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Sales / April 29, 2016 Only 3% of People Think Salespeople Possess This Crucial Character Trait
Only 3% of People Think Salespeople Possess This Crucial Character Trait

By Aja Frost

salespeople-not-trustworthy.jpg

You’re stranded on an island with 20 strangers. The group is holding a vote to decide who will be the leader. 

Everyone agrees the leader should be trustworthy, but unfortunately, profession is all you have to go on.

Whom do you vote for?

  1. The doctor
  2. The accountant
  3. The professional musician
  4. The sales rep

Got your order? Good.

I’m willing to bet you came up with the doctor, the accountant, the musician, and the sales rep -- in that order. That’s because according to a new survey from Read More

Sales / April 28, 2016 50 Tired Clichés That Make You Sound Like Every Other Salesperson
50 Tired Clichés That Make You Sound Like Every Other Salesperson

By Emma Brudner

"With all due respect, let's address the elephant in the room. At the end of the day, investing in our product is a no-brainer, but it sounds like you don't have the bandwidth to hit the ground running. Going forward, I think we should run the numbers and identify the low-hanging fruit that can help you do more with less. Thanks in advance for letting us go back to the drawing board and figure out a win-win. Let's touch base in a week, and feel free to ping me if you need anything before then."

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Sales / April 27, 2016 3 Reasons Qualified Prospects Go Dark (And How to Get Them Back)
3 Reasons Qualified Prospects Go Dark (And How to Get Them Back)

By Alex Lopes

As an inside sales rep, you have several sales conversations a day. Many of those conversations end after the first or second call because your prospect is not qualified.

That's not a bad thing. You only have so many hours you can spend selling in a given year. The less time you spend with unqualified prospects, the better.

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Sales / April 27, 2016 Salespeople, Your Buyers' Communication Preferences Are More Important Than Yours
Salespeople, Your Buyers' Communication Preferences Are More Important Than Yours

By Pete Caputa

Even with the rise of social media and the ubiquity of business email, a phone conversation is usually still the best method of communication, especially for selling and buying. But that doesn't mean salespeople should ignore the preferences of their prospects by insisting on a phone call right away.

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Sales / April 27, 2016 The Strategy Salespeople Should Steal from World-Class Athletes [Live Call Review]
The Strategy Salespeople Should Steal from World-Class Athletes [Live Call Review]

By Michael Pici

I hate unnecessary meetings.

When you're in sales, time is money. That's why I spend my days helping my team sell better. As the manager of a fast-growing sales team, my time is split between reviewing my team's pipelines, sitting in on their calls, and coaching them on areas where they need to show improvement.

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Sales / April 26, 2016 Use This Simple 4-Part Framework to Handle Any Sales Objection
Use This Simple 4-Part Framework to Handle Any Sales Objection

By Brooke Freedman

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Patience is one of the most difficult thing for any salesperson to learn. But letting go of your personal agenda -- closing deals, making quota, winning sales contests -- is a key to success for both you and your prospect. By slowing down your sales process at each step, you’ll likely find that you are able to close at a better rate.

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Sales / April 26, 2016 The #1 Reason Your Follow-Up Emails Are Falling Flat (And How to Fix Them)
The #1 Reason Your Follow-Up Emails Are Falling Flat (And How to Fix Them)

By Aja Frost

You’ve just wrapped up the initial connect call with a prospect. Since you know first-hand that following up can mean the difference between a lost deal and a new customer, you immediately open your email, copy and paste a follow-up template, insert the prospect’s name and company, and send it off. Mission accomplished.

Whoa -- not so fast.

Read More
Sales / April 26, 2016 What Do You Have to Say About Sales?
What Do You Have to Say About Sales?

By Lauren Hintz

In years past, sellers controlled all the product information, and buyers were at reps’ mercy if they had questions. But now, the internet has turned the buyer-seller relationship completely upside down.

Today, the information that buyers need to make a purchasing decision is just a click away. The power has completely shifted from the seller to the buyer.

Read More
Sales / April 25, 2016 The 22 Worst LinkedIn Sins
The 22 Worst LinkedIn Sins

By Emma Brudner

We all make mistakes on social media every once in a while, and that's okay. But the gaffes on this list go one level beyond -- into the realm of sin.

LinkedIn is arguably the most important social media site for salespeople, so a mistake on this network carries consequences. However, if you have sinned against your LinkedIn profile or connections, we're here to help.

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Sales / April 23, 2016 8 TED Talks About Work/Life Balance That'll Change the Way You Think
8 TED Talks About Work/Life Balance That'll Change the Way You Think

By Lindsay Kolowich

Everyone and their mother seems to have a strong opinion about work-life balance.

