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Sales Process Blog Posts

Learn how to structure, define, and optimize your sales process to rake in the revenue.

Sales / March 24, 2017 61 Instantly Memorable Sales Rapport-Building Questions to Ask Your Prospects
61 Instantly Memorable Sales Rapport-Building Questions to Ask Your Prospects

By Aja Frost

rapport-building-questions-compressor-277026-edited.jpg

“This is Mateo.”

“Hi Mateo,” you say enthusiastically. “It’s Jessica from Marchbank … So, how was your weekend?”

“Great,” Mateo responds. “ … How was yours?”

“Awesome,” you reply. “And uh … how is the weather by you?”

“Um … it’s warm. So that’s good.”

You’re probably bored just reading this conversation. So why do salespeople use these types of generic opening questions in real-life conversations with prospects?

Unfortunately, many reps default to stock ... Read More

Sales / March 21, 2017 A Proven 14-Part Framework for Kicking Off Account-Based Sales [Infographic]
A Proven 14-Part Framework for Kicking Off Account-Based Sales [Infographic]

By Aja Frost

It’s usually no easy feat for a sales organization to transition to an account-based model.

Depending on your current process, you might need to start from scratch. For example, if you currently have a large team of business development reps (BDRs) finding and qualifying leads for account executives (AEs), moving to account-based selling will require redistributing both the BDRs and AEs into pods with lists of target accounts.

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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 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 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 / December 22, 2016 Why “Underpromise and Overdeliver” Is Terrible Sales Advice
Why “Underpromise and Overdeliver” Is Terrible Sales Advice

By Grant Cardone

I’m sure you’ve heard the old saying a million times: “Underpromise and overdeliver.”

While in theory it sounds great to say to a customer, “I don’t want to overpromise and then underdeliver; I want to overdeliver on what we promise you,” in practice that never inspires me. Yes, I understand the concept, but I don’t believe it is in my best interest to underpromise, underpitch, or under-anything.

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Sales / December 14, 2016 Break These 6 Bad Sales Habits Before 2017
Break These 6 Bad Sales Habits Before 2017

By Adam Honig

Bad habits are hard to break.

After a long day of sales calls, juggling what feels like a million prospects, and filling out endless CRM fields, it’s easy to slip into some bad sales habits. Do you find yourself brushing off a coworker because there isn’t enough time in the day for extra chatter? Or perhaps throwing in the towel just due to sheer lack of energy?

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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 / August 29, 2016 How to Automate Prospecting in 2 Minutes [Free HubSpot Sales Training Excerpt]
How to Automate Prospecting in 2 Minutes [Free HubSpot Sales Training Excerpt]

By Lauren Hintz

A sales sequence is an outreach strategy that's personalized to each and every buyer, but also part of a repeatable framework. What's the best way to reach out to a prospect? When? How many times do you reach out before you give up? Using sales automation to create sequences for your company's buyer personas will add structure to those ambiguous questions.

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Sales / July 28, 2016 The Importance of Sales Operations in Account-Based Sales and Marketing
The Importance of Sales Operations in Account-Based Sales and Marketing

By William Wickey

For B2B sales and marketing leaders, it’s been a marvel to watch the industry’s increasing awareness of account-based sales (ABS). Over the past two years, the strategy has spread beyond the ranks of high-growth tech companies and seems poised to invade the mainstream business world as a go-to enterprise strategy for years to come.

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Sales / July 5, 2016 5 Ways to Supercharge Sales with Predictive Lead Scoring
5 Ways to Supercharge Sales with Predictive Lead Scoring

By Sean Zinsmeister

Even if you’re not the “early adopter” type, you’ve probably heard about the rise of predictive analytics for sales. Perhaps your marketing team has tried out HubSpot’s new predictive lead scoring capabilities and is recognizing the value this kind of data-driven insight can bring. If you’re wondering whether predictive intelligence could make your sales team’s job easier as well, the answer is a resounding yes.

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Sales / June 15, 2016 What Is the Buyer's Journey?
What Is the Buyer's Journey?

By Lauren Hintz

Buyers don’t want to be prospected, or demoed, or closed. These steps add zero value to the buyer. Buyers are looking for additional information about your product that can’t be found online. As a salesperson, you can personalize your sales process to the buyer’s context by understanding the buyer’s journey.

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Sales / April 8, 2016 16 Essential Questions to Ask Yourself to Streamline Your Sales Process Efficiency
16 Essential Questions to Ask Yourself to Streamline Your Sales Process Efficiency

By Pete Caputa

If you read past this article’s headline, you are probably eager to increase your sales efficiency by improving your sales process. That's a good attitude to have. Even after hundreds of millions of dollars in sales, HubSpot’s sales teams are continuously striving to gain efficiency through sales process improvement and new technology adoption.

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Sales / March 30, 2016 How to Integrate Sales Development With Inbound Marketing to Multiply SQLs
How to Integrate Sales Development With Inbound Marketing to Multiply SQLs

By Doug Davidoff

Businesses around the world face a common major problem. After investing resources to build effective lead generation processes, they’re finding that generating more leads -- sometimes even 100 times more than previous lead volumes -- does not guarantee conversion to revenue at the rate necessary to support such efforts, let alone the company’s growth objectives.

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Sales / March 29, 2016 The #1 Rule Sales Reps Should Adhere to When Talking About the Competition
The #1 Rule Sales Reps Should Adhere to When Talking About the Competition

By Ali Powell

The way salespeople react to competitors is important. It shows your true colors as a company and as a person. 

In sales, the winners are the ones who help their prospects. Good sales reps don't lie. They don't make things up about their competitors. They learn from the market and use that first-hand knowledge to educate their prospects on the competition, honestly.

