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Sales / May 25, 2017 What Baseball Taught Me About Selling (And How I Apply It Every Day)
What Baseball Taught Me About Selling (And How I Apply It Every Day)

By Brian Signorelli

selling-lesson-from-baseball-compressor-947899-edited.jpg

Before you go to the next article, I know what you’re thinking: “Ugh, something about baseball. So boring.”

But this article isn’t really about baseball -- it’s about a single lesson I learned through playing baseball over 20 years that I now apply to sales every day.

I’ll go ahead and take the rabbit out of the hat now. That lesson is, “Act like you've been here before."

How Hitting a ... Read More

Sales / May 23, 2017 10 Time Management Hacks for Sales Reps
10 Time Management Hacks for Sales Reps

By Andrew Quinn

We’ve all heard the saying “time is money.” This is especially true for salespeople. Allotting time to one prospect over another could be the difference between closing a million dollar deal and having the door closed on you. Spending a certain amount of time on one group of activities could set a rep up for record week, while concentrating on something else might launch you down the path to a slump.

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Sales / May 18, 2017 The 4 Messages You Need to Start Closing More Deals from LinkedIn
The 4 Messages You Need to Start Closing More Deals from LinkedIn

By Mike Montague

It’s a fact -- salespeople prefer making “warm calls” to “cold calls,” and they always will. Fortunately, if you’ve got a LinkedIn account and a few active connections, you’re in a good position to use the networking site to elicit powerful referrals that make a “warm” call a whole lot easier to execute.

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Sales / May 17, 2017 The Brand-New Strategy for Increasing Email Open Rates by 5X
The Brand-New Strategy for Increasing Email Open Rates by 5X

By Kimbe MacMaster

Optimizing prospecting and sales emails is something you could probably dedicate the rest of your life to. You might even argue that that’s a good part of what you’ve been doing to this point. Because, if your sales team can’t stand out in the inbox, grab attention, and ignite a response from their prospects or accounts, how are they going to close a deal?

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Sales / May 15, 2017 Get the Sales Playbooks of 18+ Sales Professionals Who Have Grown Multimillion-Dollar Companies
Get the Sales Playbooks of 18+ Sales Professionals Who Have Grown Multimillion-Dollar Companies

By David Ly Khim

As a sales professional hustling to grow sales and revenue, you’re always looking for new ways to work more effectively, but that can be difficult.

In How to Hire and Develop Your Next Top Performer: The Five Qualities That Make Salespeople Great, Herbert Greenberg found that 55% of salespeople don’t have the skills to be successful.

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Sales / May 8, 2017 Close More Deals Using This Neuroscience-Backed Principle of Persuasion
Close More Deals Using This Neuroscience-Backed Principle of Persuasion

By Irina Tsumarava

You’re on a call with a prospect, and everything is going smoothly. You are both cracking jokes like old friends, and there’s a strong rapport.

Your prospect is from Minnesota? What a coincidence! Your grandparents lived in Saint Paul for ten years before they moved to San Francisco. The conversation couldn’t be better.

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Sales / May 4, 2017 5 Ways to Guarantee 87% of Your Sales Training Isn't Forgotten Within a Month
5 Ways to Guarantee 87% of Your Sales Training Isn't Forgotten Within a Month

By Christopher Tiné

The first hurdle for any sales training program is to capture and keep your sales reps’ attention. If you bore them, you will lose them. According to Xerox, 87% of sales training content is forgotten within one month of the training. 

The good news is that sales training doesn’t have to be boring and unforgettable. 

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Sales / May 3, 2017 Announcing The Real Deal of Sales: A New Video Show With Keenan, A Sales Guy
Announcing The Real Deal of Sales: A New Video Show With Keenan, A Sales Guy

By Irina Nica

Let’s get real: Sales is freaking hard! It takes a lot to be a great salesperson, but most people don’t understand that. In fact, sales is probably one of the most misunderstood jobs.

But we get it. We understand the pain and the hustle and we want you to know something: You are not alone, my friend.

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Sales / May 2, 2017 50 Budget and Money Questions Salespeople Can Use With Any Prospect
50 Budget and Money Questions Salespeople Can Use With Any Prospect

By Aja Frost

Figuring out whether the buyer can afford your solution is nearly as important as figuring out whether they can use it. After all, need doesn’t matter without the ability or desire to buy.

But talking about money with your prospect can be tricky. Not only can these conversations feel awkward, but you may not know exactly what to say or how to say it.

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Sales / May 1, 2017 The 3-Step Process I Use to Get a 40% Email Response Rate
The 3-Step Process I Use to Get a 40% Email Response Rate

By Dailius R. Wilson

In sales, there is something better than the freebies you get at every event: Warm introductions.

If you ask any C-level executive or above, they are 10 times more likely to respond to your email or phone call if you have been referred by a person they like, trust, or respect.

Most outreach emails with no context generate a 1-2% response rate.

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Sales / April 28, 2017 The 3 Most Common Closing Curveballs (& How Sales Reps Can Avoid Them)
The 3 Most Common Closing Curveballs (& How Sales Reps Can Avoid Them)

By Brian Mirek

In sales, the occasional closing curveball is inevitable. But if you’re consistently encountering unwelcome surprises in the later stages of your sales process, the problem doesn’t lie with your prospects: It lies with you. Asking the right questions along the way will help you identify potential obstacles while there’s still time to deal with them -- and meet your quota.

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Sales / April 26, 2017 The Mathematical Formula to Doubling Your Sales Without Working More
The Mathematical Formula to Doubling Your Sales Without Working More

By Marc Wayshak

When most salespeople try to double their sales, they wing the math and work as hard as they possibly can. This leads to burnout -- and extremely disappointing results.

That’s why I’ve created a mathematical formula that can help all salespeople double their sales, without working more: I call it the 2X Formula.

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Sales / April 26, 2017 11 Things Every Top-Performing Salesperson Knows Before They Take a New Sales Job
11 Things Every Top-Performing Salesperson Knows Before They Take a New Sales Job

By Lee Bartlett

Picking the right company is a crucial component of your individual success. Every product needs the same foundation: A great customer service team that shares a common goal for excellence, an adequate budget to finance growth, and a management team with the experience and vision to ensure opportunities are utilized. Understanding whether these mechanisms are in place before joining a company requires extensive research.

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