Some argue that balancing career and lifestyle is necessary for your overall happiness. Others argue that the concept of "balancing" your work and your life, which implies that the two are on par with one another, is plain old wrong. Still others argue the whole thing is completely imaginary and unrealistic, and that we're making ourselves unhappy by pursuing it in the first place.

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Sales / April 21, 2016 How This Company Doubled Its Daily Sales Appointments (& How You Can Too)
How This Company Doubled Its Daily Sales Appointments (& How You Can Too)

By Pete Caputa

The old prospecting playbook is broken. Cold calling. Cold emailing. Pitching your value proposition in your first prospecting email and on every voicemail thereafter. All of these techniques are rock-solid recipes for being ignored, deleted, blocked, and reported to the spam cops. Unfortunately for you, you’re probably still relying on them.

Let’s talk about fixing that.

Read More
Sales / April 20, 2016 15 Responses to the Prospect Objection "It's Not a Good Time to Buy"
15 Responses to the Prospect Objection "It's Not a Good Time to Buy"

By Leslie Ye

You’ve been speaking with a prospect for a while. You’ve got a sense of their goals and their pain, and it seems like your offering is a great fit for their business.

You’re all ready to set a date for a product walkthrough or start discussing contract terms, but then your prospect says something that stops you in your tracks.

Read More
Sales / April 19, 2016 8 More Secrets of Master Salespeople (And 11 Mistakes to Unlearn)
8 More Secrets of Master Salespeople (And 11 Mistakes to Unlearn)

By Nicholas Little

We get it. You’ve been around the block a few times. You’re hot stuff. You’re the MVP of your sales team. But you can still do better.

Master salesperson and one of the biggest advocates for continual learning in sales Zig Ziglar once said, “Life is a classroom -- only those who are willing to be lifelong learners will move to the head of the class.”

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Sales / April 19, 2016 3 Open-Worthy Sales Email Subject Lines With 1 Critical Thing in Common
3 Open-Worthy Sales Email Subject Lines With 1 Critical Thing in Common

By Ali Powell

I get asked this question fairly often by fellow sales reps: How do you know your buyer will open your prospecting emails?

Answer: You don’t. What the buyer does with your message once you hit “send” is beyond your control. But what is in your control is making your email stand out by getting creative.

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Sales / April 18, 2016 Three Productivity Lessons From HubSpot Co-Founder Dharmesh Shah
Three Productivity Lessons From HubSpot Co-Founder Dharmesh Shah

By Leslie Ye

Successful founders are productive. I'm not sure if they're successful because they’re productive or if they forced themselves to become productive because they wanted to be successful -- it's a chicken-or-egg question.

But the fact remains that even though successful founders only have 24 hours in a day, they can build quadricorns while the rest of us are doing … well, who knows what?

Read More
Sales / April 17, 2016 The Super-Simple Strategy Successful People Use to Stay Productive and Happy
The Super-Simple Strategy Successful People Use to Stay Productive and Happy

By Christine Ianni

Editor's note: This post originally appeared on HubSpot's Marketing Blog. For more content like this, subscribe to Marketing.

Think about all the personal and professional choices you make in a day: Eggs or yogurt? Blue shirt or black shirt? Do I spend time on this task now or later? Do I ask for help or dive in? After making hundreds of decisions, it's no wonder we are exhausted by the end of the day.

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Sales / April 16, 2016 20 Essential Books, Podcasts, TED Talks & Blog Posts for Every Stage of Your Career
20 Essential Books, Podcasts, TED Talks & Blog Posts for Every Stage of Your Career

By Ginny Soskey

Editor's note: This post was originally published on HubSpot's Marketing Blog. For more content like this, subscribe to Marketing.

How many times a week do you hear the phrase, "Oh, you have to check out that blog post/podcast/book/TED Talk. It's the best!"

I'm a low-stakes betting person (not the billion-dollar-Powerball-jackpot type), but I'd put good money on the fact that you probably hear that a lot.

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Sales / April 14, 2016 How to Sell Yourself on LinkedIn With Buyer Recommendations
How to Sell Yourself on LinkedIn With Buyer Recommendations

By Amar Sheth

It’s been said that a person’s LinkedIn profile is an important part of their professional brand. I’d call that the understatement of the decade.

As part of the largest professional network on the planet, which is still growing by leaps and bounds, your LinkedIn profile is singlehandedly the most important part of your online professional life.

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Sales / April 14, 2016 Sales Lessons That 10 Sales and Marketing Experts Learned the Hard Way
Sales Lessons That 10 Sales and Marketing Experts Learned the Hard Way

By Megan Tonzi

After working with hundreds of sales and marketing professionals at QuotaFactory, we’ve had the opportunity to work with and learn from some of the best. From preparation to dealing with slip-ups, we've compiled some of the best B2B sales and marketing lessons that nine experts have learned during their careers.

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