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Sales / February 27, 2017 20 Sales Email Opening Lines That Put "Hi, My Name Is" to Shame
20 Sales Email Opening Lines That Put "Hi, My Name Is" to Shame

By Emma Brudner

email-opening-lines.jpg

You know what tips buyers off that the email they're reading is a sales pitch?

"Hi, my name is Jane Doe, and I'm a sales rep at Company."

Yup. That'll do it.While you should never actively hide the fact that you're a salesperson from buyers, there are far more creative and engaging ways of opening sales emails than the standard name-and-company introduction.

"Hi, I'm a salesperson" encourages readers to hit "delete" immediately, which is a shame because you probably have ... Read More

Sales / February 24, 2017 The 13 Best Relaxation Apps for Salespeople
The 13 Best Relaxation Apps for Salespeople

By Aja Frost

Sales can be an emotional roller coaster. One week, you feel on top of the world: Your message is clearly resonating with buyers, you’re setting a record number of meetings, and you close a major deal you’ve been working for months. The next week, however, you can’t seem to hit a break. No one’s picking up the phone or answering your emails, and a prospect you thought was sure to buy decides to go with your competitor.

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Sales / February 23, 2017 How to Explain Your New Sales Compensation Plan to Every Member of Your Team
How to Explain Your New Sales Compensation Plan to Every Member of Your Team

By Mark Donnolo

Amy, the head of sales operations, was cheery and laughed easily. She nodded enthusiastically as the rest of the sales leaders around the table discussed the final tweaks to the new sales compensation program.

As the meeting ended and everyone began to leave the room, I mentioned I thought the compensation plan was excellent.

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Sales / February 22, 2017 25 Sales Interview Questions to Recruit the Best Reps in 2017
25 Sales Interview Questions to Recruit the Best Reps in 2017

By Emma Brudner

A lot of people get into sales at one point or another … but not a lot make a successful career of it. Can’t hit quota, not good at handling rejection, too disorganized, too aggressive, not aggressive enough -- there are a lot of ways a person can not be cut out for sales.

But to build a strong sales organization, it’s imperative to find the people that are.

The next time you’re interviewing for a rep or sales support position, use these sales interview questions to find the people who are the best fit for your organization. The answers will reveal your candidate’s strengths, weaknesses, preferences, and aspirations. After hearing the responses, deciding whether or not the person will be successful in your open position will be much easier.

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Sales / February 22, 2017 How I Finally Got My Sales Team to Follow a Sales Process [+ Free Download]
How I Finally Got My Sales Team to Follow a Sales Process [+ Free Download]

By Sanjoe Tom Jose

Just like every scientific activity requires a process, so does sales. And while there are umpteen versions of sales processes you can follow, the biggest challenge in sales management from my perspective is not figuring out which process to use, but to ensure that your team actually follows it.

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Sales / February 21, 2017 11 Beautifully Designed Motivational Quotes to Inspire You to Get Sh*t Done
11 Beautifully Designed Motivational Quotes to Inspire You to Get Sh*t Done

By Niti Shah

While it would be fantastic if we could be in GSD (get sh*t done) mode all the time, sometimes we need a little reminder to kick things into gear. And what's better than motivational quotes -- especially ones that make for a beautiful visual -- to get you in the right mindset to tackle your to-do list for the day and beyond?

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Sales / February 20, 2017 Sales Email Template: How to Write Emails People Want to Respond To [SlideShare]
Sales Email Template: How to Write Emails People Want to Respond To [SlideShare]

By Michael Pici

Hi. My name is Michael Pici, and I thought I'd share some content around writing emails in order to ...

Okay, I'll stop right there. There’s a good chance your eyes have already glazed over. That’s why it’s shocking salespeople actually use this structure when they’re reaching out to new prospects.

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Sales / February 17, 2017 The Top Sales Trends to Know About in 2017
The Top Sales Trends to Know About in 2017

By Carolyn Betts

The most well-guarded winning sales tactics for the year ahead -- those that lie outside the 101 Go-To-Market playbook -- are only truly understood by a handful of experts at the forefront of the cutting edge business. We’ve spoken to these industry experts for insights on standing apart in the next fiscal year. They all seem to agree on the following trends as springboards for success.

