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Inbound Sales Blog Posts

Learn how to sell better and faster using techniques that are tailored to prospects' needs.

Marketing / November 9, 2016 Growing Businesses Need a Growth Stack
Growing Businesses Need a Growth Stack

By Brian Halligan

growth-stack.jpg

When Dharmesh Shah and I started HubSpot 10 years ago, we had a clear goal: We wanted to make it easier for marketers to adapt to a changing world. Inbound marketing was the vehicle, and our mission was to bring all the tools you need to attract, convert, and close new customers together in one place.

But here’s the thing -- change is constant when it comes to people. The places buyers spend their time, the expectations they have, and the things marketers and sellers need to do to be successful in 2016 are totally different than just a decade before. I’ve actually spent the last couple of months channeling my “inner anthropologist” to better grok how people live, work, shop, and buy, talking ... Read More

Marketing / June 23, 2016 How to Deliver the Perfect Business Pitch: 8 Tips Inspired by 'Shark Tank'
How to Deliver the Perfect Business Pitch: 8 Tips Inspired by 'Shark Tank'

By Lindsay Kolowich

A great business pitch is among the first of many hurdles an entrepreneur must jump to get their company off the ground.

While it's not necessarily an indicator of future success, it's a critical moment for any business. A great pitch can bring valuable partnerships to the table -- partnerships that come with even more valuable financial incentives.

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Marketing / April 16, 2016 In a World Without Voicemail, What Would Happen to Sales?
In a World Without Voicemail, What Would Happen to Sales?

By Leslie Ye

This post originally appeared on HubSpot's Sales Blog. To read more content like this, subscribe to Sales.

Voicemail is an essential tool for salespeople. Reaching a prospect on your first call attempt is never a guarantee, so salespeople spend hours practicing and perfecting a compelling voicemail template that will hook buyers’ attention and get them to call back.

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Marketing / December 7, 2015 True Confessions: Are You Guilty of These Marketing & Sales Pitfalls? [Video]
True Confessions: Are You Guilty of These Marketing & Sales Pitfalls? [Video]

By Ginny Mineo

Sometimes, it's really tempting to cut corners. 

It's the end of the month. You've got an aggressive goal to hit. Will anyone really be that mad if you buy that list or make a couple cold calls? You promise -- it's just this once. 

But we all know how easy it is for that excuse to fall by the wayside. 

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Marketing / December 1, 2015 How to Create Sales Presentations That Close Deals [Free Ebook]
How to Create Sales Presentations That Close Deals [Free Ebook]

By Kate Taylor Mighty

As a marketer, you work hard every day to generate, qualify, and deliver leads to your sales team. You can’t afford to let your leads flounder after you hand them off.

Unfortunately, thanks to today’s hypercompetitive sales landscape, prospects are inundated with more information and content than ever. In other words, your dry, jargon-filled deck isn’t going to cut it anymore. 

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Marketing / July 21, 2015 Phones Aren't Just for Texting: How Calls Fit Into the Customer Journey [Infographic]
Phones Aren't Just for Texting: How Calls Fit Into the Customer Journey [Infographic]

By Amber Tiffany

I've got a pretty big thing for phone calls. (I bet your sales reps do too.)

Why? Often times, it takes a lot of interest to get someone on the phone. In fact, inbound phone calls are 10-15X more likely to convert than website leads, according to Conversion Scientist.

The trouble is that many marketers don’t know where to start when it comes to driving more inbound phone calls to their business.

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Marketing / June 29, 2015 How to Avoid Being Awkward on the Phone [Infographic]
How to Avoid Being Awkward on the Phone [Infographic]

By Lindsay Kolowich

Talking on the phone, especially with people you don't know, can be pretty intimidating.

I have the utmost respect for my friends in Sales, Support, and other departments who spend most of their days talking on the phone -- usually with complete strangers. How do they set a positive tone and earn respect using only their voice? And how do they do it without being awkward or making the other party uncomfortable?

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Marketing / June 4, 2015 5 Ways Marketing Can Help Sales Through a Tough Month
5 Ways Marketing Can Help Sales Through a Tough Month

By Mike Volpe

A company won’t survive if it doesn’t meet its revenue goals. That’s why revenue isn’t just the sales team's problem -- it’s every department’s problem. An effective marketing team will set up the sales team for success by generating valuable leads and nurturing them until they’re ready to be passed to sales reps.

But the partnership doesn’t end there.

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Marketing / May 28, 2015 How to Create Detailed Buyer Personas for Your Business [Free Persona Template]
How to Create Detailed Buyer Personas for Your Business [Free Persona Template]

By Pamela Vaughan

Finance Manager Margie. IT IanLandscaper Larry. Do you know who your business's buyer personas are? And exactly how much do you know about them?

Buyer personas (sometimes referred to as marketing personas) are fictional, generalized representations of your ideal customers. Personas help us all -- in marketing, sales, product, and services -- internalize the ideal customer we're trying to attract, and relate to our customers as real humans.

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Marketing / May 24, 2015 How to Build Effective Teams Based on Personality Type
How to Build Effective Teams Based on Personality Type

By Tony Alessandra

This post originally appeared on HubSpot's Sales Blog. To read more content like this, subscribe to Sales.

