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Sales Strategy Blog Posts

Strategy tips to help you get better at selling and serving buyers every single day.

Sales / March 28, 2017 8 Phrases That Make Salespeople Sound Like Total Amateurs
8 Phrases That Make Salespeople Sound Like Total Amateurs

By Aja Frost

phrases-make-salespeople-sound-inexperienced-compressor-277104-edited.jpg

Most salespeople begin relationships with their prospects with little to zero credibility. There are ways to build up your trustworthiness in advance, like blogging, getting an introduction, crafting a personalized email, working for a well-respected company, and so on.

But HubSpot’s research shows most prospects still don't trust you when you reach out.

To win their respect and attention, don’t act like an amateur rep -- even if you ... 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 …

Read More
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
Sales / December 21, 2016 How to Sell When You’re on Vacation: Put Your Email Signature and Out of Office Reply to Work [ + Templates]
How to Sell When You’re on Vacation: Put Your Email Signature and Out of Office Reply to Work [ + Templates]

By Max Altschuler

Can you sell when you’re on vacation? Of course, but dragging out your laptop and taking calls from the beach is sure to annoy your family.

But there’s another way to keep selling when you’re out of the office, and this option doesn’t require any work on your behalf.

Read More
Sales / December 14, 2016 How to Use Psychological Biases to Sell Better and Faster
How to Use Psychological Biases to Sell Better and Faster

By Emma Brudner

For all the powerful processing work the human mind can do, it's still prone to making bizarre assumptions or jumping to illogical conclusions. Unfortunately, we don't usually recognize these patterns as strange. Since they're unconscious, they seem normal.

Upon examination, they're revealed to be anything but normal. Why else would we buy Beanie Babies in bulk, or consider a rhyming tagline to be truer than a non-rhyming one? Thanks, psychological biases.

Read More
Sales / December 12, 2016 6 Phrases That Show You're Losing the Deal
6 Phrases That Show You're Losing the Deal

By Aja Frost

Some salespeople develop a gut instinct for knowing when their prospects are losing interest. This “spidey sense” is highly useful: If you can identify when a good-fit buyer is about to slip away, you can devote some extra energy to reeling them back in. That’s far more productive than losing the deal and being forced to start from scratch with a new prospect.

Read More
Sales / December 12, 2016 5 Things Every Salesperson Should Know About Their Customers
5 Things Every Salesperson Should Know About Their Customers

By Robert Brodo

Over the past few years, many business organizations have invested in a new selling methodology that has evolved the sales approach from strategic selling to “challenging” customers. One of the difficulties these organizations have in implementing this new approach is that sales professionals lack the business acumen skills needed to ask challenging questions and more importantly to understand the answers that come back from customers.

Read More
Sales / November 17, 2016 How to Talk About Price With the Decision Maker, the Influencer, and the Champion
How to Talk About Price With the Decision Maker, the Influencer, and the Champion

By Alex Mackenzie

If you offer the best product and you completely understand your prospect's use case, you’ll win the sales deal, regardless of cost. Period.

But that’s not to say your prospect won’t give you a hard time about the price tag. Buyers are only human. We all want to get the best deal. And there’s no harm in asking, right?

Read More
Sales / November 17, 2016 The Three-Step Guide to Becoming a Challenger Salesperson
The Three-Step Guide to Becoming a Challenger Salesperson

By Aja Frost

Sydney is an account executive for a paper supply company. David, the owner of three restaurant chains, is looking for a menu-printing vendor.

“Most of the restaurant owners I work with say they struggle to sell the high-margin, ‘splurge’ items on their menus,” Sydney says. “Is that something you’re experiencing as well?”

Read More

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