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Sales / March 31, 2017 The Comprehensive Guide to Account-Based Sales for 2017
The Comprehensive Guide to Account-Based Sales for 2017

By Aja Frost

account-based-sales-compressor-759758-edited.jpg

According to Google Trends, interest in account-based sales is steadily rising. But what is account-based sales?

An account-based model treats every account like a market of one. Instead of one salesperson targeting a single contact within a company, an entire team is dedicated to targeting multiple stakeholders at the prospective customer’s company.

This hyper-personalized approach is ... Read More

Sales / March 29, 2017 The 5 Worst Types of Sales Messages and How to Fix Them
The 5 Worst Types of Sales Messages and How to Fix Them

By Michael Pici

You don’t get many chances with your prospects. Send a self-serving, pointless, or pushy email, and they’ll probably write you off. Do it again -- and they definitely will.

As a result, you should think carefully about every message you send. Does it provide new information? Does it have a clear purpose? Does it somehow benefit the buyer?

Read More
Sales / March 23, 2017 5 Strategies for Creating a Sales Proposal that Closes for You
5 Strategies for Creating a Sales Proposal that Closes for You

By Marc Wayshak

Many salespeople dread putting together sales proposals. They spend hours crafting proposals that ultimately never lead to business. This is entirely avoidable: Following a proven five-step checklist for creating sales proposals lets you guarantee your proposals will create value for your prospects -- while enabling you to close bigger deals.

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Sales / March 23, 2017 4 Proven Ways Sales Managers Can Make Their Reps Grittier
4 Proven Ways Sales Managers Can Make Their Reps Grittier

By Ray Makela

To be successful, a salesperson needs both passion and perseverance.

A rep who’s enthusiastic but unwilling to put in the necessary effort and do less glamorous work will ultimately fizzle out. A rep who works hard but doesn’t have passion, on the other hand, will never be able to demonstrate the value of her product convincingly to buyers.

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Sales / March 21, 2017 9 Sales Email Templates to Inspire Urgency in Your Prospects
9 Sales Email Templates to Inspire Urgency in Your Prospects

By Aja Frost

Most salespeople face the same persistent challenge: Their prospects lack urgency.

There are a number of strategies -- both successful and unsuccessful -- reps use to overcome this inertia. Often, they end up offering huge discounts with expiration dates. While this technique might result in a sale, the company’s margins and the rep’s commission bonus both take a hit.

Read More
Sales / March 21, 2017 19 Responses to the Sales Objection "It's Not a Good Time to Buy"
19 Responses to the Sales Objection "It's Not a Good Time to Buy"

By Leslie Ye

You’ve been speaking with a prospect for a while. You’ve got a sense of their goals and their pain, and it seems like your offering is a great fit for their business.

You’re all ready to set a date for a product walkthrough or start discussing contract terms, but then your prospect says something that stops you in your tracks.

Read More
Sales / March 21, 2017 19 Responses to the Sales Objection "It's Not a Good Time to Buy"
19 Responses to the Sales Objection "It's Not a Good Time to Buy"

By Leslie Ye

You’ve been speaking with a prospect for a while. You’ve got a sense of their goals and their pain, and it seems like your offering is a great fit for their business.

You’re all ready to set a date for a product walkthrough or start discussing contract terms, but then your prospect says something that stops you in your tracks.

Read More
Sales / March 21, 2017 A Proven 14-Part Framework for Kicking Off Account-Based Sales [Infographic]
A Proven 14-Part Framework for Kicking Off Account-Based Sales [Infographic]

By Aja Frost

It’s usually no easy feat for a sales organization to transition to an account-based model.

Depending on your current process, you might need to start from scratch. For example, if you currently have a large team of business development reps (BDRs) finding and qualifying leads for account executives (AEs), moving to account-based selling will require redistributing both the BDRs and AEs into pods with lists of target accounts.