“Round up the usual suspects,” the gendarme ordered in the famous line from the movie Casablanca. And frequently, that is how executives think when they create teams, committees, or task forces. The boss says or thinks something like, “Let’s appoint anyone who might know something about this issue.” Or, even more likely, “Grab anybody who’s got a stake in this thing.”

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Marketing / May 2, 2015 How to Sell When You’re on Vacation: Tips for Putting Your Out-of-Office Reply to Work
How to Sell When You’re on Vacation: Tips for Putting Your Out-of-Office Reply to Work

By Max Altschuler

This post originally appeared on HubSpot's Sales Blog. To read more content like this, subscribe to Sales.

Can you sell when you’re on vacation? Sure you can ... but dragging out your laptop and taking calls from the beach is sure to annoy your family. There’s another way to keep selling when you’re out of the office, and this option doesn’t require any work on your behalf.

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Marketing / April 19, 2015 How to Sell to 4 Different Personality Types
How to Sell to 4 Different Personality Types

By Leslie Ye

This post originally appeared on HubSpot's Sales Blog. To read more content like this, subscribe to Sales.

Go to any grocery store and walk to the condiment aisle. You’ll see dozens of varieties of mustard -- Dijon, honey, whole grain, yellow, spicy, brown -- but probably fewer than five types of ketchup from a small handful of brands. Of those brands, one reigns supreme: Heinz, boasting a number one or two market share position in over 50 countries.

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Marketing / March 28, 2015 How 16 of the Most Successful Social Sellers Schedule Their Days [Infographic]
How 16 of the Most Successful Social Sellers Schedule Their Days [Infographic]

By Emma Brudner

This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales.

One of the most common hurdles to social selling adoption is lack of time. Salespeople's days are packed with meetings, demos, emails, and prospecting calls. Where can they find a spare 10 minutes -- much less an hour -- to monitor prospects' behavior and interact with them on social media?

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Marketing / March 21, 2015 The #1 Productivity Investment Sales Teams Are Making This Year [Research]
The #1 Productivity Investment Sales Teams Are Making This Year [Research]

By Emma Brudner

This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales.

There are several levers sales leaders can pull to boost their teams' productivity. The tricky part is knowing which to prioritize. Should they double down on rep training? Implement new technology? Or would the organization benefit most from a compensation plan shake-up?

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Marketing / March 17, 2015 30 Ways to Lose an Argument [Infographic]
30 Ways to Lose an Argument [Infographic]

By Lindsay Kolowich

We all know how frustrating it is to lose an argument -- especially when you believe strongly in the value of your idea. If you're going to get better at convincing others, you need to figure out why you lose arguments in the first place (and then avoid those mistakes in the future).

Most of the time, you can find a specific diagnosis for your lost arguments. Did you lose the argument because you relied on anecdotes to support your claim?

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Marketing / March 9, 2015 How Reporting on Revenue Can Improve Your Relationship With Sales
How Reporting on Revenue Can Improve Your Relationship With Sales

By Rachel Sprung

Most marketers are concerned about building a strong relationship with their sales team. After all, the marketing team is supposed to generate leads and assist the sales team in closing deals for the company. To make all of that happen, these teams need to have a good relationship.

But any marketer can tell you that there can be tension between the marketing and sales teams. It could happen for many reasons -- the leads number could be down, the quality of leads could be down, or there could simply be clashing team priorities (among other things).

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Marketing / March 8, 2015 1 Million B2B Sales Jobs Will Vanish by 2020 [New Research]
1 Million B2B Sales Jobs Will Vanish by 2020 [New Research]

By Emma Brudner

This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales.

The trend can't be ignored any longer: Buyers are more informed and self-sufficient than ever before. They can do all the research they want about a particular product or service on the company website, and even buy online if the option is available.

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Marketing / February 28, 2015 15 Expert Tips on Accelerating Your Sales
15 Expert Tips on Accelerating Your Sales

By Emma Brudner

This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales.

Before you sell your thousandth customer, your hundredth customer, or even your tenth customer, you have to sell that crucial first customer. For a new startup with no case studies or testimonials at its disposal, this can be a daunting task.

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Marketing / February 22, 2015 10 Overused Words to Remove From Your LinkedIn Profile
10 Overused Words to Remove From Your LinkedIn Profile

By Emma Brudner

This post originally appeared on the HubSpot Sales Blog. To read more content like this, subscribe to the Sales Blog.

Whether you're looking for a job, attempting to establish your thought leadership, or widening your circle of connections to include influencers or potential clients, your LinkedIn profile is a key component of your personal brand. 

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Marketing / February 21, 2015 The Anatomy of a Compelling Elevator Pitch [Infographic]
The Anatomy of a Compelling Elevator Pitch [Infographic]

By Emma Brudner

This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales.

As organizations flatten out, employees don't have to corner senior management in an elevator to get their thoughts heard. They could just schedule a meeting, or even walk up to a leader's office or desk. So is there even a need to have an elevator pitch at the ready?