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Sales / March 14, 2016 The Sales KPIs Every Rep Needs to Monitor
The Sales KPIs Every Rep Needs to Monitor

By Peter Gracey

If part of the day-to-day of your job includes being involved or directly working with salespeople, then you know how hectic things can get for them at the end of each quarter and year -- lots of stress and anxiety around closing business and hitting quota. However, it can be an exciting time, especially if the dominoes are falling in your company’s favor and your sales team is crushing it.

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Sales / March 9, 2016 3 Telltale Warning Signs That a Sales Deal Will End in No Decision
3 Telltale Warning Signs That a Sales Deal Will End in No Decision

By Jeff Hoffman

Contrary to popular belief, a loss isn’t the worst possible outcome for a sales deal. If a prospect decides to go with a competitor’s product over yours, your forecast might take a hit, but you can reap valuable insights that can inform your strategy going forward -- laying the groundwork for future wins.

The worst possible outcome? A deal that ends in no decision.

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Sales / March 1, 2016 6 Simple Tips to Effectively Define and Use Sales KPIs
6 Simple Tips to Effectively Define and Use Sales KPIs

By Bob Marsh

Today’s high-growth sales leaders understand that sales is a process. They know they need to define the key steps that lead to closing more business -- their key performance indicators (KPIs). However, defining those KPIs can be an intimidating process, and many sales managers get overwhelmed by the sea of data that’s accessible to them. Which ones are really most important, and which can our team affect through their daily behavior?

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Sales / February 26, 2016 10 Tips For Asking More Effective Sales Questions
10 Tips For Asking More Effective Sales Questions

By Tony Alessandra

Sales qualification is a game of questions. Unless you ask the right questions, you won't uncover the right needs. Unless you ask the right questions, you won't understand the right problems to solve. 

But there's an art to asking sales questions. Which is why I'd like to share the following 10 tips for asking more effective sales qualification questions

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Sales / February 16, 2016 Are You Sending Your Best Leads to SDRs? Here’s Why You Should Stop ASAP
Are You Sending Your Best Leads to SDRs? Here’s Why You Should Stop ASAP

By Mark Roberge and Sahil Mansuri

One of the most common complaints about inbound marketing is the surplus of unqualified prospects that get entered into the sales queue. If you are a quota-bearing account executive who is getting inundated with leads like the below, you are unlikely to continue following up with each one. And this helps explain why a comprehensive HBR study concluded that over 71% of qualified inbound leads never get contacted, and the average lead only gets called 1.3 times.

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Sales / February 11, 2016 The Simple Sales Mistake That's Costing You Customers
The Simple Sales Mistake That's Costing You Customers

By Pete Caputa

Legacy salespeople have always been too focused on closing the sale, and not focused enough on ensuring customer success. In days past, buyers had little recourse if oversold or under-serviced. But today, with the buyer's ability to publicly criticize poor service or product quality as well as go online and quickly find an alternative product or service, modern sellers must shift their focus towards ensuring customer success. Otherwise, buyer's remorse can quickly turns to seller's remorse.

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Sales / February 5, 2016 7 Tips to Keep Your Sales Process Real and Really Effective
7 Tips to Keep Your Sales Process Real and Really Effective

By Aaron Ross

What’s one thing people like Gandhi, Mother Theresa, Elon Musk, and Richard Branson have in common? They are examples of people who are superb at selling.

"Selling” isn’t just for salespeople. To define your destiny, to accomplish anything in work or life, you need to know how to sell. To sell yourself, your ideas, or your stuff.

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Sales / January 14, 2016 How to Define Your Sales Process Stages
How to Define Your Sales Process Stages

By Bob Musial

I sat staring at the Dun & Bradstreet printout. It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and, of course, the decision maker’s name and title. After all, that’s what they beat into our heads during the intensive five-week training program I’d just completed: Go for the decision maker.

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Sales / January 13, 2016 3 Proven Tactics to Overcome Sales Objections
3 Proven Tactics to Overcome Sales Objections

By Rachel MacDonald

After several contact attempts I finally received a response from my prospect and they agreed to a phone call. A quick greeting, some small talk, and things were moving along nicely -- that is, until they said “Your product is too expensive.”

I completely froze. I was unprepared to get an objection so quickly into the phone call. And that's not the only objection I've come up against early on.

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Sales / December 4, 2015 The Ultimate List of Words That Sell
The Ultimate List of Words That Sell

By Emma Brudner

The pen is mightier than the sword. Which is good, because you probably don't want to threaten prospects into buying at sword-point.

As the primary "weapons" to convert prospects into customers, words are incredibly important to salespeople. How sales reps deliver their messages and converse with contacts can have a dramatic effect on the outcome of a conversation.

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Sales / November 6, 2015 The Best Sales Voicemail I Ever Received ... Was Just a Voicemail
The Best Sales Voicemail I Ever Received ... Was Just a Voicemail

By Jeff Hoffman

When I was looking for a service that could offload some of my IT administrative duty, I sent an email to a prospective company asking a few questions. In response, I received a call from a sales rep, we’ll call him Darren. I missed the call, but Darren left me a sales voicemail answering my questions and asking me a few more.    

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Sales / November 5, 2015 10 Sales Tips You Can Use Right Now to Close Out 2015 Strong
10 Sales Tips You Can Use Right Now to Close Out 2015 Strong

By Emma Brudner

Have you made your annual number yet? If the answer is "no," I apologize for reminding you (although let's be honest -- it's probably all you're thinking about). 

The year is winding down, and reps are readying themselves for the final sprint. If you have a ways to go to hit your quota, you're likely prospecting, presenting, qualifying, and negotiating like crazy.

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