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    7 Crucial Questions to Ask Prospects Throughout the Buyer's Journey

    By Dan Tyre

    prospect-questions-buyers-journey.jpg

    It’s the age of the Always Be Helping salesperson. Sales is an increasingly consultative profession, which means reps should be providing prospects with helpful and specific resources, not stuffing irrelevant information down their throats.

    Of course, the sales rep-prospect relationship cuts both ways -- as your prospects are qualifying you, you need to be qualifying them. As your prospect moves through the three stages of the Read More

    How to Answer the Phone to Increase Referrals

    By Bill Cates

    I have a best practice I want to share with you that came from our Referral Champions Training Camp last April. The beautiful thing about the training camp is not only do I believe I have some pretty good ideas to share, but the people who come to the training camp have good ideas as well. Nobody knows it all, but together we know quite a bit.

    So here’s one easy trick that can boost the number of referrals your business receives.

    Read More
    Social Selling For Dummies [SlideShare]

    By Emma Snider

    Please don't be upset with me -- I would never call you a "dummy." I get it. The speed at which business is changing and the amount of information that flies at us every day makes it hard to foster or maintain an expert grip on any subject. So if you're not 100% up to speed on the latest selling strategies, there's no need to be ashamed. 

    Read More
    30 Tweetable Tips To Kick Your Sales Into Overdrive

    By Emma Snider

    Imagine that you're shopping at a clothing store, and you have a question about a pair of jeans. You approach the employee on the sales floor and explain your query. She smiles, thinks about your request for a moment, and then replies, "I'll get back to you in a day or two about that. How does that sound?"

    I'm willing to bet you're not buying those jeans.

    Read More
    How to Land the Sales Job of Your Dreams

    By Pree Sarkar

    Finding and landing the sales job of your dreams is a job in itself. It’s not likely to happen by accident. Working towards your dream job is something you need to do on an ongoing basis, each and every week.

    If you want to get your dream job, you need to do three things:

    Read More
    6 Steps to Warm Up a Cold Call Fast [SlideShare]

    By Emma Snider

    The label "cold calling" might not have changed, but the practice it describes is vastly different than in past decades. For instance, prospects shouldn't pick up a cold call totally cold. Why not? Because an astute sales rep will introduce themselves in some other way before they dial.

    Read More
    How to Increase Sales With Flexible Payment Terms

    By Shai Feinberg

    It’s easy to feel for your customers when they can’t make payments. Hearing the plea in their voice for payment flexibility makes it hard to enforce tough terms or upfront payments. Yet, business isn’t personal, and sales leaders' jobs hinge on figuring how to increase sales. If we gave special treatment to every sob story we’d be a charity. Right?

    Read More
    5 Hypnosis-Inspired Tips to Use on Your Next Sales Call

    By Emma Snider

    Salespeople can stand to learn something from hypnotists. For example, the next time a prospect brings up an objection on the phone, simply interject "You are getting sleeeeepy ... very, very sleeeeepy ... "

    Okay, you shouldn't really do that. But a degree of overlap does exist between the worlds of sales and hypnotism, according to Aircall.

    Read More
    10 Ways Customer Champions Can Do Your Selling For You

    By John McMahon

    As a sales rep, you can speak with prospects day in and day out, but you probably won’t make any headway unless you’re able to connect with a champion -- a stakeholder at the buyer's company who helps you sell your product or service to their colleagues.

    A champion’s power is derived from their expertise in a certain subject, or their political power within an organization.

    Read More
    5 Sales Skills That Are Transferrable To Everyday Life

    By John Ippolito

    Every single one of us is a salesperson. If you don’t work in sales, you might think you don’t sell, but that is undoubtedly false. The fact is, each one of us sells every single day.

    The great thing about sales is that is a universal skill. The skill of selling in one industry can be transferred to another with relative ease. The methodology behind the sales process might change, but the fundamental skill remains the same.

    Read More
    The 10 Cardinal Rules of Social Selling [SlideShare]

    By Emma Snider

    Maybe you've messaged a potential buyer or two on LinkedIn. Perhaps you've begun to share relevant industry content on Twitter. You might have even published a blog post or two.

    These are all great social selling tactics to experiment with. But to truly call yourself a social seller, you'll need a process. And considering that social selling is a relatively new phenomenon, defining a framework is easier said than done.

