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Sales / April 27, 2017 7 Seemingly Harmless (But Secretly Deadly) Sales Phrases
7 Seemingly Harmless (But Secretly Deadly) Sales Phrases

By Aja Frost

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How much of what you say do you think other people receive and interpret correctly? Seventy-five perent? Ninety?

The truth is, we miscommunicate just as often -- if not more -- than we communicate accurately. While that’s a scary thought for any professional, it’s especially relevant to sales. After all, reps spend the majority of their time making phone calls, sending emails, and meeting prospects. In other words, talking to people.

We’d give you the ability to read minds (and thus avoid communication errors) ... Read More

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.

Read More
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).

Read More
Sales / April 7, 2017 9 TED Talks on Effective Communication That Will Help You Close More Deals
9 TED Talks on Effective Communication That Will Help You Close More Deals

By Leslie Ye

Effective communication helps you forge strong connections, collaborate with internal and external stakeholders, close deals, and convince people to share your views. It's critical to your success, whether you're a sales leader, manager, or front-line rep. So what makes you an effective communicator? You must be able to explain complex ideas simply and clearly, speak in your own voice, tailor your message to your audience -- and that's just to start.

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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.

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 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
Sales / March 7, 2017 The Ultimate Guide to Objection Handling: 40 Common Sales Objections & How to Respond
The Ultimate Guide to Objection Handling: 40 Common Sales Objections & How to Respond

By Leslie Ye

Every prospect you speak to has sales objections, or reasons they’re hesitant to buy your product. Why are sales objections unavoidable?

Because if the buyer didn’t have reservations about your solution’s price, value, relevance to their situation, or their purchasing ability, they would have already bought it.

Read More
Sales / February 2, 2017 The Top 25 Sales Blogs Every Sales Professional Should Read
The Top 25 Sales Blogs Every Sales Professional Should Read

By Aja Frost

As a busy sales professional intent on meeting your objectives, you might wonder if you can afford to consistently read sales blogs.

After all, each minute you spend on a post is a minute you could be connecting with a new prospect, coaching one of your salespeople on an essential skill, or developing a new qualifying framework that’ll help your company scale.

Read More
Sales / January 26, 2017 13 Communication Skills That Are Crucial to Sales Success
13 Communication Skills That Are Crucial to Sales Success

By Leslie Ye

Good communication is crucial to sales success.

Sounds obvious, right? You can’t make a sale unless you’ve demonstrated value to a prospect. You can’t do that unless you’ve understood their problems and devised a strategy to solve them. In turn, you can’t do that until you get your prospect to tell you what’s wrong. And so on, and so forth …

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Sales / December 29, 2016 4 Signs Your Prospect Can Actually Drive the Deal Forward
4 Signs Your Prospect Can Actually Drive the Deal Forward

By Aja Frost

When you’re alone, deciding where to eat doesn’t usually take long. If you’re with someone else, it’s a slightly lengthier process -- they have different (sometimes conflicting) preferences, dietary restrictions, and budgetary restraints.

Add two more people to your dinner plans, and you might spend an hour selecting the restaurant.

Read More
Sales / December 28, 2016 The Average Number of Customer Stakeholders Is Higher Than Ever [New Data]
The Average Number of Customer Stakeholders Is Higher Than Ever [New Data]

By Aja Frost

According to Brent Adamson, principal executive advisor at CEB and co-author of The Challenger Sale and The Challenger Customer, the average number of customer stakeholders involved in a B2B purchasing decision is 6.8 -- up from 5.4 in late 2014.

“That’s a 25% increase in just 18 months,” Adamson says.

Read More

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