Hubspot Sales

APRIL 1, 2024

Marketing is going to have to evolve, too, but that's a whole other topic.) Fewer prospects are going to just hit your lead form in 2024. Boosting Active Prospecting, Outbound Efforts, and Social Selling Inbound leads are not the only way to generate new business. Active prospecting and outbound efforts are still effective.

CRM 83

CRM Sales Environment Leadership B2B 83

Hubspot Sales

SEPTEMBER 27, 2023

The only constant throughout sales‘ evolution is the necessity of its "human element": the fact that prospects are receptive to salespeople with people skills. The comfort and reassurance that prospects often find in interacting with a genuine human salesperson can be hard to replace.

Artificial Intelligence 109

Artificial Intelligence Customer Success Sales Marketing 109

Hubspot Sales

NOVEMBER 22, 2021

LinkedIn provides access to an ocean of prospects and some valuable insight into what makes them tick — but connecting with them is a struggle in itself. Prospecting on the network is every bit as tricky as it is potentially productive, and if you want to do it effectively, you need to master the art of the LinkedIn sales message.

Publishing 120

Publishing Leadership Media Sales 120

Brooks Group

FEBRUARY 8, 2023

View this week's video The Key to Sales The key to sales is simply being in front of prospects when they’re ready to buy, not when you need to make a sale. Otherwise, they may waste a lot of time trying to help a prospect that doesn’t want to be helped. Review our article on the behavior styles for more on that topic.

Sales Training 72

Sales Training Decision-making Meetings Sales 72

Hubspot Sales

JUNE 21, 2023

An objection is a legitimate concern that could threaten a deal, while a brush-off comes from a less genuine place — it's a knee-jerk reaction prospects raise when they want to quickly and abruptly end a sales call. And if you want to consistently engage in meaningful conversations with prospects, you need to know how to work past them.

Decision-making 107

Decision-making Meetings Sales Organization 107

The Center for Sales Strategy

JUNE 12, 2020

Prospecting - find the man with the problem.". Whenever I have a conversation about digital selling, the discussion quickly transitions to topics like search engine optimization, Facebook Ads, or some other messaging related category. As much as I appreciate these hot topics, they are each connected to digital marketing.

Digitalization 85

Digitalization eCommerce Media Marketing 85

Brooks Group

JUNE 26, 2023

With the proper training, your sales team will accurately understand a customers’ needs and wants, present the value proposition of your product or service, build trust and credibility, engage prospects in meaningful dialogue that progresses the sale, improve the predictability of your sales funnel, and more.

Sales Training 52

Sales Training Sales Onboarding Profitability 52

Brooks Group

SEPTEMBER 26, 2023

Save the Best for Live Focus on the most important kickoff topics that are best delivered face-to-face. Identify dynamic speakers and keynote topics that are likely to inspire conversation. Mix Up the Format Streamline the agenda and postpone topics that can be addressed during a conference call or web meeting later.

Sales 76

Sales Meetings Sales Training Prioritization 76

Mike Kunkle

APRIL 8, 2023

That’s obviously important, but it’s a separate topic for a different day. Great sellers often use insights, data, case studies, and expert discovery to unearth or create an opportunity that the prospect may not initially be thinking about or aware of yet. Qualification is also very contextual.

B2B 211

B2B Decision-making Sales Stakeholders 211

Brooks Group

MARCH 21, 2024

By continuously improving your team’s discovery questioning skills, your sales professionals will be better equipped to uncover valuable insights, build stronger rapport with prospects, position your solutions more effectively, and close more deals. But some are better than others. The best sales discovery questions focus on needs and wants.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

Hubspot Sales

JULY 27, 2023

Table of Contents The Top Business Challenges AI Can Solve Tips for Addressing AI Fears The Top Business Challenges AI Can Solve AI is probably the most widely discussed topic these days. Boosting the Effectiveness of Prospecting Prospecting is the holy grail of sales. Conduct research on their prospects.

