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Sales / September 23, 2016 Your Prospect Wants to Buy? Here’s Why You Should Hit the Brakes.
Your Prospect Wants to Buy? Here’s Why You Should Hit the Brakes.

By Leslie Ye

only-sell-to-prospects-who-are-willing-and-able.jpg

It’s easy to think that once you hear the single best word in sales -- “Yes” -- your hard work is done. Because once your prospect wants to buy, it’s your job to sell them and move on to the next one.

Right?

Wrong.

Just because a prospect wants to buy doesn’t mean they should. This is a counterintuitive concept to learn; after all, it’s been drilled into your head since day one that your job depends on closing deals.

It’s second nature to you to find prospects with business pain that fits your offering, so once you hear a prospect admit to their pain and say they want ... Read More

Sales / September 22, 2016 5 Mental Shifts Every Rep Needs to Make to Survive in Modern Sales
5 Mental Shifts Every Rep Needs to Make to Survive in Modern Sales

By Aja Frost

Becoming a modern sales rep doesn’t just mean using new technology or adopting different processes: It also means changing your mindset.

You might be using an automated sales tool or connecting with prospects on social media, but your efforts won’t come to fruition if you’re still hanging on to outdated beliefs.

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Sales / September 22, 2016 Eliminate These 8 Time-Wasters to Reclaim 247.5 Minutes of Your Day, Every Day
Eliminate These 8 Time-Wasters to Reclaim 247.5 Minutes of Your Day, Every Day

By Aja Frost

The average salesperson spends just one-third of their day actually selling -- the rest of their time is spent on data entry, content creation, and administrative work. To crush your quota, you need to reclaim your time.

Fortunately, you can do that without staying later or getting in earlier.

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Sales / September 22, 2016 Not Social Selling? You’re Falling Behind in These 9 Areas [Data]
Not Social Selling? You’re Falling Behind in These 9 Areas [Data]

By Leslie Ye

You might think social selling is just a trend. But you’d be wrong.

The rise of social spamming hasn’t helped social selling’s reputation. But when it’s done right, social selling is a powerful addition to your sales process. It pays dividends during the 7.5 hours a day you’re not spending social selling (yes, all you need is 30 minutes a day).

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Sales / September 21, 2016 Use This 17th-Century French Philosopher’s Trick to Change Your Prospects’ Minds
Use This 17th-Century French Philosopher’s Trick to Change Your Prospects’ Minds

By Leslie Ye

At the risk of stating the obvious, sales is all about changing people’s minds. Unless your company has no touchless purchasing system, even the simplest deal you’ll encounter will involve some objections. Perfect prospects are more fantasy than reality.

Luckily, French philosopher Blaise Pascal has some advice for you.

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Sales / September 21, 2016 The 5 Most Common Objections During Prospecting and How to Overcome Them
The 5 Most Common Objections During Prospecting and How to Overcome Them

By Bryan Gonzalez

When we talk about objection handling in sales, it is often focused on the later stages of the buying cycle, usually during negotiations. We focus on pricing and timing issues, and on overcoming the kinds of objections that prevent a deal from closing. The Rain Group has a great infographic on just this type of objection handling.

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Sales / September 20, 2016 The Nighttime Routines of 10 Ultra-Successful People
The Nighttime Routines of 10 Ultra-Successful People

By Aja Frost

What do you typically do during your last few hours before you go to sleep? According to the National Sleep Foundation, 95% of people spend this time on their gadgets.

At the end of a long day, browsing social media, watching TV, or surfing the web sounds pretty good. But the most successful people -- the top 5% -- aren’t doing any of those things.

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Sales / September 20, 2016 How to Double Your Email Open Rates Using This 3-Step Process
How to Double Your Email Open Rates Using This 3-Step Process

By Aja Frost

Customization and personalization aren’t the same thing. Technically, any email can be personalized by adding basic details about your prospect like their name and company.

Personalization is better than a truly generic email, but it’s not enough. Buyers can tell the difference between a canned template and an email that’s specifically written for them -- and they’re far more receptive to the latter.

