When a pitch goes badly -- sales pitch, investor ... Read More
When a pitch goes badly -- sales pitch, investor ... Read More
If eyes are the gateway to the soul, a subject line is the gateway to an email. Everything a prospect needs to know about an email is in the six to eight words they see in their inbox: Do you seem human? Do you have interesting insights to share? Does it seem like you could potentially help?Read More
Closing calls are a big deal.
And because they’re so important, they’ve acquired a certain mystique. Just saying the phrase “closing call” evokes all kinds of emotions for sales reps.Read More
It’s the beginning of the year, and you’ve just been handed your new sales compensation plan.
As a sales rep, you need to quickly get up to speed with this plan so you can develop a strategy.Read More
Like most skills, your ability to negotiate improves with practice. However, getting opportunities to practice isn’t easy.
There’s a lot on the line during a negotiation with the buyer. You need to focus on your objectives, your prospect’s goals, potential landmines, and more.Read More
Two months ago, I launched a landing page to explore demand for strategic storytelling training among CEOs and their leadership teams. I had been delivering that training (and still do) as part of strategic messaging projects, and was curious about demand on a standalone basis. I gave the landing page the following headline: “Strategic Story Training for CEOs and Senior Executives.”Read More
Good communication is crucial to sales success.
Sounds obvious, right? You can’t make a sale unless you’ve demonstrated value to a prospect. You can’t do that unless you’ve understood their problems and devised a strategy to solve them. In turn, you can’t do that until you get your prospect to tell you what’s wrong. And so on, and so forth …Read More
Ask random people to describe the typical salesperson, and you’ll often hear answers like, “outgoing,” “personable,” “friendly,” “funny,” “engaging,” and “charismatic.”
In other words, most people assume being likable is an essential component of sales.Read More
If a conversation ends after “So what do you do?” … things can get awkward.
At this point, we don’t know what else to say. We stink at small talk. We are shy. We are insecure. We’re introverted. Whatever the reasoning or logic, awkward conversations are, well, awkward. It’s uncomfortable for everyone.
But no one wants to feel awkward.Read More
Sales training is a big investment. Not only are you paying for the training itself and related expenses, your sales team is losing prime selling hours to attend workshops and sessions.
Nonetheless, this investment can reap significant dividends. CSO Insights' 2016 Sales Enablement Study found successful training can increase quota attainment up to 38% (depending on the focus of the training).Read More
What tasks have gotten harder for salespeople to do In recent years? Every year, HubSpot publishes the State of Inbound report, and we've recently incorporated sales themes into our study. Inbound sales is an intrinsic part of the inbound methodology and we plan on continuing to benchmark sales priorities, challenges, and trends.Read More
Ahh, the never-ending quest to create the perfect, predictable sales cycle. To figure it out would be like discovering the holy grail of sales.
But -- as you know -- the insane number of variables and blockers in each sale makes it near impossible to fool-proof the system entirely.Read More
#Instagood. #DebateNight. #tbt.
#ICYMI, social media rules. With an increasing number of hashtags, trending topics, and shares, the social sea is flush with leads. But while all of that data can be incredibly useful, the crowded waters have made it difficult for business leaders to tell a minnow from a marlin.Read More
As a sales professional you send dozens of emails a day. Chances are you have an idea of what your open rate is, but do you know how you rank against the rest of your industry?
What if you’re below average and have room to improve?Read More
Most buyers are relatively risk-averse. If your product doesn’t live up to your claims, it’ll be their reputation that suffers -- not yours. Even worse, they might be unable to achieve their business goals or solve a pressing problem.Read More
The other week, I saw a young girl walk up to the counter of a nice department store.
“I really want this toy,” she told the employee. “But I'm $10 short. Can I please have a discount?”Read More
Benjamin Franklin once said, "Experience keeps a dear school, but fools will learn in no other."
In other words, you can rely solely on first-hand experiences to gain sales knowledge -- but it might be painful.Read More
Sales deals are won and lost with words. Whether it’s the words you use to paint a picture of the rosy future your prospect will live in once they purchase your product, or the accidental slip that offended your buyer and ended the relationship, what you say is critically important to the success of a deal.Read More
Every afternoon, I take a 10-minute walk outside. This walk clears my head, boosts my energy, and helps me spend the last hours of my workday as productively as possible.
