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Sales / April 8, 2014 Want To Increase Connect Rates 70%? Say Goodbye To Your Ancient Selling
Want To Increase Connect Rates 70%? Say Goodbye To Your Ancient Selling

By Marc Wayshak

dinasaur-big-boss-email-prospectingMy client, let's call him Alex, used to be a prospecting dinosaur. His prospecting mindset involved picking a random window of time to make cold calls, and then hoping the prospects would be by their phones. Even if he got through to prospects, they had absolutely no clue who he was.

For that reason, he was lucky to get past the first seven seconds of a call. He'd then follow up with a long form email that never got read, and would start the process over with each new prospect.

But not anymore. With the rapidly evolving selling space, all that has changed. Alex has entered the ... Read More

Sales / April 4, 2014 Your Prospecting Playlist: 11 Tunes That'll Fuel Your Sales Call Confidence
Your Prospecting Playlist: 11 Tunes That'll Fuel Your Sales Call Confidence

By Shaun Crimmins

Part of being a world class business development representative (BDR) is being mentally aware when you start a connect call with a prospect. But when we're prospecting on a Friday morning at the end of a long, long week, we occasionally need some external motivation to make keep our selling game on full-speed.

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Sales / April 3, 2014 Sales Queen Jill Rowley Shares The 5 Pillars of #SocialSelling [Interview]
Sales Queen Jill Rowley Shares The 5 Pillars of #SocialSelling [Interview]

By Ginny Mineo

When I first saw the “EloQueen,” she sat on a black leather throne in a purple satin cape, surveying her kingdom for the moment -- a collection of HubSpotters hoping to learn a thing or two about social selling from the woman who'd made waves in the industry. 

Jill Rowley was the woman who had been fired from a Oracle for talking to a reporter

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Sales / April 2, 2014 Battling Time: 3 Efficiency Hacks to Meet Quota Quicker
Battling Time: 3 Efficiency Hacks to Meet Quota Quicker

By Sam Moorhead

Salespeople battle time constantly. For better or worse, managing your time effectively is crucial for success.  

Each day, you have to follow up with the right people, at the right time. Spend your time on sales processes with people who are actually able to buy. And above all: Make sure you're constantly adding new opportunities to the pipeline.

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Sales / April 1, 2014 15 Genius April Fools' Day Pranks From Conan, Netflix, Google & More
15 Genius April Fools' Day Pranks From Conan, Netflix, Google & More

By Sam Kusinitz

This post originally appeared on the marketing section of Inbound Hub. To read more content like this, subscribe to the marketing blog here.

April Fools' Day is upon us once again. Companies everywhere will postpone their daily tasks to partake in the tomfoolery that is April 1st.

If this year is anything like the last few years, we can expect a lot of product releases, update announcements, and a multitude of elaborate pranks from Google.

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Sales / March 28, 2014 Mobile Sales Email Tracking, Lessons From A Record-Breaking Girl Scout & More In Sales Content This Week
Mobile Sales Email Tracking, Lessons From A Record-Breaking Girl Scout & More In Sales Content This Week

By Anum Hussain

We know sales is changing, but the rate at which it's changing is constantly accelerating.

Rather than just keeping ourselves in the loop, I thought it'd be helpful to share the sales stories we uncover across the web with all of you -- and provide a link or two to our own content you may have missed in the hustle and bustle of your work week. 

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Sales / March 27, 2014 A Simple Equation For Understanding If Your Prospect Outreach Is In Your Favor
A Simple Equation For Understanding If Your Prospect Outreach Is In Your Favor

By Patrick Cahill

As nice as it would be to have such a popular product that customers were flooding your phone line and inbox to place orders ... chances are it’s the other way around and you’re the one doing the outreach.  

And since virtually every call you make goes to voicemail (our findings showed 92%), and your customers are getting inundated with other -- perhaps higher priority -- emails in their inbox, it’s absolutely crucial that you make your outreach efforts as effective as possible.    

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Sales / March 26, 2014 Test Their Commitment: Is Your Prospect An Opp, Or Flop?
Test Their Commitment: Is Your Prospect An Opp, Or Flop?

By James Stone

Your forecast is bright. Prospects plentiful. And, your sales funnel -- clogged.

Sometimes you've got all these opportunities or prospects right in front of you, but you feel like you're caught in a game of cat and mouse. The opportunities are there, but you've yet to define a next step.

That's exactly where a sales rep doesn't want to be -- I've been there, and it's not fun. 

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Sales / March 19, 2014 The Nonexistent Formula For Nailing An Interview In Sales
The Nonexistent Formula For Nailing An Interview In Sales

By Jamie Crosbie

There’s no magic interview formula. You never know what you'll be asked, and you’re always afraid you’ll completely blank on the answers you’ve been rehearsing.    

I totally get it. In the 17 years I’ve spent working in both sales leadership and in sales recruiting, I’ve interviewed my fair share of candidates and brought many sales organizations together with top sales talent. So if you’re thinking about getting into sales, or are ramping up for a change, I’d like to share some insights on the recruiting process to help you prepare and squelch those interview jitters.  

