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Sales / July 27, 2016 The 4 Behaviors That Separate Thriving Reps From Struggling Ones [Infographic]
The 4 Behaviors That Separate Thriving Reps From Struggling Ones [Infographic]

By Leslie Ye

thriving-vs-struggling-reps.jpg

It’s pretty much a given that you need to be engaged with your work to succeed professionally. People are always telling you to put your best foot forward, or to give a project your all, or go to the extra mile -- the platitudes abound for a reason.

What’s less obvious is how to actually be engaged with your job when it’s precisely the work that’s getting you down. But employee engagement and productivity expert Andy Core thinks he has the answers.

According to Core, there are four main behaviors that allow some employees to thrive while other struggle: Goal-setting, reflection, collaboration, and being helpful. Check out the infographic below ... Read More

Sales / July 27, 2016 5 Soft Skills Every Salesperson Needs to Get Ahead
5 Soft Skills Every Salesperson Needs to Get Ahead

By Aja Frost

It’s easy to see whether a salesperson is succeeding: Just look at their numbers. Identifying why they’re succeeding, on the other hand, is much trickier. It usually comes down to factors that are hard to measure, like a rep’s ability to empathize with their prospect. You can’t quantify empathy, but if a salesperson can’t relate to their prospect’s challenges, they probably won’t close the deal.

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Sales / July 27, 2016 6 Ways to Get the Most Out of Your Entry-Level Sales Job
6 Ways to Get the Most Out of Your Entry-Level Sales Job

By Alex Encarnacion

Congratulations -- you finally did it. You’ve graduated college and received a formal job offer. You’re moving to San Francisco, New York, Chicago, or Boston to work in sales for a leading technology company as a sales development rep. Or an inbound call specialist. An associate inside sales rep, an emerging technology specialist, or an associate account manager.

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Sales / July 25, 2016 How to Get Past “I Don’t Have Time For This” & 4 Other Common Buyer Brush-Offs
How to Get Past “I Don’t Have Time For This” & 4 Other Common Buyer Brush-Offs

By Jeff Hoffman

To be successful, salespeople need to neutralize and move past buyer objections. However, brush-offs are different than objections.

While objections are legitimate concerns that could threaten the deal, brush-offs don’t come from an authentic and genuine place. Instead, brush-offs are knee-jerk reactions prospects utter when they want to end a sales call -- right now.

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Sales / July 22, 2016 The 33 Best Sales Training Video Channels on YouTube
The 33 Best Sales Training Video Channels on YouTube

By Pete Caputa

In 2013, American companies alone spent $164.2 billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. Companies spent approximately $2.2B in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry, Inc.

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Sales / July 22, 2016 How to Use an Executive Sponsor to Close More Deals [FAQ]
How to Use an Executive Sponsor to Close More Deals [FAQ]

By Dan Tyre

Creating a sense of urgency in the age of “Always Be Helping” requires that a salesperson leverage her experience and skill to ask the right discovery questions that reveal the reasons a prospect should move forward with a purchase.

Sometimes those reasons are straightforward and quantifiable, but often a prospect’s answers are vague and hazy.

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Sales / July 20, 2016 13 Intriguing Email Subject Lines That Prospects Won't Be Able to Resist Opening
13 Intriguing Email Subject Lines That Prospects Won't Be Able to Resist Opening

By Remen Okoruwa

The goal of the subject line is to get someone to check out the rest of your email. So you’ll want to intrigue and generate interest without saying too much. And you definitely don’t want to go with something that clearly says “Trying to sell you something. Click here to learn more.” (Obviously.)

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Sales / July 19, 2016 6 Terrible Sales Email Subject Lines You’ve Probably Used This Week
6 Terrible Sales Email Subject Lines You’ve Probably Used This Week

By Aja Frost

Imagine you’ve spent 10 years writing the next great novel. Your editor loves it and the early reviews are great, but once it’s published, no one buys it. Turns out, your cover sucked.

Unless you’re a writer, this situation might sound pretty unfamiliar. But something similar happens to salespeople on a daily basis.

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Sales / July 15, 2016 3 Hard-Won Lessons I Learned in My 20s That Made Me a Better Salesperson
3 Hard-Won Lessons I Learned in My 20s That Made Me a Better Salesperson

By Lisa Pearne

Like many 20-somethings, I didn’t know exactly what I wanted to do when I graduated from college.

But I did know one thing: Sales intrigued me. I saw an opportunity to meet people and forge relationships, the challenge (and reward) of difficult-but-not-impossible goals, and the potential to earn commissions on the basis of hard work.

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Sales / July 14, 2016 Sales Executive Among Highest-Paying Jobs [Research]
Sales Executive Among Highest-Paying Jobs [Research]

By Leslie Ye

If you’re a quota-carrying sales rep feeling the summer slump, here’s some news that’ll cheer you up: Salespeople are highly valued and highly-paid.

Glassdoor’s recently released “11 Jobs That Pay $100K or More” report highlighted 11 professions that you might not immediately associate with high salaries -- basically, high-paying careers besides medicine, finance, and law.

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Sales / July 13, 2016 5 Emotional Characteristics of Truly Great Salespeople [SlideShare]
5 Emotional Characteristics of Truly Great Salespeople [SlideShare]

By Emma Brudner

Sales is emotional -- for both buyers and sellers. On the buying side, choosing to invest a considerable sum of money into a product or service requires belief in the offering and also the salesperson vouching for it. On the selling side, reps must build genuine rapport with prospects and care about buyers' goals and pain points like their own.

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Sales / July 12, 2016 7 Easy Ways to Take Your Prospecting to the Next Level
7 Easy Ways to Take Your Prospecting to the Next Level

By Lauren Hintz

When you’re prospecting, most buyers you encounter are in the Awareness stage of their buying journey. Therefore, your goal is not to sell them on your product. Your goal is not to get them to see a demo of your product. Instead, your goal is to educate them enough to bring them to the Consideration stage of the buyer’s journey or disqualify them as a bad fit.

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Sales / July 12, 2016 How to Tell What Stage of the Buyer's Journey Your Website Visitors Are In
How to Tell What Stage of the Buyer's Journey Your Website Visitors Are In

By Nick van der Kolk

The modern buyer’s journey has changed. Research shows that only 18% of buyers rely on a salesperson as a source of information when making B2B purchases. This is one of the main challenges sales reps face today: Due to the proliferation of marketing material on the internet, the modern buyer is no longer dependent on salespeople to access information to make purchase decisions.

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