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    When Is the Best Time to Be Creative? [Infographic]

    By Ginny Soskey

    creativity-productivity-writing-data

    This post originally appeared on HubSpot's Marketing blog. For more content like this, subscribe to Marketing.

    When do you do your best work?

    For me, it's realllllly early in the morning. I used to get up at 4 a.m., grab a steaming cup of coffee, and just start writing. At that time of day, words flowed so easily that I could finish a 1,500-word post in an hour. Later in the day, that same post would've taken me twice as long.

    But that's not the case for ... Read More

    3 Reasons Buyers Delete Your Prospecting Emails & More Sales Articles You Might've Missed This Week

    By Emma Snider

    Good salespeople spend a lot of time crafting personalized, relevant emails. They proofread their messages several times over to make sure there are absolutely no grammatical errors. They insert an interesting statistic at the beginning to grab the recipient's attention, and agonize over the subject line. Finally, they press the send button ... and the buyer immediately hits "delete." All that work, gone in an instant.

    Read More
    Why I Email My Prospects Before I Call Them

    By Jeff Swank

    Although some sales coaches insist that salespeople call before they email, I almost always use an email as my first touchpoint. This isn’t because I shy away from using the phone -- it’s because an email is a much stronger initial interaction, in my opinion.

    Here are eight reasons why I email prospects first, and call them later.

    Read More
    Would You Fire a High-Performing Sales Jerk? [New Research]

    By Peter Ostrow

    "He's a complete pain in the neck, but he busts his number every quarter."

    Has this phrase ever been uttered in your organization? One of the unique and most straightforward elements of managing B2B salespeople, compared with other job roles, is the simple fact that their performance is so easy to gauge. For the most part, sales reps either make their quota or don't, with a direct impact on both their income and job security.

    Read More
    5 Tips on How to Use a C-Level Executive in a Sales Meeting

    By Michael Dalis

    Turbocharger. Hear the word and you probably think "robust power source." Competitive drivers and car manufacturers have used turbochargers for decades to boost engine power and race performance. In the hands of a skilled driver, this extra power can offer a competitive advantage. Putting that power, however, in the hands of someone less skilled or at the wrong time, can be fatal.

    Read More
    3 Inside Sales Benchmarks to Gauge the Health of Your Team

    By Emma Snider

    As evidenced by the attendance at AA-ISP's 2015 Inside Sales Leadership Summit, inside sales is growing by the minute. Today, it's rare to find a company that doesn't at least have an inside sales rep or two working in tandem with those in the field. Alternatively, some organizations are nixing the outside component altogether in favor of 100% inside sales. To varying degrees, companies are embracing and increasingly relying on inside sales models to make their revenue goals.

    Read More
    How to Get an Appointment With Anyone in 3 Steps

    By Emma Snider

    In order to sell someone, you first have to get them to take a meeting with you. And as salespeople know, this is far easier said than done. 

    Reps make countless calls each day, hoping and praying that one of their prospects will pick up the phone. Finally, someone does -- and what do they say?

    Read More
    How to Become a Social Seller in Just 30 Minutes a Day [Infographic]

    By Leslie Ye

    If you’re not on social media -- or are, but in name only -- the concept of social selling could seem daunting. How are you supposed to balance actual selling with finding content and engaging with your connections online? After all, many companies have full-time social media teams dedicated to monitoring engagements and posting content around the clock.

    Read More
    22 Non-Traditional Sales Questions That Advance the Conversation

    By Rick Roberge

    Questions are the most important tools in the salesperson’s arsenal. Too many reps dominate the conversation with product pitches, long feature lists, and rambling explanations.

    But guess what? Your prospects don’t care! They care about their problems, their businesses, and their lives -- not your product, your company, or your prerogative.

    Read More
    22 Hidden LinkedIn Hacks Revealed [SlideShare]

    By Emma Snider

    Once considered a social platform solely for networking, LinkedIn has proved itself invaluable for a wide range of other uses: sales prospecting, recruiting, marketing, hiring, and research, among others. There's a lot you can do with LinkedIn, so getting up to speed on and nailing the basic functions is a worthwhile exercise in itself.

    Read More
    5 Secret Lead Sources That Uncover Prospects Hiding in Plain Sight

    By Jeff Hoffman

    Every sales rep knows the usual prospecting lead sources -- inbound inquiries, trigger events, LinkedIn search, referrals, etc. But what happens when these wells start to run dry?

    Over the years, I’ve discovered a few “secret” lead sources hiding in plain sight. The next time you’re having trouble finding prospects, try one of these untapped natural springs.

