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Sales / June 29, 2016 Feeling the Midday Slump? A Microbreak Could Revive You
Feeling the Midday Slump? A Microbreak Could Revive You

By Leslie Ye

microbreak-benefits.jpg

Even though you may be in the office for eight hours a day (although the average American works closer to 9.2), you’re probably not working that entire time. And when you are working, you’re probably not at full productivity.

Thankfully, there’s a simple way to get yourself back up and running at full speed: Microbreaks.

We’ve written extensively on the blog before about the benefits of midday naps and longer ... Read More

Sales / June 29, 2016 5 Golden Rules You Must Follow in the First 60 Seconds of a Sales Prospecting Call
5 Golden Rules You Must Follow in the First 60 Seconds of a Sales Prospecting Call

By Pete Caputa

As a modern salesperson, it’s easy to fantasize about how that latest whizbang social selling or sales intelligence tool can help you connect with more buyers more easily. (I know I do.) But even with all the new technology available today, nothing replaces the telephone for having a constructive conversation with a prospect.

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Sales / June 29, 2016 Cold Calling Is Dead: 12 New Prospecting Strategies Salespeople Should Use
Cold Calling Is Dead: 12 New Prospecting Strategies Salespeople Should Use

By Richard Stephens

Forty years ago, cold calling was one of the best -- and only -- ways to identify new leads for businesses. Not only that, but it was also one of the only ways that customers could find out about new products and ideas.

The technology revolution changed everything. In today’s digital world, the days of smashing out 80-plus calls a day to generate new leads are gone.

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Sales / June 28, 2016 10 Surprising Criteria Salespeople Look For When Choosing a New Company
10 Surprising Criteria Salespeople Look For When Choosing a New Company

By Pete Caputa

If building a high-performing sales team is important to the success of your business, you might want to rethink what you're offering to your salespeople. I have a hunch that what you consider to be important is a lot less important to them than you might think. I’m also willing to bet that candidates for sales roles are evaluating your team and company on criteria you haven't even thought about.

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Sales / June 27, 2016 30 Conversation Starters That’ll Make Social Selling Insanely Easy
30 Conversation Starters That’ll Make Social Selling Insanely Easy

By Aja Frost

Some people might still think social selling is a fad, but the numbers don’t lie: Those who incorporate social media into their strategy reach their quota 66% more often than their peers. Plus, companies with social sellers enjoy a 22.2% increase in revenue. Not too shabby.

But committing to using social media is easier said than done.

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Sales / June 24, 2016 28 Apps Every Sales Rep Needs on Their Phone
28 Apps Every Sales Rep Needs on Their Phone

By Emma Brudner

Salespeople are constantly on the go, whether they're meeting with clients, flying out to give a presentation, or running to a team training. With this in mind, mobile access to sales systems aren't just a nice to have -- they're a necessity. 

But besides company software, salespeople can also download productivity, educational, travel, and other just plain useful apps to optimize their time on the road.

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Sales / June 24, 2016 6 Hard-Earned Lessons From a Top-Performing SDR's First 12 Months
6 Hard-Earned Lessons From a Top-Performing SDR's First 12 Months

By Daniel Anderson

Fresh out of college and looking to make my mark, I decided to join the tech startup world. I was excited to be offered a position at Veelo Inc., makers of a sales effectiveness software platform that helps companies provide personalized marketing content recommendations, coaching, and training for their reps.

I started as a Sales Development Rep (SDR).

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Sales / June 22, 2016 A Guide to the 6 Principles of Persuasion & How to Use Them in Sales
A Guide to the 6 Principles of Persuasion & How to Use Them in Sales

By Roger Dooley

One can’t talk about influence and persuasion without touching on psychologist Robert Cialdini’s six principles. He compiled these through his own research as well as that of others, and describes them in his bestselling Influence: The Psychology of Persuasion. While they can operate at a conscious level, they all pack a subconscious punch as well.

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Sales / June 20, 2016 15 Email Subject Lines Sales Reps Swear By & Why They Work So Well
15 Email Subject Lines Sales Reps Swear By & Why They Work So Well

By Emma Brudner

While many people agonize over their email copy and then slap a hastily written subject line on two seconds before hitting "send," sales reps know that the situation should actually be reversed.

After all, there's no point in crafting a beautiful message if buyers don't even open it. And what prompts the all-important open? The subject line. Get HubSpot's free CRM here to start sending customized sales emails.

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Sales / June 20, 2016 12 Mistakes Salespeople Make When Setting a Qualification Call Agenda
12 Mistakes Salespeople Make When Setting a Qualification Call Agenda

By Pete Caputa

Setting an agenda for a call is a table-stakes sales skill -- one salespeople should learn and master early in their career. However, while agenda-setting isn’t usually hard for an initial or closing call, most salespeople really struggle when doing it on an exploratory call.

Many salespeople try to apply the same agenda-setting process they use for other types of calls to the discovery process.

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Sales / June 16, 2016 4 Clever Persuasion Techniques You’ve Never Heard of Before
4 Clever Persuasion Techniques You’ve Never Heard of Before

By Aja Frost

Some people call George C. Parker the most persuasive American who ever lived. Once or twice a week for several years, Parker convinced people he owned the Brooklyn Bridge. After they were convinced, he’d sell it to them. His buyers would usually discover the swindle when police arrested them for putting on toll barriers on “their” bridge.

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Sales / June 15, 2016 Sharing Sales Fails: How to Hold an Effective Postmortem
Sharing Sales Fails: How to Hold an Effective Postmortem

By Claire Murdough

Ever get a terrible feeling in the pit of your stomach when you remember a deal you just lost? It’s only a matter of time before the “If only…” thoughts start bubbling up.

If only I’d just called sooner. If only we’d had this feature at the time. If only I’d been less pushy. If only [insert detail] -- then we would have won.

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Sales / June 15, 2016 18 Sales Qualification Questions to Identify Prospects Worth Pursuing
18 Sales Qualification Questions to Identify Prospects Worth Pursuing

By Emma Brudner

Not every lead is a good fit for a product or service -- no matter how strongly a salesperson believes they are (or wants them to be). Buyers don't buy just because they have a serious need, a looming deadline, or money to burn. They buy because of a combination of all of these factors, and more.

Get HubSpot CRM (it's free). 

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Sales / June 15, 2016 What Is the Buyer's Journey?
What Is the Buyer's Journey?

By Lauren Hintz

Buyers don’t want to be prospected, or demoed, or closed. These steps add zero value to the buyer. Buyers are looking for additional information about your product that can’t be found online. As a salesperson, you can personalize your sales process to the buyer’s context by understanding the buyer’s journey.

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Sales / June 14, 2016 5 Ways You're Making Your Sales Team Hate You (& 5 Ways to Win Them Back)
5 Ways You're Making Your Sales Team Hate You (& 5 Ways to Win Them Back)

By Matt McDarby

A shared objective of sales managers all over the world is to develop teams of appropriately effective and efficient salespeople who are able to meet their performance goals.

Sales management is the most challenging job in a sales organization, and the manager plans a pivotal role in the success of any organization that seeks to grow.

Read More

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