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Sales / February 14, 2017 Why Having a Unique Value Proposition Is Overrated (& What to Focus on Instead)
Why Having a Unique Value Proposition Is Overrated (& What to Focus on Instead)

By Bill Cates

Marketing experts always talk about how we must have a unique value proposition or a unique selling proposition. They believe this helps us look different in the marketplace or accentuate what makes us distinct.

Sometimes we need to define and accentuate our differentiation to catch the attention of our prospects and others who are important to our business.

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Sales / February 8, 2017 5 Steps to Create a Deliberate Word-of-Mouth Sales Referral Program
5 Steps to Create a Deliberate Word-of-Mouth Sales Referral Program

By Colleen Francis

Word-of-mouth marketing is one of the most powerful tools in sales today, and yet, it remains deeply misunderstood and underused.

In my extensive sales training work in North America and abroad, even when I’m working with highly experienced professionals, I find many can’t fully explain word-of-mouth, how to create it, or why it works.

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Sales / February 8, 2017 Sales Consultants: Your World Is in for a Seismic Shift in 2017
Sales Consultants: Your World Is in for a Seismic Shift in 2017

By Brian Signorelli

Ah, the good old days of sales. Open the phone book or buy a list, start calling, talk to prospects, book meetings, and make the sale. Rinse and repeat. Top sales reps become managers. Top managers become executives. Then, some venture into entrepreneurship and start their own sales coaching, training or consulting business.

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Sales / February 7, 2017 9 Secrets of Prospecting Emails That Convert to Real Business
9 Secrets of Prospecting Emails That Convert to Real Business

By Marc Wayshak

Prospecting by email can be challenging -- and unrewarding. After sending thousands of emails and receiving only a handful of responses, many salespeople give up entirely. But instead of resigning yourself to getting sent to spam, it’s time to take a hard look at your ineffective prospecting emails and figure out what they’re missing.

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Sales / February 6, 2017 8 Email Templates With 50% or Higher Open Rates (Used by Real HubSpot Sales Reps)
8 Email Templates With 50% or Higher Open Rates (Used by Real HubSpot Sales Reps)

By Michael Pici

Crafting a great sales email isn't easy. In fact, you may need to try out many different angles, subject lines, questions, and CTAs before you hit on a winning formula.

While experimentation is necessary, it also has an opportunity cost. Every prospect who receives a sub-par email is a prospect who might have responded if you'd only used more effective messaging.

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Sales / February 2, 2017 4 Email Prospecting Techniques the Best Salespeople Use
4 Email Prospecting Techniques the Best Salespeople Use

By Michael Pici

Email can be an extraordinarily effective prospecting tool. Most prospects check their inboxes throughout the day, so you’re engaging them where they’re already spending time.

Another benefit to emails: If you craft them strategically, buyers should only need a minute or two to read and respond. They can quickly move on to other work.

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Sales / February 2, 2017 The Top 25 Sales Blogs Every Sales Professional Should Read
The Top 25 Sales Blogs Every Sales Professional Should Read

By Aja Frost

As a busy sales professional intent on meeting your objectives, you might wonder if you can afford to consistently read sales blogs.

After all, each minute you spend on a post is a minute you could be connecting with a new prospect, coaching one of your salespeople on an essential skill, or developing a new qualifying framework that’ll help your company scale.

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Sales / February 1, 2017 Salespeople: Are You Interviewing Your Prospects, or Interrogating Them?
Salespeople: Are You Interviewing Your Prospects, or Interrogating Them?

By Nancy Bleeke

Most salespeople understand asking questions is a necessary part of selling. But when it comes to the questions themselves and how they’re posed, salespeople still fall short.

I’ve listened to thousands of sales calls in the past 20 years -- and the vast majority sound like interrogations, not interviews.

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Sales / January 31, 2017 8 Easy Morning Motivation Rituals to Kickstart Your Day
8 Easy Morning Motivation Rituals to Kickstart Your Day

By Leslie Ye

It takes grit to be in sales. You will get rejected by prospects multiple times a day, there are some months when you won't hit your number, and losses are just part of the job.

It's not all bad, of course. But on some days, it's going to be difficult to find your motivation. So make your mornings easier and set yourself up for a productive day with these eight quick morning motivation exercises.

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