    Read More
    6 Steps For Winning Your Ideal Client

    By Kelsey Meyer

    From a sales standpoint, nothing’s more powerful than a customer reading a blog post and thinking, “This company totally gets me.”

    Armed with distinct customer profiles, you can achieve this same level of personalization for your ideal clients while shrinking the sales cycle.

    Read More
    8 Types of Terrible LinkedIn Profile Pictures [Infographic]

    By Emma Snider

    In the age of selfies, bad photography runs rampant. Duck lips, bathroom pictures, too close close ups -- the list of photography faux pas is seemingly endless.

    A poorly angled selfie or two (or 100) might not be so bad on Facebook. But put those same pictures on LinkedIn, and watch your connection accept rate take a nosedive.  

    Read More
    The Dos and Don'ts of Sales Prospecting

    By Adam Wiggins

    Prospecting is the bread and butter of sales. At times neglected and even dreaded, it’s something we need to apply ourselves to regularly in order to maintain a steady flow of new prospects into the sales pipeline and ensure the continued healthy growth of our businesses.

    So what are the rules of the game?

    Read More
    How to Become Emotionally Intelligent [SlideShare]

    By Emma Snider

    You've probably taken an IQ test at some point in your life. But have you taken an EQ test

    Measuring and improving emotional intelligence has become increasingly important in recent years as more and more research emerges on the connection between a person's Emotional Quotient (EQ) and professional success. A study from Virginia Commonwealth University identified high emotional intelligence as a leading predictor of job performance.

    Read More
    12 Job Interview Questions to Ask a Sales Manager Candidate

    By Emma Snider

    Usually when individual contributors get promoted to management, they teach their direct reports their secrets for success, use many of the same skills they did in their previous jobs, and get a salary bump.

    Sales manager might be one of the only promotions where the job differs dramatically from the individual contributor role and thus necessitates an entirely different skill set.

    Read More
    The Sales Leader's #1 Key Growth Metric

    By Aaron Ross and Jason Lemkin

    You’re trying to gauge whether your company's revenue will keep growing in the future, but sales results vary significantly month to month or quarter to quarter, and sales pipelines have major quality issues. Worse, sales numbers are a lagging indicator of all the hard growth work you’ve done (right or wrong) in the prior 12 plus months. They can’t predict anything!

    Read More
    The Dangers of Discounting in B2B Sales

    By Max Altschuler

    Often, salespeople jump to discounting to speed up negotiations. But according to John Barrows, leading sales trainer for some of the top B2B SaaS companies, discounting takes a negative toll on a deal in countless ways. In this post, John spells out the argument against discounting in his own words.

    Thinking about offering your prospect a discount to close a sale? Think again.

    Read More
    Where and How Social Sellers Spend Their Time [Infographic]

    By Emma Snider

    It's great for a rep to say they want to get started with social selling. But soon after this triumphant resolution comes a plethora of questions. What does "doing social selling" on a day to day basis look like? How can a salesperson make social media part of their routine? Which networks should reps engage on, and which should they ignore?

    Read More
    The Sales Referral Secret

    By Bill Cates

    When you think about getting referrals for your business, do you think about referrals as being in abundance or in scarcity?

    Many years ago, Earl Nightingale produced the first ever motivation album. Not audio tape or CD, but a vinyl record. It was called “The Strangest Secret.”

    Read More
    20 Stats That Prove the Power of Sales and Marketing Synchronization [SlideShare]

    By Leslie Ye

    Synchronized swimming is a beautiful thing to watch. A team that excels at the sport is the living incarnation of a well-oiled machine, with each member performing their part perfectly while being acutely aware of how they fit in with their teammates’ pace and movements. Every swimmer must be perfectly aligned with the group, or else the whole performance will look disjointed and sloppy.

    Read More
    4 Phrases That Make For a Terrible Cold Sales Email [SlideShare]

    By Emma Snider

    Now, no one intentionally sets out to write a bad sales email. Salespeople want to attract prospects to them, after all -- not drive them away screaming. (Unless you have too many leads to handle. In which case, please call me so I can learn your secrets.) 

    But despite their best intentions, reps sometimes insert a sentence or two in their cold emails that just doesn't sit right with prospects.

    Read More
    The 9 Fundamental Rules of Sales Negotiation

    By Max Altschuler

    There are tons of steps and actions that go into closing a deal. So while I congratulate you on getting to the point where you can close, the reality is you’re just getting started.

    John Barrows, a leading sales trainer for some of the top B2B SaaS companies, has spent ample time thinking about the best approaches to close a deal. Today I bring you his nine rules of sales negotiation and tips on how to create equality in negotiations, in his own words.

    Read More

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