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Sales / June 23, 2017 7 Stats Sales Leaders Need to Know About Selling in 2017
7 Stats Sales Leaders Need to Know About Selling in 2017

By Alicia Collins

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This year, the Fortune 500 welcomed 20 new companies to its list. Two of those companies were created in the past year. Pretty incredible, right?

The rapid success of these companies, and many more, can be partly attributed to salespeople. The majority of businesses depend on a talented sales force to grow, and yet, there are very few preparatory programs for people entering sales.

This is a vulnerability for companies whose future success relies on their ability to close the right types of leads.

We’ve recently published two ... Read More

Sales / June 20, 2017 20 Commonly Misused Words and Expressions Even People With Huge Vocabularies Get Wrong
20 Commonly Misused Words and Expressions Even People With Huge Vocabularies Get Wrong

By Aja Frost

Last week, I discovered I’d been writing “TDLR;” instead of “TL;DR.” Considering I’ve been using this expression at least once per day for the last five years, I was mortified.

Mistakes like these aren’t a huge deal on their own. But there’s a “death by a thousand cuts” effect: The more words and phrases you misuse, the less credibility you have.

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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

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 / May 8, 2017 Close More Deals Using This Neuroscience-Backed Principle of Persuasion
Close More Deals Using This Neuroscience-Backed Principle of Persuasion

By Irina Tsumarava

You’re on a call with a prospect, and everything is going smoothly. You are both cracking jokes like old friends, and there’s a strong rapport.

Your prospect is from Minnesota? What a coincidence! Your grandparents lived in Saint Paul for ten years before they moved to San Francisco. The conversation couldn’t be better.

Read More
Sales / May 3, 2017 Announcing The Real Deal of Sales: A New Video Show With Keenan, A Sales Guy
Announcing The Real Deal of Sales: A New Video Show With Keenan, A Sales Guy

By Irina Nica

Let’s get real: Sales is freaking hard! It takes a lot to be a great salesperson, but most people don’t understand that. In fact, sales is probably one of the most misunderstood jobs.

But we get it. We understand the pain and the hustle and we want you to know something: You are not alone, my friend.

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Sales / April 26, 2017 The Mathematical Formula to Doubling Your Sales Without Working More
The Mathematical Formula to Doubling Your Sales Without Working More

By Marc Wayshak

When most salespeople try to double their sales, they wing the math and work as hard as they possibly can. This leads to burnout -- and extremely disappointing results.

That’s why I’ve created a mathematical formula that can help all salespeople double their sales, without working more: I call it the 2X Formula.

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Sales / April 26, 2017 11 Things Every Top-Performing Salesperson Knows Before They Take a New Sales Job
11 Things Every Top-Performing Salesperson Knows Before They Take a New Sales Job

By Lee Bartlett

Picking the right company is a crucial component of your individual success. Every product needs the same foundation: A great customer service team that shares a common goal for excellence, an adequate budget to finance growth, and a management team with the experience and vision to ensure opportunities are utilized. Understanding whether these mechanisms are in place before joining a company requires extensive research.

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Sales / April 12, 2017 The B2B Outreach Strategy That Helped Us Win Our First 10 Customers
The B2B Outreach Strategy That Helped Us Win Our First 10 Customers

By Janet Comenos

Early-stage companies often cast too wide a net when defining their target customer base. They believe the more prospects, the better -- but pursuing the wrong types of prospects wastes precious time, cash, and sales resources. There’s a high opportunity cost to chasing someone who won’t buy (or buys and quickly churns).

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Sales / April 7, 2017 Discover Whether You're a Sales Hunter, Farmer, or Trapper
Discover Whether You're a Sales Hunter, Farmer, or Trapper

By Bill Cates

My coaching client Daniel asked me, “Bill, are you a Hunter or a Farmer? Do you constantly prospect for new business, or do you focus on the clients you currently have?”

I replied, “I’m more of a Trapper. I like to apply the principles of value-centered marketing so people see me as a resource and come to me for further assistance.”

Read More
Sales / April 4, 2017 3 Sales Communication Myths Secretly Costing You Deals
3 Sales Communication Myths Secretly Costing You Deals

By Jeff Hoffman

Communication between salespeople and their prospects isn’t always straightforward. Each party has their own agenda -- and these often conflict. The seller is trying to gauge the buyer’s interest, craft a relevant pitch, and learn how their organization makes purchases and who has power. Meanwhile, the prospect is trying to hide their intent to buy so they can get the most competitive price.

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Sales / March 31, 2017 The Comprehensive Guide to Account-Based Sales for 2017
The Comprehensive Guide to Account-Based Sales for 2017

By Aja Frost

According to Google Trends, interest in account-based sales is steadily rising. But what is account-based sales?

An account-based model treats every account like a market of one. Instead of one salesperson targeting a single contact within a company, an entire team is dedicated to targeting multiple stakeholders at the prospective customer’s company.

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Sales / March 21, 2017 19 Responses to the Sales Objection "It's Not a Good Time to Buy"
19 Responses to the Sales Objection "It's Not a Good Time to Buy"

By Leslie Ye

You’ve been speaking with a prospect for a while. You’ve got a sense of their goals and their pain, and it seems like your offering is a great fit for their business.

You’re all ready to set a date for a product walkthrough or start discussing contract terms, but then your prospect says something that stops you in your tracks.

Read More
Sales / March 21, 2017 19 Responses to the Sales Objection "It's Not a Good Time to Buy"
19 Responses to the Sales Objection "It's Not a Good Time to Buy"

By Leslie Ye

You’ve been speaking with a prospect for a while. You’ve got a sense of their goals and their pain, and it seems like your offering is a great fit for their business.

You’re all ready to set a date for a product walkthrough or start discussing contract terms, but then your prospect says something that stops you in your tracks.

Read More
Sales / March 14, 2017 28 Responses to the Dreaded Sales Objection "It Costs Too Much"
28 Responses to the Dreaded Sales Objection "It Costs Too Much"

By Emma Brudner

Price objections are common in sales -- primarily because most prospects have learned pushing back on cost will get them a discount.

That makes it difficult to respond to a pricing objection if you don’t want to immediately lower your price. While discounting has its place in the sales process, being too discount-happy will destroy your margins and lower your product’s perceived value.

Read More

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