    Read More
    4 Ways to Hold Sales Reps Accountable to Coaching

    By Jeetu Mahtani

    HubSpot is a high-velocity growth company, both in terms of sales numbers and headcount. The speed at which we hire means that we need to continuously tweak our sales training playbook to find a balance between group sessions and one-on-one coaching while empowering our reps to implement what they've learned.

    Read More
    Is Social Selling Creepy? [Infographic]

    By Emma Snider

    What makes you feel more uneasy: Receiving a cold call where the caller knows nothing about you, or everything about you?

    Kinda makes you think, doesn't it? While buyers want salespeople to research them on social media networks before picking up the phone, researching a little too much might cross the line into stalker territory. And no one likes to feel as if they're being stalked.

    Read More
    3 Tips to Get the Decision Maker to Respond to Your Pitch & More Articles You Might've Missed This Week

    By Emma Snider

    Sales can be a discouraging profession. You could write the greatest sales email of all time, and a decision maker still wouldn't respond to it if they just happen to be running to a meeting, in the midst of a horrible day, or just plain grumpy. And sadly, all of these things are out of your control.

    However, don't throw up your hands and dramatically exclaim "It's hopeless!" quite yet.

    Read More
    13 Tips to Crawl Out of a Summer Sales Slump

    By Emma Snider

    It's summertime, and the living is easy ... but the selling is hard.

    Summer can be a slow season for salespeople. Prospects are on vacation. Every email a rep sends seems to gets an automated out of office reply. Calls go unanswered. LinkedIn connection requests remain pending for days. It's a rough time for people whose job revolves around connecting.

    Read More
    Sales-Marketing Alignment Increases Revenue by 208% [Infographic]

    By Leslie Ye

    When you pick up a forkful of food, incredibly complicated anatomical interactions have to take place before the bite gets to your mouth. Your brain has to send signals to your hand to keep your fingers wrapped around your fork, direct your arm upward while keeping your hand level, then aim the fork into your mouth. It’s a seemingly simple action that’s actually not simple at all.

    Read More
    The 12 Weirdest (and Best) Things You Can Get For Free

    By Leslie Ye

    They say the best things in life are free. They also say, however, that there’s no such thing as a free lunch.

    So who’s right? We all know there’s truth to both axioms. You can’t buy a sunset, but if someone offers you a free steak dinner, chances are they want something.

    Read More
    10 Psychology Tricks to Sell Better and Faster [Infographic]

    By Emma Snider

    Just like any complex system, the human brain contains quirks. For instance, a multitude of details unrelated to an object's inherent worth can significantly skew our perception of it -- its color, the time at which we first come into contact with it, others' perspectives on it, what we were doing just before it was introduced, the words used to describe it, and so on.

    Bottom line? If you think each opinion you form is totally rational, you're sorely mistaken.

    Read More
    The 5 Worst Mistakes Sales Reps Make on Job Interviews

    By Pree Sarkar

    The majority of people tend to be relatively untrained and unprepared when they go in for a job interview. But it’s not really their fault. Even if you got a new job every six months, you’d still only get to practice your interviewing skills a few times each year. With so few opportunities for practice, it’s no wonder that job candidates make mistakes during interviews -- both big and small.

    Read More
    7 Tips to Eliminate Buyer's Remorse

    By Bob Musial

    It happens to most of us at one point or another. You just bought something. Probably something fairly expensive. Like a car. A new phone. A computer. A house. You’ve done your research and feel confident you made a wise purchase and got the best deal.

    Read More
    3 Types of Sales Email Subject Lines Prospects Can't Help But Click

    By Emma Snider

    A large portion of sales reps' time is devoted to composing emails -- to prospects, customers, potential referral sources, and even colleagues. It's a shame if all those hours went to waste. 

    But if you write emails like the rest of us -- sweating over the body copy and simply slapping on a dashed-off subject line at the end -- that's precisely what's happening.

    Read More
    3 Secrets of High-Performing Salespeople

    By Dan Tyre

    High-performing salespeople focus on two things above all else: customer needs and crushing their quota. Many of us like to engage in friendly competition, either by trying to beat ourselves or other people on our team. But our main goals are to help our customers and go above and beyond our numbers.

    However, from a sales performance perspective, goals aren’t the same as results.

    Read More

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