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Sales / April 28, 2017 The 3 Most Common Closing Curveballs (& How Sales Reps Can Avoid Them)
The 3 Most Common Closing Curveballs (& How Sales Reps Can Avoid Them)

By Brian Mirek

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In sales, the occasional closing curveball is inevitable. But if you’re consistently encountering unwelcome surprises in the later stages of your sales process, the problem doesn’t lie with your prospects: It lies with you. Asking the right questions along the way will help you identify potential obstacles while there’s still time to deal with them -- and meet your quota.

For more advice on closing, check out The GSD Show -- tips ... 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.

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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 24, 2017 The 15-Second Intro That'll Make Your Sales Conversations 10X More Successful
The 15-Second Intro That'll Make Your Sales Conversations 10X More Successful

By Thomas Niesen

A great sales call depends on what we at Sandler Training call an up-front contract. If you’re not familiar with the term, an up-front contract is an agreement, made ahead of time, about what will take place during a meeting or discussion -- an agreement that clarifies what each person’s role in the conversation will be. In the inbound selling world, this contract unfolds in seconds.

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Sales / April 20, 2017 The 25 Worst LinkedIn Sins
The 25 Worst LinkedIn Sins

By Emma Brudner

We all make mistakes on social media every once in a while, and that's okay. But the gaffes on this list go one level beyond -- into the realm of sin.

LinkedIn is arguably the most important social media site for salespeople, so a mistake on this network carries consequences. However, if you have sinned against your LinkedIn profile or connections, we're here to help.

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Sales / April 20, 2017 The 16-Minute Exercise That Turns New Sales Hires into Top Performers 3X Faster
The 16-Minute Exercise That Turns New Sales Hires into Top Performers 3X Faster

By Dailius R. Wilson

I always have lived by the motto, “Time and pressure make diamonds.”
In business, we always have enough pressure but never enough time.

This being said, when new hires start in sales, marketing, or any department, I do something with everyone which is extremely unconventional -- yet always yields amazing results.

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Sales / April 18, 2017 The Ultimate Guide to Small Talk: Conversation Starters, Powerful Questions, & More
The Ultimate Guide to Small Talk: Conversation Starters, Powerful Questions, & More

By Aja Frost

Like it or not, small talk is integral to your success. Whether you’re networking, speaking with a new prospect, or warming up a customer before upselling them or asking for a referral, you must be able to build rapport with casual conversation.

To help you master this crucial skill, we’ve written a comprehensive guide to small talk.

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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 / 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 11, 2017 From Excel to HubSpot CRM: 5 Quick Wins from a Power User
From Excel to HubSpot CRM: 5 Quick Wins from a Power User

By Aditya Shah

When companies start using HubSpot's free CRM to organize customer data and outreach, one of the first (and biggest) steps they need to take is transferring that data into HubSpot. This often means cleaning out old spreadsheets and figuring out how to recreate Excel reports in HubSpot. As with any CRM, it can take a long time to figure out when and how to take each step without consulting appropriate resources.

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Sales / April 10, 2017 The Ultimate Guide to Sales Metrics: What to Track, How to Track It, & Why
The Ultimate Guide to Sales Metrics: What to Track, How to Track It, & Why

By Aja Frost

You can’t manage what you don’t measure.

While metrics are important in every aspect of business, they’re especially critical in sales. Sales leaders can’t use their intuition to guide their decisions -- not only are they dealing with a huge amount of information, the risk of failure is too high.

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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.”

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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 / April 3, 2017 17 Email Subject Lines Sales Reps Swear By & Why They Work So Well
17 Email Subject Lines Sales Reps Swear By & Why They Work So Well

By Emma Brudner

While many people agonize over their email copy and then slap a hastily written subject line on two seconds before hitting "send," sales reps know that the situation should actually be reversed.

After all, there's no point in crafting a beautiful message if buyers don't even open it. And what prompts the all-important open? The subject line.

Find out your industry's email open rate benchmark and start being better than  average. Now.

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