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Sales / September 20, 2016 This 5-Step Prospecting Technique Will Transform Your Pipeline
This 5-Step Prospecting Technique Will Transform Your Pipeline

By Marc Wayshak

Are you too busy to prospect? Maybe you’re so preoccupied with servicing current customers that you fail to prioritize finding new business. Or you’re spending all your time trying to get those last few deals to close this month and have put off prospecting for longer than you intended. In either case, there’s a simple way to transform your pipeline, filling it to the brim with qualified prospects.

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Sales / September 20, 2016 How to Overcome the 6 Most Common Sales Coaching Challenges [Infographic]
How to Overcome the 6 Most Common Sales Coaching Challenges [Infographic]

By Aja Frost

As a sales manager, you have a major impact on your reps’ ability to meet quota. In fact, a study from the Sales Management Association found that companies that spent more than half of their overall training budget on managers rather than salespeople were 15% more likely to hit their revenue goals.

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Sales / September 16, 2016 How To Work A Room [Infographic]
How To Work A Room [Infographic]

By Katherine Boyarsky

Take a second to imagine an event you attended recently. When the keynote presentation ended, vendors and attendees were released into the exhibit hall where they flocked to the booths with sweet portable chargers and margaritas. Other eventgoers awkwardly huddled with their coworkers around the tall tables by the refreshments. Still more busted out their tablets and dug into email.

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Sales / September 16, 2016 Cold-Calling vs. Social Selling -- Which Strategy Wins? [Infographic]
Cold-Calling vs. Social Selling -- Which Strategy Wins? [Infographic]

By Aja Frost

Prospects and salespeople seem to hate cold calling with equal passion. It’s intrusive and annoying for buyers, and it’s ineffective, time-consuming, and draining for reps.

If cold calling is the schoolyard bully, social selling is the new kid on the block. Fortunately for everyone, social selling is more than capable of winning the fight.

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Sales / September 13, 2016 The 5 Characteristics of Sales Reps Who Get Prospects to Open Their Wallets [New Data]
The 5 Characteristics of Sales Reps Who Get Prospects to Open Their Wallets [New Data]

By Sean McDade

We always knew meetings were important to the sales process. But now, there’s quantifiable evidence of just how important.

PeopleMetrics recently conducted a study on this topic which found that prospects were 3.6 times more likely to rate meetings with the winning vendor as being high-value.

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Sales / September 13, 2016 5 Quirks of Human Nature All Salespeople Must Understand
5 Quirks of Human Nature All Salespeople Must Understand

By Dean Mannix

What can you learn about human nature that can help you close sales faster?

Whether they're salespeople or customers, all humans follow similar thinking patterns that affect their decision-making. Understanding basic psychology can help you read prospects’ behavior, refine your approach based on their signals, and get closer to landing that elusive “yes.”

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Sales / September 8, 2016 5 Reasons Why Prospects Don’t Buy From You
5 Reasons Why Prospects Don’t Buy From You

By Marc Wayshak

Every salesperson knows the pain of “the ones that got away.” Think of the prospects you just couldn’t set meetings with, no matter how hard you tried. Consider those who never purchased your product or service -- even after you poured time and energy into making the sale. It’s easy to remember exactly who these prospects were. But do you know why they got away?

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Sales / September 8, 2016 5 Lessons for Salespeople From Your Future Customers [SlideShare]
5 Lessons for Salespeople From Your Future Customers [SlideShare]

By Lisa Toner

If you've heard it once, you've heard it a thousand times: Sales has changed. But when it comes to adapting your sales process to the modern buyer, where should you turn for the best advice? The internet? Industry thought leaders? Nope. The only place you can truly rely on for accurate information is of course, to ask your buyers themselves.

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Sales / September 7, 2016 8 Phrases You Should Stop Saying in Sales Voicemails Immediately
8 Phrases You Should Stop Saying in Sales Voicemails Immediately

By Aja Frost

The definition of insanity is doing the same thing over and over again and expecting different results.

This principle applies to sales voicemails. If you’re leaving message after message on prospects’ voicemails and none of them seem to be prompting a call back, the answer isn’t doubling down on what’s clearly not working.

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