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Sales / January 17, 2017 7 Sales Shortcuts You Should Never Take
7 Sales Shortcuts You Should Never Take

By Aja Frost

sales-shortcuts-dont-take.jpg

Not all shortcuts are created equal. Some, like scheduling follow-up emails or creating a repeatable framework for researching prospects, streamline your day without harming the quality of your work. Others save you time but damage your results -- meaning you’ll ultimately be less productive for using them.

As the expression goes, “If you don’t have time to do it right, you won’t have time to do it again.” Steer clear of these seven shortcuts, or you’ll only create more work for yourself.

1) Researching Your Prospect During the Call

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Sales / January 13, 2017 The Surprising Word That's Killing Your Sales Pitch
The Surprising Word That's Killing Your Sales Pitch

By Aja Frost

In 1985, Coca-Cola held the number one position in the cola industry. But Pepsi was gaining popularity -- and Coca-Cola’s team worried their market share might soon slip away.

They decided to make a bold move. On April 23 of that year, Coca-Cola released a brand-new version of their eponymous drink: “New Coke.” It was the first time the company had altered its formula in 99 years.

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Sales / January 12, 2017 The One Word That'll Transform Your Negotiations
The One Word That'll Transform Your Negotiations

By Aja Frost

As a former FBI kidnapping negotiator, Chris Voss knows how to navigate extremely tense situations, work with unpredictable personalities, and successfully broach difficult topics. As he explains in his book, “Never Split the Difference: Negotiating As If Your Life Depended On It,” these skills often allowed him to successfully trade money for lives.

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Sales / January 11, 2017 Even the Most Motivated People Will Fail Without This Personality Trait
Even the Most Motivated People Will Fail Without This Personality Trait

By Jordan Fried

There are always a few position-specific skills necessary to get to the top of your profession; whatever it may be. But right at the top of any list is work ethic and motivation. No one makes a success of themselves or their business without the drive and determination to maximize their potential and their ability.

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Sales / December 30, 2016 The One Habit to Develop Above All Others in the New Year
The One Habit to Develop Above All Others in the New Year

By Mike Renahan

I hate waking up. All my life I’ve been able to stay up late and sleep until noon, no problem. Working or studying until 3 a.m. has always made me feel productive.

Nonetheless, I’m consistently reading about the success of early birds. There are hundreds of blogs referencing studies that scream getting up early is the right thing to do … but to me, working late and sleeping in is just, well, easier.

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Sales / December 29, 2016 4 Signs Your Prospect Can Actually Drive the Deal Forward
4 Signs Your Prospect Can Actually Drive the Deal Forward

By Aja Frost

When you’re alone, deciding where to eat doesn’t usually take long. If you’re with someone else, it’s a slightly lengthier process -- they have different (sometimes conflicting) preferences, dietary restrictions, and budgetary restraints.

Add two more people to your dinner plans, and you might spend an hour selecting the restaurant.

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Sales / December 29, 2016 3 Conversations Sales Should Have with Marketing to Close More Business in 2017
3 Conversations Sales Should Have with Marketing to Close More Business in 2017

By Joel Capperella

The 2016 State of Inbound report shows an alarming chasm growing between Sales and Marketing where perceived lead quality is concerned. According to the survey data, salespeople largely prefer leads generated from their own prospecting efforts or referrals over those generated by the marketing team.

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Sales / December 28, 2016 The Average Number of Customer Stakeholders Is Higher Than Ever [New Data]
The Average Number of Customer Stakeholders Is Higher Than Ever [New Data]

By Aja Frost

According to Brent Adamson, principal executive advisor at CEB and co-author of The Challenger Sale and The Challenger Customer, the average number of customer stakeholders involved in a B2B purchasing decision is 6.8 -- up from 5.4 in late 2014.

“That’s a 25% increase in just 18 months,” Adamson says.

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Sales / December 28, 2016 The Buyer's Guide to Artificial Intelligence Software For Sales
The Buyer's Guide to Artificial Intelligence Software For Sales

By Sean Zinsmeister

Salespeople have never had so much technology at their fingertips. Some of the latest -- and possibly most promising -- tools for sales teams use predictive analytics, a form of artificial intelligence technology that can optimize decision making around sales efforts. But with all the products promising to tell the future, it’s hard to discern which can actually deliver.

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Sales / December 27, 2016 The Simple Formula You Should Be Using On Every Sales Call
The Simple Formula You Should Be Using On Every Sales Call

By Jeff Hoffman

You’re midway through a 45-minute demo, and it seems likely you’ll close in this meeting. The buyer is paying attention, asking some questions, and even taking notes.

After you’ve finished explaining how your solution addresses her pain points, you say, “Are you ready to move forward? I can send over the proposal today.”

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Sales / December 22, 2016 8 Little-Known Ways to Find New Prospects on LinkedIn
8 Little-Known Ways to Find New Prospects on LinkedIn

By Emma Brudner

Most salespeople are sold on the power of LinkedIn. They keep their profiles in tip-top shape, look up their prospects' profiles before calling or emailing, and keep close tabs on what potential customers post in groups. Reps also know how to search for prospects and narrow the results down by industry, company, location, and other specifications.

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Sales / December 22, 2016 Why “Underpromise and Overdeliver” Is Terrible Sales Advice
Why “Underpromise and Overdeliver” Is Terrible Sales Advice

By Grant Cardone

I’m sure you’ve heard the old saying a million times: “Underpromise and overdeliver.”

While in theory it sounds great to say to a customer, “I don’t want to overpromise and then underdeliver; I want to overdeliver on what we promise you,” in practice that never inspires me. Yes, I understand the concept, but I don’t believe it is in my best interest to underpromise, underpitch, or under-anything.

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Sales / December 21, 2016 How to Sell When You’re on Vacation: Put Your Email Signature and Out of Office Reply to Work [ + Templates]
How to Sell When You’re on Vacation: Put Your Email Signature and Out of Office Reply to Work [ + Templates]

By Max Altschuler

Can you sell when you’re on vacation? Of course, but dragging out your laptop and taking calls from the beach is sure to annoy your family.

But 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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Sales / December 14, 2016 How to Use Psychological Biases to Sell Better and Faster
How to Use Psychological Biases to Sell Better and Faster

By Emma Brudner

For all the powerful processing work the human mind can do, it's still prone to making bizarre assumptions or jumping to illogical conclusions. Unfortunately, we don't usually recognize these patterns as strange. Since they're unconscious, they seem normal.

Upon examination, they're revealed to be anything but normal. Why else would we buy Beanie Babies in bulk, or consider a rhyming tagline to be truer than a non-rhyming one? Thanks, psychological biases.

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Sales / December 14, 2016 Break These 6 Bad Sales Habits Before 2017
Break These 6 Bad Sales Habits Before 2017

By Adam Honig

Bad habits are hard to break.

After a long day of sales calls, juggling what feels like a million prospects, and filling out endless CRM fields, it’s easy to slip into some bad sales habits. Do you find yourself brushing off a coworker because there isn’t enough time in the day for extra chatter? Or perhaps throwing in the towel just due to sheer lack of energy?

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