Read More
Sales / March 16, 2017 The 5 Sales Presentation Guidelines You Must Follow to Close the Deal
The 5 Sales Presentation Guidelines You Must Follow to Close the Deal

By Marc Wayshak

There’s nothing worse than getting through an entire sales presentation only to hear, “That was great, but I just need some time to think this over.” While many salespeople focus on making their presentations flashy, fun, and exciting, they do little to ensure that their presentations address the prospect’s top concerns -- and provide an irresistible solution.

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Sales / March 15, 2017 The Inbound Sales Methodology
The Inbound Sales Methodology

By Lauren Hintz

Due to the proliferation of marketing materials on the internet, the modern buyer is no longer dependent on salespeople for necessary purchasing decision information. Inbound salespeople see the need to personalize the sales experience to the buyer's context. 

Meanwhile, inbound sales teams recognize they must transform their entire sales strategy so they're serving the buyer.

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Sales / March 14, 2017 28 Responses to the Dreaded Sales Objection "It Costs Too Much"
28 Responses to the Dreaded Sales Objection "It Costs Too Much"

By Emma Brudner

Price objections are common in sales -- primarily because most prospects have learned pushing back on cost will get them a discount.

That makes it difficult to respond to a pricing objection if you don’t want to immediately lower your price. While discounting has its place in the sales process, being too discount-happy will destroy your margins and lower your product’s perceived value.

Read More
Sales / March 14, 2017 5 CRM-Ready Email Templates for Technical Services and Products
5 CRM-Ready Email Templates for Technical Services and Products

By Sam Belt

Do you sell a complex product or service? Then you know how hard it is to pare down a complicated pitch into easy-to-read, straightforward messaging.

As a growth coach for HubSpot's Sales Partner Program, I field a lot of different questions from sales technology specialists. The most common question by far is: "How can I efficiently pitch CRM implementation services to new prospects?"

Read More
Sales / March 10, 2017 20 Advanced Google Calendar Hacks Every Salesperson Should Know [Infographic]
20 Advanced Google Calendar Hacks Every Salesperson Should Know [Infographic]

By Aja Frost

It’s incredibly easy to get up and running with Google Calendar. However, if you stick to the basics, you’re missing out on some powerful time-saving features.

To help you become more efficient, we’ve compiled a list of Google Calendar tips and tricks. Read on for the written version, or skip to the infographic we created with 24Slides.

Read More
Sales / March 9, 2017 The Ultimate Guide to Sales Qualification
The Ultimate Guide to Sales Qualification

By Leslie Ye

One of the most important conversations salespeople have with their prospects is the discovery call. Here lies the proverbial fork in the road for you and your prospect. Either they’re a good fit for your product or service and you can move forward with the relationship, or it’s time to part ways.

But it’s not always immediately obvious which path to take. That’s where sales qualification comes in.

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Sales / March 8, 2017 What Does it Mean to Be a Woman in Sales? 16 Sales Experts Speak Out
What Does it Mean to Be a Woman in Sales? 16 Sales Experts Speak Out

By Irina Nica

Sales has traditionally been a male-dominated environment, but over the last few decades, more and more women have entered this career and thrived.

As we celebrate International Women’s Day events at our offices across the world, we wanted to take a moment to shine a light on the amazing, smart, savvy women in sales.

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Sales / March 7, 2017 The Ultimate Guide to Objection Handling: 40 Common Sales Objections & How to Respond
The Ultimate Guide to Objection Handling: 40 Common Sales Objections & How to Respond

By Leslie Ye

Every prospect you speak to has sales objections, or reasons they’re hesitant to buy your product. Why are sales objections unavoidable?

Because if the buyer didn’t have reservations about your solution’s price, value, relevance to their situation, or their purchasing ability, they would have already bought it.

Read More
Sales / March 7, 2017 The Sales Manager’s Guide to Running a Successful Sales Role Play
The Sales Manager’s Guide to Running a Successful Sales Role Play

By Julie Hansen

While as children most of us engaged in some form of role play, sales has managed to turn this experience into an awkward, high-pressure test of a rep’s ability to correctly articulate product knowledge, messaging, or sales methodology. Expectations are high and circumstances are vague: "Okay, Bob, you’re the salesperson. Carla, you’re the customer … Go!"

Read More

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