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Sales / November 28, 2016 The Negotiation Tactic Sabotaging You Every Time You Close
The Negotiation Tactic Sabotaging You Every Time You Close

By Jeff Hoffman

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There's one month left in the quarter. I guarantee almost every salesperson who sends out a contract today will use the last day of the year as the expiration date.

It might seem logical to give your prospect several weeks to review and sign your proposal, but this is a huge mistake.

The Problem With Giving Prospects a Long Time to Sign

Salespeople typically opt for expiration dates several weeks in the future because they don’t want to put too much ... Read More

Sales / November 22, 2016 14 Places to Research a Prospect Before a Sales Call
14 Places to Research a Prospect Before a Sales Call

By Emma Brudner


There’s no wrong way to go about researching a prospect in advance of a call. Yes, there are a few efficiencies to be gained, and some networks are more important to check than others, but as long as you’re doing your research, you’re already more than halfway there.

The only way a sales rep can truly fail is by going into a call totally cold.

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Sales / November 18, 2016 4 Reasons Your Prospects Tune Out During Sales Calls
4 Reasons Your Prospects Tune Out During Sales Calls

By Aja Frost

“I thought the call was going well,” the salesperson told his manager. “Then my prospect’s webcam randomly turned on. He and his boss were sitting at a conference table staring at their phones -- they weren’t paying attention to a thing I said.”

“Let’s listen to the recording and figure out why they tuned out,” his manager replied.

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Sales / November 17, 2016 How to Talk About Price With the Decision Maker, the Influencer, and the Champion
How to Talk About Price With the Decision Maker, the Influencer, and the Champion

By Alex Mackenzie

If you offer the best product and you completely understand your prospect's use case, you’ll win the sales deal, regardless of cost. Period.

But that’s not to say your prospect won’t give you a hard time about the price tag. Buyers are only human. We all want to get the best deal. And there’s no harm in asking, right?

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Sales / November 17, 2016 The Three-Step Guide to Becoming a Challenger Salesperson
The Three-Step Guide to Becoming a Challenger Salesperson

By Aja Frost

Sydney is an account executive for a paper supply company. David, the owner of three restaurant chains, is looking for a menu-printing vendor.

“Most of the restaurant owners I work with say they struggle to sell the high-margin, ‘splurge’ items on their menus,” Sydney says. “Is that something you’re experiencing as well?”

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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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