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Sales / January 20, 2014 Not All Leads Are Born Equal: Effectively Prospect Using These Metrics
Not All Leads Are Born Equal: Effectively Prospect Using These Metrics

By Mark Roberge

equal_scaleI just left a voice mail for a prospect. When should I try them again?

How many times should I call a prospect before I give up?

How many prospects should be in my call list at any given time?

As we grew the HubSpot sales team, I thought a lot about these questions. With 100+ sales people and thousands of calls happening a day, the stakes were high. As a result, we spent quite a few cycles in the HubSpot Sales Lab studying these questions and optimizing our prospecting process accordingly.

Today, I will share some if the analysis, specifically around the second question: “How many times ... Read More

Sales / January 16, 2014 A Busy Sales Executive's Guide to Actually Using Social Media
A Busy Sales Executive's Guide to Actually Using Social Media

By Mark Roberge

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

I talk to sales executives a lot via networking. More often than not, my discussions with them pertain to best practices. One best practice I like to bring up is social media monitoring, which, to me, is something executives need in order to be wholly effective in their jobs.

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Sales / January 14, 2014 Sales Reps: This Tactic Gives You A 78% Chance Of Being Above Average
Sales Reps: This Tactic Gives You A 78% Chance Of Being Above Average

By Jim Keenan

Estimates from Gartner, Harvard Business Review, Sirius Decisions, and others indicate that today’s buyer begins the buying process without the involvement of sales 60%-80% of the time. 

This means that many of your prospects are in the buyer journey before you even know you should be calling them. How do you alleviate this? By being where the buyers are: social media. 

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Sales / January 10, 2014 Answers to Your Most Common Questions About Social Media For Sales
Answers to Your Most Common Questions About Social Media For Sales

By Jim Keenan

Let’s say you live in San Francisco but you’re originally from Boston. You’re out at a bar and you see a very attractive stranger from across the room. You’d love to strike up a conversation with them ... but it’s intimidating, right? How do you break the ice?  

Imagine now that this beautiful stranger is wearing a Tom Brady jersey. Hey! You’re a Pats fan too! Now you have a great reason to strike up a conversation. You have an "in."

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Sales / January 8, 2014 Champion and Incentivize: Proven Ways to Get Your Team Behind Your Ideas
Champion and Incentivize: Proven Ways to Get Your Team Behind Your Ideas

By Phil Harrell

As a sales rep, it’s easy for us to get complacent in our daily tasks and stay in the status quo. We become so focused on the day-to-day tasks of adding new leads to our pipeline and nurturing existing prospects that we miss new opportunities to challenge ourselves and paste a bigger a stamp on the business.  

Whether you’re working in a small startup or a large, multi-national business, taking on a new challenge could be a chance to increase productivity on your team, expand your existing product into into new verticals, or add new revenue opportunities to the business.  

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Sales / January 6, 2014 5 Signs Your Prospects Are Slipping Off Your Radar
5 Signs Your Prospects Are Slipping Off Your Radar

By Tony Cappaert

I used to sit next to a sales manager, Spencer, who was legendary within the company for his ability to help diagnose and solve salespeople’s problems. His team was always one of the best in the company.

A colleague once went to him for help, revealing that some months he would exceed his target, and then the next month he would fall short of his quota. Spencer immediately told the salesman he wasn't doing a good job nurturing his prospects.

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Sales / January 3, 2014 Sales Managers: Here's How You Can Ease Your Team Into Social Selling
Sales Managers: Here's How You Can Ease Your Team Into Social Selling

By Jeff Hoffman

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

For over 20 years, I have spent most of my career largely in a world filled with sales and marketing professionals, and I am often baffled that one group will often embrace a new technique or method, while the other will completely ignore it. No place is this more apparent than in the world of social media.

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Sales / December 26, 2013 Dear Sales Management: Stop Supervising, Start Coaching
Dear Sales Management: Stop Supervising, Start Coaching

By Matt Sunshine

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

Almost every up-and-coming salesperson wants to grow into the job of sales manager. The job title carries a lot of weight and the position itself typically involves either running the entire sales department or a significant portion of it.

