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Sales Prospecting Blog Posts

Learn the tricks to get in touch with hard-to-reach buyers and earn their attention.

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Sales / June 20, 2017 7 Daily Habits That'll Keep Your Pipeline Full
7 Daily Habits That'll Keep Your Pipeline Full

By Michael Pici

habits-keep-pipeline-full-compressor-159786-edited.jpg

Keeping your pipeline full has cascading effects. If you know you have plenty of opportunities to work, you won’t fall back on bad sales tactics (like discounting or guilting prospects) to close deals. You’ll feel confident enough to set your price and stand by it. Because you’re selling with integrity, buyers will respect you more. Not only will your average deal size be larger, but you’ll generate more referrals and positive word-of-mouth.

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Sales / June 15, 2017 14 LinkedIn Sales Navigator Secrets All the Best Prospectors Know
14 LinkedIn Sales Navigator Secrets All the Best Prospectors Know

By Aja Frost

Want to become a prospecting superstar? LinkedIn Sales Navigator is a fantastic resource. It simplifies the process of finding, contacting, and staying up-to-date with prospects, referrals, and customers. Rather than spending hours manually tracking prospect activity on the platform, you can get instant insights. That means more time for high-value activities like calling people or giving demos.

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Sales / April 14, 2017 Research Reveals a Tactic 34X More Effective Than Email [New Data]
Research Reveals a Tactic 34X More Effective Than Email [New Data]

By Emma Brudner

Trends tend to go in cycles. There's a reason for the saying "what's old is new again" -- if something was popular once, odds are it'll come back sooner or later.

Modern sales practitioners and experts spend a lot of time talking about ways to optimize sales emails and social media messages for the best response rates. But could it be that face-to-face is actually the way to go in our digital times?

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Sales / February 7, 2017 9 Secrets of Prospecting Emails That Convert to Real Business
9 Secrets of Prospecting Emails That Convert to Real Business

By Marc Wayshak

Prospecting by email can be challenging -- and unrewarding. After sending thousands of emails and receiving only a handful of responses, many salespeople give up entirely. But instead of resigning yourself to getting sent to spam, it’s time to take a hard look at your ineffective prospecting emails and figure out what they’re missing.

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Sales / February 2, 2017 4 Email Prospecting Techniques the Best Salespeople Use
4 Email Prospecting Techniques the Best Salespeople Use

By Michael Pici

Email can be an extraordinarily effective prospecting tool. Most prospects check their inboxes throughout the day, so you’re engaging them where they’re already spending time.

Another benefit to emails: If you craft them strategically, buyers should only need a minute or two to read and respond. They can quickly move on to other work.

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Sales / November 29, 2016 How I Increased My Email Prospecting Response Rate by 1400%
How I Increased My Email Prospecting Response Rate by 1400%

By Pritesh Vora

When was the last time you responded to a cold email? You probably can't remember -- for good reason. Most people simple delete outreach emails from reps they haven't met or mark them as spam. Even if some prospects do read the email, few bother to respond.

However, a well-crafted prospecting email is a powerful weapon in any salesperson's arsenal.

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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 / October 20, 2016 12 Cringe-Inducing Mistakes Salespeople Make on Prospecting Calls
12 Cringe-Inducing Mistakes Salespeople Make on Prospecting Calls

By Bill Cates

Prospecting calls are an invaluable tool in every good salesperson's repertoire. You can find out more information on a five-minute call with someone than you can in a multiple-email exchange, if you play your cards right. But on the rare occasion that a prospect picks up the phone and wants to talk, many reps squander their opportunity. 

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Sales / October 5, 2016 23 Better Alternatives to the “Just Checking In” Email
23 Better Alternatives to the “Just Checking In” Email

By Leslie Ye

“Just checking in” emails are the worst. If you’re sending an email, it’s obvious that you’re checking in -- you don’t need to say it again. In addition, “just checking in” emails don’t provide any value to the buyer. They don’t care that you want to get in touch with them, especially if you haven’t already provided them with a compelling reason to do so.

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Sales / September 20, 2016 This 5-Step Prospecting Technique Will Transform Your Pipeline
This 5-Step Prospecting Technique Will Transform Your Pipeline

By Marc Wayshak

Are you too busy to prospect? Maybe you’re so preoccupied with servicing current customers that you fail to prioritize finding new business. Or you’re spending all your time trying to get those last few deals to close this month and have put off prospecting for longer than you intended. In either case, there’s a simple way to transform your pipeline, filling it to the brim with qualified prospects.

