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Sales / March 6, 2017 The Ultimate Guide to Sales Prospecting: Tips, Techniques, & Tools to Succeed
The Ultimate Guide to Sales Prospecting: Tips, Techniques, & Tools to Succeed

By Cambria Davies

prospecting-compressor-619976-edited.jpg

Tick tock, tick tock, tick tock.

That’s the sound of the countdown that begins each day of every week of every month. It’s the one aspect of sales that just never changes.

Tick tock, tick tock, tick tock.

Sell, sell, sell.

As we’ve all experienced, sales essentially boils down to two things:

  1. Numbers
  2. Time

And those two things often go hand-in-hand. While we (or our team) are racing to hit quota against that clock, though, we can save time and maximize our numbers by investing in the ... Read More

Sales / March 1, 2017 The Ultimate Guide to Creating a Sales Process
The Ultimate Guide to Creating a Sales Process

By Cambria Davies

Building a repeatable, scalable sales process is tough. There's no shortage of diagrams, methodologies, or experts with opinions on exactly how you should be doing things. So where should you start? Right here. We’ve pulled together an introduction to all things “sales process” to help you get started down the road toward defining what your company’s ideal sales process should look like.

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Sales / February 24, 2017 The 13 Best Relaxation Apps for Salespeople
The 13 Best Relaxation Apps for Salespeople

By Aja Frost

Sales can be an emotional roller coaster. One week, you feel on top of the world: Your message is clearly resonating with buyers, you’re setting a record number of meetings, and you close a major deal you’ve been working for months. The next week, however, you can’t seem to hit a break. No one’s picking up the phone or answering your emails, and a prospect you thought was sure to buy decides to go with your competitor.

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Sales / February 23, 2017 How to Explain Your New Sales Compensation Plan to Every Member of Your Team
How to Explain Your New Sales Compensation Plan to Every Member of Your Team

By Mark Donnolo

Amy, the head of sales operations, was cheery and laughed easily. She nodded enthusiastically as the rest of the sales leaders around the table discussed the final tweaks to the new sales compensation program.

As the meeting ended and everyone began to leave the room, I mentioned I thought the compensation plan was excellent.

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Sales / February 22, 2017 How I Finally Got My Sales Team to Follow a Sales Process [+ Free Download]
How I Finally Got My Sales Team to Follow a Sales Process [+ Free Download]

By Sanjoe Tom Jose

Just like every scientific activity requires a process, so does sales. And while there are umpteen versions of sales processes you can follow, the biggest challenge in sales management from my perspective is not figuring out which process to use, but to ensure that your team actually follows it.

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Sales / February 21, 2017 11 Beautifully Designed Motivational Quotes to Inspire You to Get Sh*t Done
11 Beautifully Designed Motivational Quotes to Inspire You to Get Sh*t Done

By Niti Shah

While it would be fantastic if we could be in GSD (get sh*t done) mode all the time, sometimes we need a little reminder to kick things into gear. And what's better than motivational quotes -- especially ones that make for a beautiful visual -- to get you in the right mindset to tackle your to-do list for the day and beyond?

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Sales / February 20, 2017 Sales Email Template: How to Write Emails People Want to Respond To [SlideShare]
Sales Email Template: How to Write Emails People Want to Respond To [SlideShare]

By Michael Pici

Hi. My name is Michael Pici, and I thought I'd share some content around writing emails in order to ...

Okay, I'll stop right there. There’s a good chance your eyes have already glazed over. That’s why it’s shocking salespeople actually use this structure when they’re reaching out to new prospects.

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Sales / February 17, 2017 The Top Sales Trends to Know About in 2017
The Top Sales Trends to Know About in 2017

By Carolyn Betts

The most well-guarded winning sales tactics for the year ahead -- those that lie outside the 101 Go-To-Market playbook -- are only truly understood by a handful of experts at the forefront of the cutting edge business. We’ve spoken to these industry experts for insights on standing apart in the next fiscal year. They all seem to agree on the following trends as springboards for success.

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Sales / February 14, 2017 Why Having a Unique Value Proposition Is Overrated (& What to Focus on Instead)
Why Having a Unique Value Proposition Is Overrated (& What to Focus on Instead)

By Bill Cates

Marketing experts always talk about how we must have a unique value proposition or a unique selling proposition. They believe this helps us look different in the marketplace or accentuate what makes us distinct.

Sometimes we need to define and accentuate our differentiation to catch the attention of our prospects and others who are important to our business.

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Sales / February 8, 2017 5 Steps to Create a Deliberate Word-of-Mouth Sales Referral Program
5 Steps to Create a Deliberate Word-of-Mouth Sales Referral Program

By Colleen Francis

Word-of-mouth marketing is one of the most powerful tools in sales today, and yet, it remains deeply misunderstood and underused.

In my extensive sales training work in North America and abroad, even when I’m working with highly experienced professionals, I find many can’t fully explain word-of-mouth, how to create it, or why it works.

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Sales / February 8, 2017 Sales Consultants: Your World Is in for a Seismic Shift in 2017
Sales Consultants: Your World Is in for a Seismic Shift in 2017

By Brian Signorelli

Ah, the good old days of sales. Open the phone book or buy a list, start calling, talk to prospects, book meetings, and make the sale. Rinse and repeat. Top sales reps become managers. Top managers become executives. Then, some venture into entrepreneurship and start their own sales coaching, training or consulting business.

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Sales / February 7, 2017 9 Secrets of Prospecting Emails That Convert to Real Business
9 Secrets of Prospecting Emails That Convert to Real Business

By Marc Wayshak

Prospecting by email can be challenging -- and unrewarding. After sending thousands of emails and receiving only a handful of responses, many salespeople give up entirely. But instead of resigning yourself to getting sent to spam, it’s time to take a hard look at your ineffective prospecting emails and figure out what they’re missing.

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Sales / February 6, 2017 8 Email Templates With 50% or Higher Open Rates (Used by Real HubSpot Sales Reps)
8 Email Templates With 50% or Higher Open Rates (Used by Real HubSpot Sales Reps)

By Michael Pici

Crafting a great sales email isn't easy. In fact, you may need to try out many different angles, subject lines, questions, and CTAs before you hit on a winning formula.

While experimentation is necessary, it also has an opportunity cost. Every prospect who receives a sub-par email is a prospect who might have responded if you'd only used more effective messaging.

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