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Sales / March 17, 2014 The Simple Sales Contest That Made Forecasting A Priority For Our Sales Reps
The Simple Sales Contest That Made Forecasting A Priority For Our Sales Reps

By Mark Roberge

The year was 2008. We had 10 people on the HubSpot sales team. They were crushing it. It felt like the New Customer Bell was ringing every hour.

But … they were terrible at forecasting their month. As we scaled, that needed to change -- so I used a sales contest to shine a spotlight on the behavior.

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Sales / March 12, 2014 Blogger Turned BDR: What One Marketer Learned From An Hour Undercover
Blogger Turned BDR: What One Marketer Learned From An Hour Undercover

By Ginny Mineo

This post originally appeared on the Marketing section of the Inbound Hub. To read more content like this, subscribe to the Sales section.

As I type this, my brain is in overdrive. My heart is racing. My legs are shaking. I'd like to chalk it up to adrenaline, not fear (but there is a lot of the latter happening).

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Sales / March 10, 2014 Here's What Happens When Your VP Of Sales Pays $1K To Run Your Twitter
Here's What Happens When Your VP Of Sales Pays $1K To Run Your Twitter

By Phil Harrell

This post originally appeared on the Marketing section of the Inbound Hub. To read more content like this, subscribe to the Sales section.

Getting salespeople to use social media can be a daunting task, which is why it may come as a shock to some that I actually paid almost $1K of my own, personal money to run my company's Twitter handle for the day.
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Sales / February 28, 2014 The Emergence Of The Salesperson 2.0
The Emergence Of The Salesperson 2.0

By John Golden

Thanks to social media and professional networks, today’s more informed, savvy, and frankly empowered buyer has forever altered the buyer-seller relationship. The balance of power has titled in the buyer’s favor at the expense of many of us in sales.  

But as with any evolution or indeed revolution, there are those that adapt and prosper. We’re witnessing the emergence of a new type of salesperson. Let’s unimaginatively call them “Salesperson 2.0.”

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Sales / February 27, 2014 Check In Calls Waste Time, Focus On Adding Value Instead
Check In Calls Waste Time, Focus On Adding Value Instead

By Andy Paul

When I begin a sales training, the first thing I do is ask the audience if they’ve ever called a prospect just to check in.  Typically, about half the room will raise a hand, and then I tell the other half of the audience they’re liars – because we’ve all done it.    

It nags at us. We haven’t heard from our prospect in a week or two and we’re just dying to pick up the phone and “check in” to see how things are going. But to help our customers make better decisions faster, we need to start making every interaction count – check in calls are just a waste of time.  

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Sales / February 24, 2014 Without A Process, You Have No Idea What Your Sales Team Is Even Doing
Without A Process, You Have No Idea What Your Sales Team Is Even Doing

By Bill Johnson

As sales managers we love having a process in place around our teams’ sales efforts. We create a series of repeatable steps for our reps to take prospects through, from proposal stage to negotiations through closing. But often times, the hardest part of sales isn’t moving prospects through -- it’s getting them to the pipeline in the first place.

And for many managers, this is the part of the sales process where we have the least structure.

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Sales / February 21, 2014 Practicing Sales Is A 2-Part Process: Storytelling And Roleplaying
Practicing Sales Is A 2-Part Process: Storytelling And Roleplaying

By Paul McGhee

"If I had eight hours to cut down a tree, I would spend six hours sharpening my ax."  

Sage advice from Abe Lincoln. But if you’re reading this blog, there’s a good chance you’re in sales - certainly a better chance than you being a lumberjack, anyways. So what’s honest Abe getting at? And why am I including it here?  

He’s talking about honing your instrument so that when you get to the task at hand, you are in a position to succeed.  

He’s talking about practice.  

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Sales / February 20, 2014 4 Incredibly Useful Ways SMarketers Can Use Signals
4 Incredibly Useful Ways SMarketers Can Use Signals

By Eric Pratt

This post originally appeared on the Insiders section of the Inbound Hub. To read more content like this, subscribe to the Sales section.

Two nights ago, I had a dream about HubSpot's Sidekick software (formerly known as Signals). I imagined I was sitting at my desk typing and a Sidekick notification box popped up telling me that my prospect Matt had just "opened my email." Yes, I know that sounds crazy. But read on and you'll see why I'm crazy (about Sidekick).

For those unfamiliar, Sidekick is a sales tool that provides insight about how and when

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Sales / February 18, 2014 How To Create Salesforce Email Templates [+9 Free Templates]
How To Create Salesforce Email Templates [+9 Free Templates]

By Michael Pici

I probably don’t have to go into great detail selling you on email templates. The value proposition is rather straightforward: Saving the best versions of the emails you write all the time saves you an incredible amount of time and energy. 

I've found email templates particularly valuable when used in Salesforce where your templates automatically integrate with your leads and are auto-logged in the CRM. What’s more, templates can be shared team-wide on Salesforce.