Someone with this kind of business responsibility could easily fall into the trap of

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Sales / December 24, 2013 All I Want For Christmas Is ... To Hit My Year-End Quota
All I Want For Christmas Is ... To Hit My Year-End Quota

By Anum Hussain

While many worry about what presents are still left on their shopping list, which family member will crack the worst joke at dinner, or what pajamas they should wear Christmas morning, sales reps around the world have a few additional stresses on their mind.

With Christmas time comes the end of the month, quarter, and most importantly, year.

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Sales / December 23, 2013 Why Content Will Be the Winning Play for Sales Reps in 2014 [Case Study]
Why Content Will Be the Winning Play for Sales Reps in 2014 [Case Study]

By Ryan Burke

Once upon a time, in a world right outside your front door, sales reps would come knocking to try to sell you some product you were never going to use.  

Flash forward to today and sales reps are no longer succeeding by interrupting their prospects with messages that get lost in the noise of their lives.

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Sales / December 20, 2013 Sales Advice From a 7-Year-Old
Sales Advice From a 7-Year-Old

By Donal Daly

I have a 7-year-old nephew who lives in the southwest of Ireland. Visitors to that part of the world are often surprised to see palm trees and bamboos growing – until a local explains how the Gulf Stream comes up from the south, bringing warmth with it.

But then there was the big freeze that hit Ireland pretty badly a few years back. The lowest temperatures on record were experienced across the country. Thermometers registered -17 degrees C (2 degrees F). It was pretty cold, and all the palm trees died.

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Sales / December 19, 2013 7 Sales Questions SaaS Founders Must Answer Before Seeking Funding
7 Sales Questions SaaS Founders Must Answer Before Seeking Funding

By Mike Brown Jr

Just a few years ago, SaaS sales were in an extremely nascent stage. Salesforce only just got off the ground in 1999, and in the last five years alone, we’ve seen rapid adoption of the SMB and mid-market SaaS monetization model.

And yet, at the same time, the maturity of the associated sales skills -- and teams -- has been arguably a bit behind the rate of their industry’s growth.

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Sales / December 18, 2013 Here's How a Referral Sales Strategy Won Sebastian Fung $10,000 [Q&A]
Here's How a Referral Sales Strategy Won Sebastian Fung $10,000 [Q&A]

By Jeffrey Russo

Whether through initiating or participating, we've all been involved in a referral sales strategy. Groupon credits you $10 when you refer a friend. Dropbox expands your storage space. But for Sebastian Fung, referring Sidekick was an opportunity to win $10,000. 

We launched the "Sidekick challenge" at Dreamforce, an opportunity for anyone in sales to win $10K.

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Sales / December 16, 2013 Sales Rep Turned Manager: Why You're Destined for Failure
Sales Rep Turned Manager: Why You're Destined for Failure

By Jason Jordan

Recently, I led a training session with a client’s sales managers when one of their ‘rockstar’ managers raised his hand.  

"I'm embarrassed," he said. "I’ve been a sales manager for eight years and I’ve hired countless sales reps. Every sales rep I’ve hired has come into my office and asked, 'What do you want me to do?'

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Sales / December 10, 2013 Should Sales Reps Be Blogging?
Should Sales Reps Be Blogging?

By Michael Pici

The question comes up time and time again: Should salespeople be blogging?

In light of sales thought leaders Frank Belzer, Rick Roberge, and Pete Caputa debating whether or not sales reps should be blogging on this webinar, I decided I'd chime in with my own experience.

Spending seven years on the phones as a sales rep myself, I have to admit that starting a blog this year has totally helped me sell better.

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Sales / December 9, 2013 How Sales Leaders Can Use Gamification to Crush Quotas
How Sales Leaders Can Use Gamification to Crush Quotas

By Bob Marsh

When the Detroit Pistons had a new product it was trying to get its sales team to take to market, the organization had no luck selling it  even after months of efforts. Why? Because its sales reps were all waiting for one of their peers to sell it first  typical reaction by sales folk who aren’t sure how a new product might be received or don't feel prepared to handle buyer objections.