It turns out I’m not the only one who’s noticed the benefits of a daily walk. On the Top Sales Dog blog, Dave Clemens suggests salespeople walk around while they call prospects.Read More
The biggest mistake sales leaders make when it comes to hiring? They simply hand over a job description to their recruiting team, and leave the search in their hands.Read More
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.Read More
A negotiation is like a high-stakes dance. Both parties need each other -- if one person takes an unexpected step or even walks away, their partner can’t continue. But neither knows exactly what the other is about to do. They can only guess based on their partner’s indicated intent and past behavior.Read More
I’ve been selling for over 30 years, and it’s been a blast. I’ve seen some incredible changes, and I can say without a doubt that right now is the best time to invest in a sales career. Sales is fun, critically important to scaling businesses, financially lucrative, and intellectually stimulating.Read More
You might assume if you challenge your prospects, they’ll hang up and never speak to you again.
But if you do it right, you’ll get the opposite reaction: Prospects become more engaged, invested, and ultimately, eager to buy.Read More
It's a new year. Which means you should make a whole bunch of short-term resolutions that you don't really intend on keeping if we're being honest ... right?
Do you know a top sales rep who is a hard closer and exceeds her number every month?
I bet you do -- lots of people do.Read More
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.Read More
It’s January, and that means it's time to set professional goals for the coming year.
If you’re anything like most salespeople, you’ll aim to sell even more and better than you did this year. So how do you achieve this lofty objective?Read More
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.Read More
Most prospects have tens (or even hundreds) of pending LinkedIn invites to respond to -- which means that when they finally get to yours, it’s only getting mere seconds of attention.
And in such a short span of time, a single bad line can condemn your invite to the “ignore” pile.Read More
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.Read More
One of Hollywood’s most famous depictions of the sales world is found in Glengarry Glen Ross. Alec Baldwin’s character, Blake, is the epitome of the high-powered, low-empathy, money-driven salesperson, and gets what he wants through fear, intimidation, and profanity-laced speeches.Read More
The beginning of the year is an ideal time to analyze your team’s performance and identify the biggest obstacles you’re facing. After all, every challenge is also an opportunity to improve.Read More
Imagine yourself in one year’s time. You’ve just finished an incredible year. Not only did you meet or exceed quota month after month -- meaning you beat your previous annual number by a long shot -- but you also learned new skills, strengthened existing ones, and became an all-around stronger salesperson.Read More
It’s no secret that selling to other businesses is tricky. You simply won’t succeed if you don’t take B2B selling for what it is: A high-stakes selling game that requires an entirely unique approach from direct-to-consumer selling.
When done right, B2B sales have the potential to be both extremely lucrative and deeply rewarding.Read More
A discount can help accelerate a slow-moving deal, create goodwill, and give you leverage for requesting concessions.
But you’ll only reap these benefits by discounting strategically -- not whenever your prospect asks for one.Read More
From SPIFFs and President’s Club to new tech gear and all-expenses-paid vacations, sales leaders have many options for motivating their teams. But most of these options are fairly pricey.Read More
In sales, your words have a huge impact. Case in point: Gordon Sinclair discovered his restaurant was losing $900,000 each year due to customers who made reservations and never showed up, so he instructed employees to change their response.Read More
Why are you in sales? Were you drawn to the autonomy and the adrenaline rush of closing a deal? Or was your first job in sales -- and the rest is history?
As it turns out, the answer may have something to do with where you live.Read More
Think about the mid-to-late '90s. What was the status quo for the internet marketer?Read More
Sales success largely depends on routines. There are only so many hours in a day to sell -- the more practiced salespeople are at completing everyday tasks, the more time they can allocate to high-value activities like meeting with prospects or learning new skills.Read More
The beginning of the new year is a fantastic time to reach out to buyers. Your prospects are focused on starting fresh, driving change, and setting yearly goals -- if you reach out with a relevant suggestion or compelling value proposition, they’ll be primed to respond. Double down on this effect by referencing the holiday in your message.Read More
As we usher in 2017, one thing is at the top of salespeople’s minds:
“New year, new quota. How am I going to hit it?”
Whether you’re going to President’s Club for your performance in 2016 or fell short, everyone was back at 0% starting January 1.Read More
Salespeople are the primary drivers of company revenue; yet, less than 20% of salespeople regularly exceed quota.
For sales leaders and other C-level executives striving to meet aggressive revenue objectives, understanding what drives top sales performers to join, stay, or leave a company is critical.Read More
A brief important point (and a bit of a rant).
It was triggered by a call I received from a sales rep on something I had inquired about.Read More
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.Read More
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.Read More
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.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: