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Sales / May 30, 2016 19 Eye-Opening Statistics About Sales Email Subject Lines That Affect Open Rates [Slideshare]
19 Eye-Opening Statistics About Sales Email Subject Lines That Affect Open Rates [Slideshare]

By Anum Hussain

SubjectLineStockPhoto-653762-edited.jpgWe all invest time in perfecting our email copy, hyperlinking the right words, and placing the right call-to-action.

But what's the point of all that work if no one is even opening our emails?

That's where subject lines enter the picture. Whether we're trying to connect with an executive, sell a prospect, or simply get a friend's attention, our subject lines influence whether or not those emails get opened.

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Sales / May 30, 2016 The Surprising Truth About the Best and Worst Times to Call Sales Leads [Data]
The Surprising Truth About the Best and Worst Times to Call Sales Leads [Data]

By Emma Brudner

The most valuable resource salespeople have is their time. And that's why studies on the "best" and "worst" times to call prospects are so popular. If there's an ideal time to connect with a buyer, why would a rep waste precious hours calling during any other point in the day?

Turns out, this thinking might be flawed from the start.

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Sales / May 30, 2016 The Prospecting Technique That Helps Salespeople Close Better Deals Faster
The Prospecting Technique That Helps Salespeople Close Better Deals Faster

By Lauren Hintz

In a perfect world, a salesperson could follow up with a prospect the second after an inbound lead converts on your website. Timing is a crucial component of adapting your sales process to the buyer’s context. The closer you can be to help the buyer at the moment they express interest, the more helpful and successful you will be.

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Sales / May 27, 2016 How to (Nicely) Push Back on Buyers Who Don't Tell You the Full Truth
How to (Nicely) Push Back on Buyers Who Don't Tell You the Full Truth

By Aja Frost

People lie all the time. In fact, one study found most adults can’t last 10 minutes without lying. Yet while you can probably overlook the occasional fibs from your friends, family, and coworkers, you should never ignore dishonesty from a prospect.

After all, your ability to help them depends on having the right information.

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Sales / May 27, 2016 3 Terrible Time Wasters in Sales & How to Avoid Them [Research]
3 Terrible Time Wasters in Sales & How to Avoid Them [Research]

By Ken Krogue

While technology can eliminate many inefficiencies and time wasters from sales and marketing organizations, some problem areas are outside the reach of technological solutions. More time is wasted as a result of poor strategy, bad hiring, unqualified leadership, and a lack of performance management than from flawed sales tactics.

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Sales / May 26, 2016 Who Makes the Best Sales Coaches? You Might Be Surprised [New Research]
Who Makes the Best Sales Coaches? You Might Be Surprised [New Research]

By Emma Brudner

Training is essential to developing fundamental sales skills. There's just one problem -- training is often a singular, one-off event. What happens when the seminar is over?

That's where sales coaching comes in. Ongoing coaching ensures that skills learned in training are continuously reinforced and refined. 

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Sales / May 26, 2016 How to Become an Exceptional Listener in 4 Simple Steps [Video]
How to Become an Exceptional Listener in 4 Simple Steps [Video]

By Emma Brudner

Salespeople receive plenty of training on how to give effective presentations, formulate compelling value propositions, and respond to buyer objections. What they don't receive nearly enough training on? How to become phenomenal listeners.

Great listening can often be even more impactful than the most eloquent of speeches when it comes to solving problems and influencing decisions.

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Sales / May 25, 2016 17 Breakup Email Subject Lines to Confirm Whether a Deal Is Really Dead
17 Breakup Email Subject Lines to Confirm Whether a Deal Is Really Dead

By Leslie Ye

It’s never fun to give up on a sale. After all, a deal you take out of your pipeline represents a loss of what could have been -- an additional customer, extra money in your paycheck, and moving closer to meeting quota.

But as much as it sucks to closed-lost a deal, it’s even worse to let one languish in your pipeline indefinitely.

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Sales / May 23, 2016 Salespeople, Here’s How to Help Marketing Generate Better Leads for You
Salespeople, Here’s How to Help Marketing Generate Better Leads for You

By Joei Chan

Lead generation and nurturing takes dedicated effort and time. However, salespeople naturally (and rightly) prioritize working the prospects and opportunities most likely to close now. Sales follow-up is typically restricted to a small segment of people to which reps send personalized and customized messages.

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Sales / May 20, 2016 4 Strategies to Convert Prospects Into Valuable Referral Sources
4 Strategies to Convert Prospects Into Valuable Referral Sources

By Lauren Hintz

As strangers move through the sales funnel to become leads, opportunities, then customers, every interaction they have with your company -- from engaging with marketing content, to email conversations with sales, to a kickoff call with your customer service team -- is an opportunity to turn a stranger into a brand promoter.

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Sales / May 18, 2016 3 Types of Post-Sale Emails That Keep Business Relationships Alive [Infographic]
3 Types of Post-Sale Emails That Keep Business Relationships Alive [Infographic]

By Leslie Ye

Your relationship with a prospect doesn’t end when they become a customer. In fact, the period after you close that first deal can be critical to ensuring the long-term health of you and your customer’s relationship.

Are they happy? Are their needs being met? Has their success (or failure) with your product left them hunting for additional products or replacements?

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Sales / May 17, 2016 The 7 Deadly Sins of Sales Email Subject Lines
The 7 Deadly Sins of Sales Email Subject Lines

By Leslie Ye

You’re not supposed to judge a book by its cover, but unfortunately, that’s how prospects assess your sales emails. In a world where people send and receive 215 emails a day, not to mention all the texts, instant messages, and Snapchats, there’s no practical way to manage your inbox besides scanning subject lines for things that seem important (or not).

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Sales / May 17, 2016 The Right and Wrong Ways to Handle Midyear Sales Compensation Plan Changes
The Right and Wrong Ways to Handle Midyear Sales Compensation Plan Changes

By Mark Donnolo

It’s rare that sales compensation plans are presented to cheering crowds of salespeople, vibrating with excitement about their new incentives and performance measures. That’s probably never happened. It may be more truthful to say a successful rollout involves the sales team confirming they understand the new plan, offering lukewarm acceptance, and reluctantly changing their behavior.

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Sales / May 13, 2016 4 Reasons Your Prospects “Ghost” on You and What You Can Do About It
4 Reasons Your Prospects “Ghost” on You and What You Can Do About It

By Adam Honig

Many moons ago, I was pitching a huge deal to Sony Pictures. It all was going according to plan -- we had a great initial call, flew to Los Angeles to demo the product, and nailed it. Things were looking good. We sent them a proposal, even flew out for a second in-person follow-up.

And then … they dropped off the face of the Earth.

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