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Sales / February 15, 2014 A Sales & Marketing Love Story From LinkedIn & HubSpot [SlideShare]
A Sales & Marketing Love Story From LinkedIn & HubSpot [SlideShare]

By Kimberley Darling

This post originally appeared on the Marketing section of the Inbound Hub. To read more content like this, subscribe to the Sales section.

It can sometimes feel like marketers are from Venus and salespeople are from Mars. They often have a rocky relationship and argue with each other over lead quality, follow-up procedures, social media monitoring, and cost vs. revenue (among other things).

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Sales / February 13, 2014 How We Promote Reps To Manager: The HubSpot Sales Leadership Curriculum
How We Promote Reps To Manager: The HubSpot Sales Leadership Curriculum

By Mark Roberge

In 2008, the HubSpot sales team had grown large enough that I needed my first sales manager to help out. Was it best to hire from the outside or promote from within? Tough question.  

I went with the latter. My gut was telling me outsider leaders would not succeed in our system without spending some time on the

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Sales / February 12, 2014 RE/MAX Regional Director Chats Real Estate & The New Sales Environment [Q&A]
RE/MAX Regional Director Chats Real Estate & The New Sales Environment [Q&A]

By Mark Roberge

When you think about inbound marketing and sales, your mind may instantly think of a B2B business. But according to studies from Vertical Response, real estate is among the top five industries using social media and email marketing.

In light of such findings, I spoke with Dan Breault, executive vice president and regional

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Sales / February 10, 2014 How To Connect With More Inbound Leads: Persistence and Timing
How To Connect With More Inbound Leads: Persistence and Timing

By Steli Efti

Inbound leads are great because, by definition, they represent prospects who've demonstrated interest in your company. But over the last few years, I've noticed many sales reps are making the same mistake with their inbound leads. Namely, they aren't contacting them enough. After a couple of calls and/or emails, reps give up and take the mindset of, "Hey, they came to us. If they're a good prospect, they'll reach out."

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Sales / February 6, 2014 You're Finally Using Social Media ... But Where Do You Find Sharable Content?
You're Finally Using Social Media ... But Where Do You Find Sharable Content?

By Kurt Shaver

If you still haven't bought the idea of social media for sales, here's one quick data point for you: 74% of buyers rely on social networks to guide purchase decisions.

Translation: You need to be on social media -- not only because your buyers are on there, but also because they're using social media to decide how to spend their money.

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Sales / February 4, 2014 How Salesforce Reached $3B In Revenue By Improving Management Productivity
How Salesforce Reached $3B In Revenue By Improving Management Productivity

By Elay Cohen

During my time as SVP of sales productivity at Salesforce.com, we onboarded, trained, and supported over 5,000 salespeople. The sales productivity programs we created and executed are recognized as a key contributor to the growth of the business from $500 million to $3 billion in revenues. I’m asked all the time, “How did you and your team do it?”

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Sales / January 31, 2014 Random Acts of Intrusion: The Anatomy of a Horrendous Spam Email
Random Acts of Intrusion: The Anatomy of a Horrendous Spam Email

By Ginny Mineo

A version of this post originally appeared on the Marketing section of the Inbound Hub. To read more content like this, subscribe to the Sales section.

When I first started at HubSpot, I was most excited for a fresh, clean email address. It was brand new. No one was selling it to unscrupulous marketers to spam me with irrelevant and annoying sales tactics.

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Sales / January 30, 2014 Rethinking Your Sales and Marketing SLA to Optimize Lead Effort
Rethinking Your Sales and Marketing SLA to Optimize Lead Effort

By Jamie Grenney

Many smart companies have started implementing service level agreements (SLAs) between sales and marketing to ensure the alignment of these often adversarial teams. In fact, the HubSpot blog has offered some fabulous advice for implementing SLAs, including considering quality vs. just quantity of leads and determining your best-fit leads.

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Sales / January 27, 2014 Take Control Of Your Sales Calls With These Off-the-Wall Questions
Take Control Of Your Sales Calls With These Off-the-Wall Questions

By Rick Roberge

Dictionary.com defines "off-the-wall" as, "Markedly unconventional; bizarre; oddball." When I think of the term, I think of racquetball. In racquetball, you and your opponent are side by side, hitting the ball in the same direction. Since you can bounce the ball off the ceiling, sidewalls, and back wall, it may come at you from any direction, making it difficult to maintain your balance.

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Sales / January 24, 2014 Inbound Has Been Around for Ages – And It Sounds Like Selling To Me
Inbound Has Been Around for Ages – And It Sounds Like Selling To Me

By Dave Kurlan

For those of you who aren’t old enough to remember, those postcards that are still inserted in magazines used to be the primary source of inbound leads. 

They were called "bingo cards," and when a reader found a product of interest, they circled the advertisers’ number on the card and returned it to the magazine. A month later, the magazine would mail a report to the advertiser with the names and addresses of all of the leads from the prior month. Then the advertiser would send sales literature, a brochure, or catalog -- and perhaps follow up with a letter.

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