<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.

Please select one of the blog options to subscribe.

Sales / May 15, 2017 5 Highly Effective Ways to Respond to Pricing Questions
5 Highly Effective Ways to Respond to Pricing Questions

By Deb Calvert

how-to-talk-about-price-compressor-469720-edited.jpg

You’re meeting with the buyer for the first time when they hit you with the dreaded price question.

There are five potential responses.

First, you could dodge the topic. Many sales training programs advise sellers to never, ever, ever give a price until value has been established. This school of thought says to ignore price questions completely until you are ready to talk about “the ... Read More

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.

Read More
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.

Read More
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. 

Read More
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.

Read More
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.

Read More
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.

Read More
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.

Read More
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.

Read More
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.

Read More
Sales / April 24, 2017 The 15-Second Intro That'll Make Your Sales Conversations 10X More Successful
The 15-Second Intro That'll Make Your Sales Conversations 10X More Successful

By Thomas Niesen

A great sales call depends on what we at Sandler Training call an up-front contract. If you’re not familiar with the term, an up-front contract is an agreement, made ahead of time, about what will take place during a meeting or discussion -- an agreement that clarifies what each person’s role in the conversation will be. In the inbound selling world, this contract unfolds in seconds.

Read More
Sales / April 20, 2017 The 25 Worst LinkedIn Sins
The 25 Worst LinkedIn Sins

By Emma Brudner

We all make mistakes on social media every once in a while, and that's okay. But the gaffes on this list go one level beyond -- into the realm of sin.

LinkedIn is arguably the most important social media site for salespeople, so a mistake on this network carries consequences. However, if you have sinned against your LinkedIn profile or connections, we're here to help.

Read More
Sales / April 20, 2017 The 16-Minute Exercise That Turns New Sales Hires into Top Performers 3X Faster
The 16-Minute Exercise That Turns New Sales Hires into Top Performers 3X Faster

By Dailius R. Wilson

I always have lived by the motto, “Time and pressure make diamonds.”
In business, we always have enough pressure but never enough time.

This being said, when new hires start in sales, marketing, or any department, I do something with everyone which is extremely unconventional -- yet always yields amazing results.

Read More
Sales / April 18, 2017 The Ultimate Guide to Small Talk: Conversation Starters, Powerful Questions, & More
The Ultimate Guide to Small Talk: Conversation Starters, Powerful Questions, & More

By Aja Frost

Like it or not, small talk is integral to your success. Whether you’re networking, speaking with a new prospect, or warming up a customer before upselling them or asking for a referral, you must be able to build rapport with casual conversation.

To help you master this crucial skill, we’ve written a comprehensive guide to small talk.

Read More
Sales / April 14, 2017 Research Reveals a Tactic 34X More Effective Than Email [New Data]
Research Reveals a Tactic 34X More Effective Than Email [New Data]

By Emma Brudner

Trends tend to go in cycles. There's a reason for the saying "what's old is new again" -- if something was popular once, odds are it'll come back sooner or later.

Modern sales practitioners and experts spend a lot of time talking about ways to optimize sales emails and social media messages for the best response rates. But could it be that face-to-face is actually the way to go in our digital times?

Read More

Subscribe to HubSpot's Sales Blog

Join 48,000+ 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