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Marketing / February 7, 2015 Talking Happy: 10 Phrases That'll Make Your Customers Smile [SlideShare]
Talking Happy: 10 Phrases That'll Make Your Customers Smile [SlideShare]

By Emma Brudner

This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales.

Happy ears aren't such a good thing in business. But happy voice? A very good thing. 

Even the slightest error in phrasing can put a prospect off -- which means salespeople spend a lot of time thinking about the particular words they use to pitch their products and converse with buyers.

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Marketing / January 31, 2015 How to Use Psychological Biases to Sell Better and Faster
How to Use Psychological Biases to Sell Better and Faster

By Emma Brudner

This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales.

For all the powerful processing work the human mind can do, it's still prone to making bizarre assumptions or jumping to an illogical conclusion every now and then. Problem is, we don't even recognize these patterns as strange.

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Marketing / January 25, 2015 13 Stereotypes of Salespeople: Debunked [SlideShare]
13 Stereotypes of Salespeople: Debunked [SlideShare]

By Emma Brudner

This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales.

If you presented the average person with the prompt "Salespeople are ..." and asked them to fill in the blank, what do you think they would say?

Daniel Pink conducted this very experiment as part of his research for the book To Sell is Human. When asked to identify the first word that came to mind to describe "sales" or "selling," the most prevalent answers included “pushy,” “sleazy,” “ugh,” “yuck,” “dishonest,” and “manipulative.”

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Marketing / January 18, 2015 The Science of Persuasion [Infographic]
The Science of Persuasion [Infographic]

By Emma Brudner

This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales.

To sell something, you have to convince a buyer that they not only want your offering, they need it. To be clear, I'm not talking about fooling them into buying a piece of junk. Oftentimes, prospects stand to benefit considerably from purchasing a new product or service. But that doesn't mean they're any more eager to fork over their money -- and this is where the fine art of persuasion comes in.

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Marketing / January 11, 2015 Content Selling: The Next Evolution of Content Marketing [Infographic]
Content Selling: The Next Evolution of Content Marketing [Infographic]

By Emma Brudner

This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales.

Marketers are well aware of the power of content marketing to attract and nurture leads. But at some point, leads get passed on to Sales, and salespeople are generally not as "hip" to the content movement as their colleagues in marketing.

That is, until now.

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Marketing / January 4, 2015 New Data Exposes the Best and Worst Customer Conversion Channels [Infographic]
New Data Exposes the Best and Worst Customer Conversion Channels [Infographic]

By Emma Brudner

This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales.

If you're a sales or marketing leader, you've probably already wrapped up strategy planning for 2015. (Or you might still be in the thick of it if time hasn't been on your side. No judgment -- I've been there.) But a new infographic from Implisit which reveals the most and least effective channels for customer conversion might prompt you to crack the newly approved plans open once more and make a few revisions.

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Marketing / December 28, 2014 A Visual Introduction to Customer Lifetime Value [Infographic]
A Visual Introduction to Customer Lifetime Value [Infographic]

By Emma Brudner

This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales.

All customers are not created equal. Sure, you might like some more than others, but that doesn't mean they're your best clients. Sales comes down to revenue and ROI -- so how can sales leaders objectively determine which customers are most valuable?

Through a customer lifetime value (CLV) analysis. But calculating CLV isn't a cake walk -- inaccurate data, confusing metrics, and inadequate technology can all block the path.

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Marketing / December 27, 2014 Want More Sales? Try Using These 13 Influential Words
Want More Sales? Try Using These 13 Influential Words

By Emma Brudner

This post originally appeared on the HubSpot Sales Blog. To read more content like this, subscribe to Sales.

The pen is mightier than the sword. (Which is good, because you probably don't want to threaten prospects into buying at sword-point.)

As the primary "weapons" to convert prospects into customers, words are incredibly important to salespeople. How sales reps deliver their messages and converse with contacts can have a dramatic effect on the outcome of a conversation.

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Marketing / December 7, 2014 How to Optimize Your LinkedIn Profile for Social Selling [Infographic]
How to Optimize Your LinkedIn Profile for Social Selling [Infographic]

By Emma Brudner

This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales.

Social selling is part activity, part reputation. If you're writing insightful comments on your prospects' blogs, responding to their tweets, and liking their shared content, you've got the activity bit down pat.

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Marketing / November 12, 2014 The Ultimate Smarketing Glossary: 62 Common Sales Terms Explained for Marketers
The Ultimate Smarketing Glossary: 62 Common Sales Terms Explained for Marketers

By Lindsay Kolowich

Sales and marketing teams are both responsible for the growth and revenue side of the business -- and yet, many of them still tend to operate like two opposing teams.

The goal of "smarketing" is to help bring sales and marketing together as one team, which involves constant, effective communication.

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Marketing / September 19, 2014 Welcome to the New Sales Process: How to Let Content Do the Selling
Welcome to the New Sales Process: How to Let Content Do the Selling

By Matt Kamp

"Pushy" isn’t the first word you want prospects to associate with your profession, but it’s a term that’s plagued the sales industry for years -- and for good reason.

With the old-school sales approach, you searched for prospects with the biggest budgets and incessantly pitched your products or services until they surrendered.

Read More

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