<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=1657797781133784&amp;ev=PageView&amp;noscript=1">

Read. Learn. Sell.

Sales / December 2, 2016 6 Statements That Make Salespeople Sound Insecure
6 Statements That Make Salespeople Sound Insecure

By Aja Frost

phrases-make-salespeople-sound-insecure-compressor-468443-edited.jpg

The delivery of your message often matters just as much as its content -- making confidence crucial to sales success. If you sound calm, collected, and self-assured, your prospects will implicitly trust you more. But if you sound anxious or insecure, they’ll probably doubt what you’re telling them.

In other words, your confidence will inspire their faith in you, your advice, and your ability to improve their business.

One of the simplest ways ... Read More

Sales / November 29, 2016 How I Increased My Email Prospecting Response Rate by 1400%
How I Increased My Email Prospecting Response Rate by 1400%

By Pritesh Vora

When was the last time you responded to a cold email? You probably can't remember -- for good reason. Most people simple delete outreach emails from reps they haven't met or mark them as spam. Even if some prospects do read the email, few bother to respond.

However, a well-crafted prospecting email is a powerful weapon in any salesperson's arsenal.

Read More
Sales / November 22, 2016 14 Places to Research a Prospect Before a Sales Call
14 Places to Research a Prospect Before a Sales Call

By Emma Brudner


There’s no wrong way to go about researching a prospect in advance of a call. Yes, there are a few efficiencies to be gained, and some networks are more important to check than others, but as long as you’re doing your research, you’re already more than halfway there.

The only way a sales rep can truly fail is by going into a call totally cold.

Read More
Sales / November 18, 2016 4 Reasons Your Prospects Tune Out During Sales Calls
4 Reasons Your Prospects Tune Out During Sales Calls

By Aja Frost

“I thought the call was going well,” the salesperson told his manager. “Then my prospect’s webcam randomly turned on. He and his boss were sitting at a conference table staring at their phones -- they weren’t paying attention to a thing I said.”

“Let’s listen to the recording and figure out why they tuned out,” his manager replied.

Read More
Sales / November 17, 2016 How to Talk About Price With the Decision Maker, the Influencer, and the Champion
How to Talk About Price With the Decision Maker, the Influencer, and the Champion

By Alex Mackenzie

If you offer the best product and you completely understand your prospect's use case, you’ll win the sales deal, regardless of cost. Period.

But that’s not to say your prospect won’t give you a hard time about the price tag. Buyers are only human. We all want to get the best deal. And there’s no harm in asking, right?

Read More
Sales / November 17, 2016 The Three-Step Guide to Becoming a Challenger Salesperson
The Three-Step Guide to Becoming a Challenger Salesperson

By Aja Frost

Sydney is an account executive for a paper supply company. David, the owner of three restaurant chains, is looking for a menu-printing vendor.

“Most of the restaurant owners I work with say they struggle to sell the high-margin, ‘splurge’ items on their menus,” Sydney says. “Is that something you’re experiencing as well?”

Read More
Sales / November 11, 2016 The 3 Layers of Sales Questions, and How to Use Them
The 3 Layers of Sales Questions, and How to Use Them

By David Hoffeld

In sales, there are three distinct “layers” or “levels” of questions you can ask. Each level is built on the previous one, and together will guide you in creating dynamic follow-up questions.

Asking layered questions is a straightforward process. In this post, I'll explain each level and provide an example of how they can be used in conjunction with one another.

Read More
Sales / November 11, 2016 102 Sales Metrics Every Manager Should Be Tracking [Infographic]
102 Sales Metrics Every Manager Should Be Tracking [Infographic]

By Emma Brudner

We all know the business adage "what can be measured can be managed." Unfortunately, this rule of thumb doesn't tell managers what they should be measuring in the first place. And determining what metrics to focus on is often the hardest part of leading a team.

If you're a sales manager who's grappled with this quandary, I have good news for you.

Read More
Sales / November 10, 2016 14 Dumb Sales Questions Smart Reps Ask
14 Dumb Sales Questions Smart Reps Ask

By Jeremy King

Let’s be real. Most salespeople are super annoying. They view their prospects as numbers in their sales funnel, not as people. They believe earning your business is a chess match and a signed contract means they “won the game.”

However, B2B buyers and B2C consumers generally do not know how to purchase anything that falls outside their area of expertise. Think about it.

Read More
Sales / November 10, 2016 10 Sales Business Card Dos and Don'ts Every Rep Should Know
10 Sales Business Card Dos and Don'ts Every Rep Should Know

By Aja Frost

We may be living in a digital world, but business cards are still a valuable tool for salespeople. Handing your card to a potential prospect or referral is easier and quicker than exchanging phone numbers or attempting to memorize their name so you can look them up later. It also leaves people with a concrete memory of your interaction.

Read More
Sales / November 8, 2016 What Does It Take to Successfully Train Modern Sales Professionals? [New Research]
What Does It Take to Successfully Train Modern Sales Professionals? [New Research]

By Mark Bashrum

The changing demographic makeup of the modern sales force has created an opportunity for sales managers and learning and development professionals to rethink their approaches to sales training. According to Pew Research, millennials became the largest segment of employees in the nation in 2015. 

Read More
Sales / November 3, 2016 14 Signs Your Sales Email Is Actually Spam
14 Signs Your Sales Email Is Actually Spam

By Emma Brudner

Even if you have a steady stream of inbound sales leads surging into the pipeline, odds are, you'll have to supplement your funnel from time to time with outbound prospecting. And that's totally fine ... if you go about it in the right way, that is.

Sales emails, when written well and sent to the right people, can be incredibly effective tools to generate new customers.

Read More
Sales / November 1, 2016 5 Powerful Ways to Get Prospects to Buy Faster
5 Powerful Ways to Get Prospects to Buy Faster

By Aja Frost

Helping prospects speed up their buying decisions faster is good for everyone. The prospect starts profiting from the product days, weeks, or even months earlier. The salesperson’s time is freed up to work on additional deals, helping them exceed quota and boost their company’s revenue. And everyone gets to spend fewer hours on the phone, in meetings, and writing emails.

Read More
Sales / October 31, 2016 6 Funny, Unconventional, and Highly Effective Sales Email Templates Real Salespeople Use
6 Funny, Unconventional, and Highly Effective Sales Email Templates Real Salespeople Use

By Aja Frost

Prospects are busier than ever. It’s hard enough getting them to open your emails. Getting them to read and then reply usually requires a combination of skill, good timing, and dumb luck. Once salespeople send an email, how prospects respond is out of their hands.

One thing that’s definitely under reps’ control? The contents of their email.

Read More

Subscribe to HubSpot's Sales Blog

Join 82,000+ fellow sales professionals! Get HubSpot's latest sales articles straight to your inbox. Enter your email address below:

Comments

Sorry we missed you! We close comments for older posts, but we still want to hear from you. Tweet us @HubSpot to continue the discussion.

Comments
subscribe to hubspot's marketing blog