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Sales / December 6, 2013 Selling Through Influencers: The New Challenge With Inbound Sales Adoption
Selling Through Influencers: The New Challenge With Inbound Sales Adoption

By Mark Roberge

Every day, I see many sales reps face a new challenge – one I'm hoping some of you can chime in on. 

I'm hearing more and more salespeople complement their outreach with inbound sales approaches and use technology to listen for prospects entering the buying process. Almost everyone I speak to is extremely bullish about the approach. Most claim to have more calls turn into qualified opportunities that close faster. 

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Sales / December 5, 2013 Why Shutting Up Could Be Your Best Sales Negotiation Tactic Yet
Why Shutting Up Could Be Your Best Sales Negotiation Tactic Yet

By Kyle York

I was recently asked to recount my favorite deal negotiation of my sales career. I can’t name who the client was, due to a privacy agreement, but I came to a few crystal clear conclusions after this deal was completed that could greatly aid those who find themselves at the negotiating table.

From price, to payment terms, to contract language, to acceptable use policy, and practically every other facet of the negotiation, this large brand was certainly a worthy competitor in all areas of dealmaking. Our original pact took nearly four months from the time we started talking scope and price, brought in legal, and put ink to paper.

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Sales / December 2, 2013 A Classic Way to Create a Sense of Urgency in Your Prospect [Roleplay]
A Classic Way to Create a Sense of Urgency in Your Prospect [Roleplay]

By Mark Roberge

Whether or not you participated, we all know that Black Friday creates a painful sense of urgency in consumers that those of us in the non-retail world battle with constantly.

And while thousands urgently indulge in Cyber Monday, we cringe every time a prospect responds with, "Can you get back to me in a month?"

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Sales / November 27, 2013 Top Buyer Objections Deconstructed: Proven Strategies for Prospect Challenges
Top Buyer Objections Deconstructed: Proven Strategies for Prospect Challenges

By Juan Molina

Throughout my tenure in sales, whether as an individual contributor or sales manager, I’ve never had a commercial engagement in which there wasn’t some sort of objection that needed to be handled to close the deal. Every sales professional can agree that objections are inevitable, but I believe there's a pattern and have had success moving through a methodical process to address objections to consistently win deals over my career.

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Sales / November 26, 2013 How to Jump From a Door-to-Door Salesman to a Fortune 1000 Sales SVP
How to Jump From a Door-to-Door Salesman to a Fortune 1000 Sales SVP

By Jim Norton

You're in sales and you want to accelerate in your career fast. You're hitting monthly quota and ready to start making more money stat. But despite your endless confidence ... you're not ready yet.

As the head of advertising sales for AOL, I see countless young sales professionals eager to make their name in the field.

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Sales / November 21, 2013 Sales Expert Shares Top Predictions for 2014 at #DF13
Sales Expert Shares Top Predictions for 2014 at #DF13

By Katie Burke

Last year, CRM expert Brent Leary predicted that 2013 would be the year that small and medium-sized businesses adopted marketing automation. Given his success in predicting the future last year, we attended his session at Dreamforce this week in which he outlined the biggest and latest SMB trends as well as what he foresees for the CRM space in 2014.

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Sales / November 20, 2013 The Hidden High Value of Low-Value Customers
The Hidden High Value of Low-Value Customers

By Dan Lyons

This post originally appeared on Up and to the Right, a new section on Inbound Hub. To read more content like this, subscribe to UATTR.

Every company has low-value customers. They’re the ones who buy the cheapest TV in the store, but only after wasting your salesperson's time with questions. They're the ones who buy the car with the lowest margin, sign up for the cheapest phone plan, and take the “teaser” rate from the cable company and then cancel when the grace period ends.

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Sales / November 11, 2013 What Not to Do on LinkedIn Groups: Advice for Sales and Marketing
What Not to Do on LinkedIn Groups: Advice for Sales and Marketing

By Mark Gibson

A version of this article originally appeared on the AdMarco blog. You can view it here.

This is a warning and some sage advice from someone who has been burned by making some of the mistakes listed below. The industry is rife with consultants offering best practices on LinkedIn and selling services around helping you get started and leveraging the power of the network.

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