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Sales / September 16, 2016 Cold-Calling vs. Social Selling -- Which Strategy Wins? [Infographic]
Cold-Calling vs. Social Selling -- Which Strategy Wins? [Infographic]

By Aja Frost

Prospects and salespeople seem to hate cold calling with equal passion. It’s intrusive and annoying for buyers, and it’s ineffective, time-consuming, and draining for reps.

If cold calling is the schoolyard bully, social selling is the new kid on the block. Fortunately for everyone, social selling is more than capable of winning the fight.

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Sales / September 6, 2016 7 Proven Ways to Become a Sales Prospecting Superstar
7 Proven Ways to Become a Sales Prospecting Superstar

By Anthony Iannarino

You probably always thought that prospecting came before closing, but to create an opportunity, you must be able to ask for and gain the first two commitments you need to move a lead into true prospect status: the commitment of your prospect’s time and the commitment to explore working together. Unfortunately, both are becoming more and more difficult to get.

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Sales / September 6, 2016 5 Fundamental Questions Salespeople Should Ask Every Single Buyer
5 Fundamental Questions Salespeople Should Ask Every Single Buyer

By Emma Brudner

A good salesperson comes to every call with a list of pre-prepared questions written out, to kick off the dialougue and get the prospect talking. However, they also have the ability to recognize when they should set their list aside, and follow the prospect down an unexpected conversational turn. A little off-roading can be extremely enlightening, not to mention critical for building rapport.

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Sales / September 6, 2016 4 Questions to Uncover Prospects' Challenges and Goals [Free HubSpot Sales Training Excerpt]
4 Questions to Uncover Prospects' Challenges and Goals [Free HubSpot Sales Training Excerpt]

By Lauren Hintz

After you've learned what your prospect is trying to achieve and what the blockers are, you're ready to introduce the things that you do that can help them. Ideally, these are things that you are uniquely positioned to help them with -- things your competition can’t do. 

Ask these questions to get the conversation started.

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Sales / August 3, 2016 5 Universal Rapport-Building Topics to Use With Prospects Who Hate Small Talk
5 Universal Rapport-Building Topics to Use With Prospects Who Hate Small Talk

By Dan Tyre

Connecting with prospects is an essential part of every salesperson’s job. Meeting someone in a social situation or professional capacity can range from being pretty fun or tremendously nerve-wracking depending on who you are talking to.

Lots of people find interacting with a total stranger a bit of a struggle.

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Sales / July 20, 2016 13 Intriguing Email Subject Lines That Prospects Won't Be Able to Resist Opening
13 Intriguing Email Subject Lines That Prospects Won't Be Able to Resist Opening

By Remen Okoruwa

The goal of the subject line is to get someone to check out the rest of your email. So you’ll want to intrigue and generate interest with the subject line without saying too much. And you definitely don’t want to go with something that clearly says “Trying to sell you something. Click here to learn more.” (Obviously.)

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Sales / July 12, 2016 7 Easy Ways to Take Your Prospecting to the Next Level
7 Easy Ways to Take Your Prospecting to the Next Level

By Lauren Hintz

When you’re prospecting, most buyers you encounter are in the Awareness stage of their buying journey. Therefore, your goal is not to sell them on your product. Your goal is not to get them to see a demo of your product. Instead, your goal is to educate them enough to bring them to the Consideration stage of the buyer’s journey or disqualify them as a bad fit.

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Sales / July 11, 2016 How to Automate Email Prospecting Without Losing Your Soul
How to Automate Email Prospecting Without Losing Your Soul

By Pete Caputa

Forty-two percent of salespeople report that prospecting is the part of the sales process they struggle with most. But as a sales professional, consistent prospecting efforts are arguably your most important activity. And these days, email is an essential part of an effective prospecting campaign.

The hardest part of email prospecting?

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Sales / July 7, 2016 How to Use a "Hold-Back Device" to Leave Prospects Wanting More
How to Use a "Hold-Back Device" to Leave Prospects Wanting More

By Stu Heinecke

Whenever you're selling, you should be thinking about starting valuable relationships based on delivering unique and substantial value to your VIP prospects. That should be happening throughout your entire company's marketing and sales strategy, but it operates in overdrive once you, the salesperson, makes contact with buyers.

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