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Sales / November 14, 2016 Announcing 5 Brand New Sales Tools Launched at #INBOUND16
Announcing 5 Brand New Sales Tools Launched at #INBOUND16

By Elise Beck

inbound16-sales-launches.jpg

Last week, 18,000 growth-minded marketers, salespeople, and entrepreneurs came together for INBOUND: A four-day-long event featuring inspiring talks, educational sessions, and networking.

In the middle of it all, HubSpot leaders shared their vision for the future of sales and marketing, and announced the latest and greatest software built to supplement that vision.

What’s in it for Sales? We’ve outlined the top five sales tools announced at INBOUND 2016.

Sales Tools Launched at INBOUND 2016

1) Visual Workflows

Workflows might be a feature of HubSpot’s Marketing platform, but the latest updates make building out your ... 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.

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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.

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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.

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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.

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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. 

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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.

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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.

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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.

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Sales / October 28, 2016 10 Time Management Hacks for Sales Reps
10 Time Management Hacks for Sales Reps

By Andrew Quinn

We’ve all heard the saying “time is money.” Thisis especially true for salespeople. Allotting time to one prospect over another could be the difference between closing a million dollar deal and having the door closed on you. Spending a certain amount of time on one group of activities could set a rep up for record week, while concentrating on something else might launchyou down the path to a slump.

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Sales / October 27, 2016 Why It’s Okay to Swear on Sales Calls (+3 Other Surprising Ways to Close More Deals)
Why It’s Okay to Swear on Sales Calls (+3 Other Surprising Ways to Close More Deals)

By Adam Honig

“Everything is selling. Nothing happens in this world, nothing comes into this world, until somebody makes a sale.” -Richard Yates

At Spiro Technologies, we enable salespeople to sell better. There are a lot of ways to get better at selling -- practicing, experience, coaching, or reading publications like this blog.

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Sales / October 27, 2016 3 Old-School Selling Habits You’ve Got to Ditch Right Now
3 Old-School Selling Habits You’ve Got to Ditch Right Now

By Marc Wayshak

Think your selling approach is modern and up-to-date? Think again. The vast majority of today’s sales techniques are rooted in selling habits that originated as far back as the late 1800s. For more than 100 years, sales trainers have been teaching the same old-school selling ideas that no longer apply to today’s well-informed, busy, and discerning prospects. 

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Sales / October 27, 2016 Use This Sales Forecasting Tool to Manage Your Pipeline [Free Template]
Use This Sales Forecasting Tool to Manage Your Pipeline [Free Template]

By David Ly Khim

Accurate sales forecasting is more important than ever to growing a company. Effective forecasting allows you to plan for and make long-term business decisions such as hiring sales reps or allocating budget across teams. Sales forecasting is no longer just the territory of the sales team -- it affects how the entire business runs.

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Sales / October 26, 2016 3 Phone Sales Strategies Top Salespeople Use to Stand Out From the Crowd
3 Phone Sales Strategies Top Salespeople Use to Stand Out From the Crowd

By Marc Wayshak

Modern prospects are bombarded with sales emails, social media selling campaigns, and dozens of other tech-driven sales initiatives. Where their telephones once rang off the hook with sales calls, now their email and social networking inboxes are filled to the brim. Simply put, your prospects are no longer inundated with phone calls.

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Sales / October 25, 2016 The Simple 5-Step Method for Writing Sales Emails Prospects Will Actually Read
The Simple 5-Step Method for Writing Sales Emails Prospects Will Actually Read

By Leslie Ye

As if sales wasn’t hard enough, here are three sobering statistics:

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Sales / October 24, 2016 4 Surprising Tricks for Selling More By Doing Less
4 Surprising Tricks for Selling More By Doing Less

By Marc Wayshak

I’m going to let you in on a little secret: Some of the most successful salespeople out there are also the laziest. It’s true! Salespeople can be “lazy” and still regularly outperform all of their competitors. How do they do it? By implementing a strategically lazy sales approach that helps them close more sales without doing more work.

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Sales / October 24, 2016 12 LinkedIn Sales Navigator Secrets All the Best Prospectors Know
12 LinkedIn Sales Navigator Secrets All the Best Prospectors Know

By Aja Frost

Want to become a prospecting superstar? LinkedIn Sales Navigator is a fantastic resource. It simplifies the process of finding, contacting, and staying up-to-date with prospects, referrals, and customers. Rather than spending hours manually tracking prospect activity on the platform, you can get instant insights. That means more time for high-value activities like calling people or giving demos.

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Sales / October 20, 2016 12 Cringe-Inducing Mistakes Salespeople Make on Prospecting Calls
12 Cringe-Inducing Mistakes Salespeople Make on Prospecting Calls

By Bill Cates

Prospecting calls are an invaluable tool in every good salesperson's repertoire. You can find out more information on a five-minute call with someone than you can in a multiple-email exchange, if you play your cards right. But on the rare occasion that a prospect picks up the phone and wants to talk, many reps squander their opportunity. 

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