and replace a salesperson at $114,957.

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    The Sales Forecast: 9 Expert Predictions About the Future of Sales

    By Mark Roberge

    Did you know that Franz Kafka’s “The Metamorphosis” was actually just an allegory for the changing nature of the European sales model in the early 19th century?

    While that might just be an urban legend, sales is once again undergoing a universal and fundamental change in order to meet the demands of a more informed and increasingly digital world of prospects.

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    10 Signs That Your Sales Presentation Sucks

    By Emma Snider

    A sales presentation or demo usually comes late in the process. At this point, you've already qualified the prospect and made sure they're a good fit for your product or service. The prospect has asked you some questions and raised a few objections, and you've answered them. You've probably presented hard numbers about how your offering will benefit the buyer's company, and your business case may have even gotten the decision maker's stamp of approval.

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    The Closing Question That Puts "Can I Have Your Business?" To Shame

    By Andy Paul

    I believe that the best way to finish your sales process is to ask what I call “closing questions.” I don’t mean closing-the-order questions. Asking a closing question is not the same as asking for the order. In fact, you can pretty much guarantee yourself that asking for the order is neither a peak event in the sales process nor a positive memorable last interaction for a prospect.

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    6 Steps to Pump Up Your Sales Pipeline

    By Michelle Seger

    First let me say that I am married to a career salesman, and cold calling has always been at the center of his strategy. I've seen him running in the rain to the nearest payphone, and snatching up his cell to make sure his next appointment wasn’t going to cancel. He's stayed in hotels from fleabag to four-star -- one day in the city and the next in a hot rural manufacturing plant.

    In spite of all the craziness of his life, he loved it.

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    12 Places to Research a Prospect Before a Sales Call

    By Emma Snider

    There’s no wrong way to go about researching a prospect in advance of a call. Yes, there are a few efficiencies to be gained, and some networks are more important to check than others, but as long as you’re doing your research, you’re already more than halfway there.

    The only way a sales rep can truly fail is by going into a call totally cold.

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    12 Dumb Sales Questions Smart Reps Ask

    By Jeremy King

    Let’s be real. Most salespeople are super annoying. They view their prospects as numbers in their sales funnel, not as people. They believe earning your business is a chess match and a signed contract means they “won the game.”

    However, B2B buyers and B2C consumers generally do not know how to purchase anything that falls outside their area of expertise. Think about it.

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    Are You Writing Boring Sales Emails? Find Out With This Free Analyzer

    By Emma Snider

    The best sales reps know that prospects ultimately buy based on their emotions. Sure, logic, data, and plain old common sense can go a long way in persuading a prospect to see things your way. But at the end of the day, whether or not a buyer signs the contract comes down to how they feel -- about your product or service, the problem at hand, or the results you've promised to deliver.

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    How to Prep for a Closing Call: 5 Essential Steps

    By Dan Tyre

    A closing call is like the finish line of a marathon. It’s nerve-wracking for you and your prospect. It’s a call steeped in emotion for everybody involved.

    As a salesperson, you’ve invested a lot of time in your prospect by the time a closing call rolls around.

    Read More
    7 Ways Body Language Can Help You Close Deals [Interactive Visual]

    By Ashley Taylor Anderson

    Most sales rockstars, no matter how experienced, still get nervous when it comes to in-person meetings. Being nervous can have a big impact on your body language -- and body language, in turn, can have a big impact on your ability to close deals.

    Don’t believe us? Read on to learn more about the science of body language and how you can harness the power of the unspoken to drive more sales.

    Read More
    7 Tips to Avoid Getting Crushed By Your Competition

    By Jim Brodo

    As an avid squash player, I compete against players of various styles, skill levels, and ages. The other night I played against someone I usually beat, but on this night I lost.

    Sometimes losing is a matter of having an off night or something is weighing on your mind. That wasn’t the case. I lost because I underestimated my opponent and took the match too lightly.

    Read More
    The #1 Mistake Salespeople Make With Inbound Leads

    By Carole Mahoney

    John McTigue recently interviewed my partner Rick Roberge and me, and this question came in about inbound sales: “What are the biggest mistakes reps make with inbound leads?”

    While there are a lot of mistakes companies and salespeople make with inbound leads, the problems almost always start with the first engagement. After all, how you approach a lead is the beginning of the close.

    Read More
    6 Gamification Pitfalls to Avoid at All Costs

    By Loren Moss

    One way that many sales teams, customer contact centers, and even back office operations units drive performance is through the use of gamification. Gamification is the use of fun contests or systematized rewards and incentives to drive the behavior of employees or customers (let’s call them “users” for the purposes of this article). Though this technique has been used in some way or another since time immemorial, it has only recently become a discipline in its own right. 

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    The 4 Things Tinder and Sales Have in Common [Infographic]

    By Leslie Ye

    Dating and sales. Totally different activities with totally different end goals.

    But hang on a second … Have you ever called a date prospect who didn’t call you back? Or met someone you thought would be a great fit who just wasn’t that into you your product?

    Hmm … maybe dating and sales aren't that different after all.

    Read More
    6 KPIs Every Sales Leader Should Be Measuring

    By Richard April

    Sales managers -- and particularly field sales managers -- can often feel like they are trapped in a fog. Without a regular physical presence in the field, it’s difficult to keep tabs on their team and business operations. Instead, they rely heavily on their field representatives to be their eyes and ears.

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    5 Sales Prospecting Tips That Get Results

    By Datanyze and HubSpot

    Gone are the days of mindless prospecting, spray-and-pray marketing, and antiquated list buying. Buyers have evolved and so should sellers.

    It’s certainly true that you need personalization and research to be successful. A quick glance around LinkedIn will show just how many different companies and opportunities people are involved with. Great research requires attention to detail, creativity, and time. 

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    5 Ways to Set Yourself Up For a Sales Promotion

    By Nick van der Kolk

    The learning curve when you start your sales career is steep. I remember my first day working in a retail store like it was yesterday. Then I was a business development rep at a large company, where I cold called prospects all day and spent a large portion of my time logging activity in a CRM. To be honest, starting my sales career wasn’t fun or rewarding at all.

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    3 Questions to Determine The Right Prospecting Strategy For You

    By Andy Paul

    Like it or not, you will always need to develop and implement your own plan for prospecting.

    One of the primary reasons that salespeople have a hard time sticking with the discipline of prospecting is that they are forced to use a process that doesn’t align with their sales strengths. Human nature dictates that people will avoid discomfort -- and salespeople are especially adept at avoiding activities that make them feel uncomfortable.

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    4 Sales Mantras For Your Best Quarter Ever

    By Alagiri Samy

    Sales is a profit center. It doesn’t matter how smoothly operations are running or even how forward thinking your organization’s management techniques are -- at the end of the day all that matters is whether your sales team is able to bring in revenue or not.

    Generating revenue has never been an easy job, but it’s critical for the success of the company.

    Read More

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