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Sales / August 24, 2016 The Anatomy of a Modern Sales Team
The Anatomy of a Modern Sales Team

By Allen Taylor

anatomy-modern-sales-team.jpg

Today’s sales organizations are complex task-oriented teams. The key to a successful and motivated sales team is an effective and organized sales manager who acts as a catalyst for sales productivity. In order to do so, sales leaders must delegate tasks to the appropriate people. 

So what does task delegation look like for a complex sales team? Let's take a look.

Core Components of an Efficient and Productive Sales Organization

Old adages die hard: No sales manager is an island. You need a team, and that team must include the right professionals with the right skills. Each sales organization has its own culture and therefore must ... Read More

Sales / August 24, 2016 8 Things Every Sales Prospecting Email Must Include [Checklist]
8 Things Every Sales Prospecting Email Must Include [Checklist]

By Aja Frost

How many prospects respond the first time you email them? One percent? Five percent?

The problem usually isn’t your recipients -- it’s your emails. Most outreach emails are, to be frank, pretty crappy. They’re boring, lengthy, unhelpful, and generic. Even worse, they’re far too focused on selling to the prospect instead of helping them.

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Sales / August 22, 2016 15 Closing Lines Completely Sabotaging Your Outreach Emails
15 Closing Lines Completely Sabotaging Your Outreach Emails

By Aja Frost

I read more than 100 outreach emails last week looking for examples for this post on powerful closing lines. But instead of inspiration, I mostly found examples of what not to do.

A bad final line can completely wreck your email. Not only is it the last thing your prospect reads, research shows it’s actually the most memorable element of the entire message.

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Sales / August 19, 2016 14 Commonly Misused Words and Expressions Even People With Huge Vocabularies Get Wrong
14 Commonly Misused Words and Expressions Even People With Huge Vocabularies Get Wrong

By Aja Frost

Last week, I discovered I’d been writing “TDLR;” instead of “TL;DR.” Considering I’ve been using this expression at least once per day for the last five years, I was pretty mortified.

Mistakes like these aren’t a huge deal on their own. But there’s a “death by a thousand cuts” effect: The more words and phrases you misuse, the less credibility you have.

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Sales / August 17, 2016 23 Powerful Email Closing Lines That'll Intrigue Prospects & Prompt Responses
23 Powerful Email Closing Lines That'll Intrigue Prospects & Prompt Responses

By Aja Frost

Thanks to the recency effect, people have the best recall for the last items on a list. You can credit this phenomenon for the bizarre purchases you make after forgetting your shopping list at home -- rather than remembering the most essential items (milk, cheese, bread), you usually remember whichever items you’d written down last (like teriyaki sauce and ice cream.)

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Sales / August 17, 2016 5 Ways You Can Generate Your Own Leads if You Don’t Have Marketing Support
5 Ways You Can Generate Your Own Leads if You Don’t Have Marketing Support

By Dan Tyre

Over the last 10 years, inbound marketing has proven to be a great way to generate leads and acquire customers and help you hit your quota.

Inbound marketing is a holistic, data-driven approach that leverages content on your website to attract buyers researching your products and services online and then convert them to leads so that you can close more deals.

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Sales / August 15, 2016 How to Optimize Your LinkedIn Profile For Sales [Visual Template]
How to Optimize Your LinkedIn Profile For Sales [Visual Template]

By Emma Brudner

Social selling is part activity and part reputation. If you're writing insightful comments on your prospects' blogs, responding to their tweets, and liking their shared content, you're got the activity bit down pat. But if your LinkedIn profile is three jobs behind and features a picture of you from prom, you can't really call yourself a social seller.

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Sales / August 15, 2016 How Has Sales Changed in the Past Few Decades? Let Us Count the Ways
How Has Sales Changed in the Past Few Decades? Let Us Count the Ways

By Aja Frost

Imagine if your sales manager came in tomorrow and announced your team was going old school. No more sales process -- now, everyone will be on their own. No more collaboration -- going forward, every salesperson will do their own prospecting, qualifying, demoing, and closing. No more tools -- unless you count phones.

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Sales / August 12, 2016 17 Statements About Money Only Successful People Agree With [Infographic]
17 Statements About Money Only Successful People Agree With [Infographic]

By Aja Frost

When it comes to making your fortune, don’t underestimate the power of a proper mindset. According to Carol Dweck, Stanford psychologist and author of the best-selling book Mindset, attitude is the biggest determinant of success.

But how do you know whether your beliefs are helping you -- or holding you back?

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Sales / August 11, 2016 2 Ways to Uncover Your Sales Team's Hidden Motivation
2 Ways to Uncover Your Sales Team's Hidden Motivation

By Warren Greshes

As a sales manager, the single most important commodity you have the least of is time.

Between your roles as manager, leader, motivator, trainer, talent developer, strategic planner, de facto parent, buffer between upper management and your salespeople, and for many of you, personal production, the last thing you want to be doing is standing watch over salespeople making sure they do their jobs.

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Sales / August 11, 2016 30 Crazy-Persuasive Words That'll Immediately Motivate Your Prospects to Take Action [Infographic]
30 Crazy-Persuasive Words That'll Immediately Motivate Your Prospects to Take Action [Infographic]

By Aja Frost

Getting prospects to open your messages is one thing, but getting them to take action is another. If buyers aren’t taking your suggested next steps -- whether that’s scheduling a call, arranging a demo, or simply responding to your email -- it’s probably time to reevaluate how you’re asking.

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Sales / August 10, 2016 8 Ways to Turn Skeptical Prospects Into True Believers
8 Ways to Turn Skeptical Prospects Into True Believers

By Aja Frost

Have you met a “Suspicious Stewart”? That’s sales expert Grant Cardone’s nickname for a type of buyer who really makes you work to earn his trust. Stewart is a critical thinker, meaning he’ll question everything you say. If you don’t shoot from the hip at all times, you’ll probably lose his confidence -- and the deal with it.

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Sales / August 9, 2016 9 Inspiring Quotes That Sum Up What Modern-Day Salespeople Need to Do to Succeed
9 Inspiring Quotes That Sum Up What Modern-Day Salespeople Need to Do to Succeed

By David Ly Khim

The way buyers buy has changed dramatically. Prospects no longer need to speak to a single human being in order to make an intelligent purchasing decision. So where do you fit in? According to Forrester Research, salespeople who can’t adapt to these changes in buyer behavior will become obsolete by 2020.

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