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Sales / February 1, 2017 How to Optimize Lead Handoff Between Marketing and Sales
How to Optimize Lead Handoff Between Marketing and Sales

By Dan McDade

stop-leads-disappearing.jpg

Historically, the biggest source of conflict between Marketing and Sales can be summed up in a single word.

Leads.

Marketing generates leads. Sales decides most of these leads aren’t qualified. They tell the marketing department they need more leads. The marketers say, “What about all those leads we’ve already given you?!?”

And the cycle continues.

Establishing Lead Criteria and an SLA

We don’t simply ask athletes to play fairly: We also establish rules and use referees. Along similar lines, companies can’t expect their sales and ... Read More

Sales / January 31, 2017 8 Easy Morning Motivation Rituals to Kickstart Your Day
8 Easy Morning Motivation Rituals to Kickstart Your Day

By Leslie Ye

It takes grit to be in sales. You will get rejected by prospects multiple times a day, there are some months when you won't hit your number, and losses are just part of the job.

It's not all bad, of course. But on some days, it's going to be difficult to find your motivation. So make your mornings easier and set yourself up for a productive day with these eight quick morning motivation exercises.

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Sales / January 27, 2017 Why Sales Teams Crave Storytelling Training
Why Sales Teams Crave Storytelling Training

By Andy Raskin

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.”

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Sales / January 26, 2017 13 Communication Skills That Are Crucial to Sales Success
13 Communication Skills That Are Crucial to Sales Success

By Leslie Ye

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 …

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Sales / January 25, 2017 How to Be Charismatic: The 9 Habits of Insanely Likable People
How to Be Charismatic: The 9 Habits of Insanely Likable People

By Scott Tousley

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. 

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Sales / January 25, 2017 3 Reasons Your Expensive Sales Training Will Fail
3 Reasons Your Expensive Sales Training Will Fail

By Jeff Hoffman

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).

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Sales / January 25, 2017 What Is the Future of Sales? [Survey]
What Is the Future of Sales? [Survey]

By Mimi An

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.

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Sales / January 19, 2017 The Simple Change That Can Make Your Prospecting Calls More Successful
The Simple Change That Can Make Your Prospecting Calls More Successful

By Aja Frost

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.

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Sales / January 13, 2017 The Surprising Word That's Killing Your Sales Pitch
The Surprising Word That's Killing Your Sales Pitch

By Aja Frost

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.

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Sales / January 12, 2017 The One Word That'll Transform Your Negotiations
The One Word That'll Transform Your Negotiations

By Aja Frost

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.

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Sales / January 11, 2017 Even the Most Motivated People Will Fail Without This Personality Trait
Even the Most Motivated People Will Fail Without This Personality Trait

By Jordan Fried

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.

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