Leadership 88

Leadership Artificial Intelligence Decision-making Healthcare 88

SuperOffice

JANUARY 19, 2022

You can’t expect to close a deal after the first interaction with a prospect. This is your first meeting with a warm, qualified lead that’s held with the goal of understanding the specific needs of a prospect. This conversation has the highest impact on the purchase decision of your prospective customer.

Meetings 63

Meetings CRM Decision-making Sales 63

Hubspot Sales

AUGUST 25, 2020

Extensively research your prospect. Preparation is key to successfully directing a meeting with a prospect. If you want to adeptly guide the conversation, anticipate relevant objections, understand what points are worth stressing, and know what topics not to mention, you need to do your homework.

Sales 108

Sales Construction Organization Communication 108

Force Management

MARCH 3, 2021

Many of the topics come from our own prospects and customers who are dealing with sales challenges as they look to accelerate growth, drive more pipeline and capture value throughout the sales process. We’re regularly updating our robust content library, focused on sales best practices.

Sales 89

Sales Management 89

SuperOffice

AUGUST 1, 2022

Identify your best prospects. It’s you who defines the type of prospects that will be interested in your company’s offering. Therefore, it’s crucial to build ideal customer profiles (ICP) before taking any action to attract high-end prospects. How experienced are they in the topic?

Decision-making 117

Decision-making Prioritization B2B Marketing 117

Customer Think

SEPTEMBER 22, 2023

Salespeople need to be much better at prospecting instead of hiding behind emails and LinkedIn messages. They don't need the distractions of off-topic reading. They need to be better at the discovery call and qualifying. They need to improve their listening and questioning skills. They need to improve their ability to sell value.

Sales Leadership 40

Sales Leadership Leadership Sales 40

Hubspot Sales

JANUARY 9, 2023

How many times have you had this exchange with prospects? It’s a great way to immediately personalize your conversation and make your prospect more engaged. Rather than giving a knee-jerk response, your prospect will pause and think, “Hmm, how is my Wednesday going?”. You say, “Hey there, how are you?”

Media 111

Media Publishing Meetings Communication 111

The Center for Sales Strategy

NOVEMBER 2, 2020

Clients calls, webinars, team meetings, staff meetings, one-on-one's with a coworker, prospect meetings — we're spending a lot more time online. Video conferencing etiquette and attire are certainly not a new topic for many professionals, but it's a new reality for millions.

Meetings 83

Meetings Sales 83

Hubspot Sales

DECEMBER 31, 2020

By consistently creating content, answering questions, and positioning yourself or your business as the authority on a topic, you attract individuals who want to do business with you. Let's say you’ve published a wonderfully informative post on your topic. Don’t ignore prospects who aren’t ready to buy. Be patient.

Publishing 136

Publishing Marketing Sales Communication 136

Hubspot Sales

MAY 26, 2023

In real estate, you have to understand that prospects aren't going to appear out of thin air. This is a concept known as real estate prospecting. And in the highly competitive world of real estate, prospecting can be challenging. Prospecting should be a fundamental part of your business strategy as a real estate professional.

Marketing 82

Marketing Advertising Media Software 82

Brooks Group

MAY 17, 2022

So, in quick two-minute Soapbox videos, they taught topics like how to set up your background for a professional Zoom call, lighting tips for virtual meetings, and best practices for conducting virtual sales presentations. My answer was that they should do what they did when the company was founded. Someone at your company was a visionary.

Supply Chain 87

Supply Chain Co-Creation Facilitation Sales 87

Hubspot Sales

JUNE 8, 2022

Prospects are on vacation. Prospect, prospect, prospect. Set up Google alerts for your prospects' companies to keep abreast of any major announcements. If your prospects are unavailable, call up your customers and ask if they know anyone who could benefit from your product or service. Calls go unanswered.

Construction 124

Construction Manufacturing Transportation Profitability 124

SuperOffice

JUNE 14, 2022

I know – prospecting is hard. In fact, more than 40% of sales reps consider prospecting the most challenging stage of the sales process. At the same time, prospecting is one of the most important parts of sales. Luckily, Thibaut kindly agreed to share his successful prospecting framework with me.

Decision-making 118

Decision-making B2B Digitalization Meetings 118

Brooks Group

JANUARY 10, 2023

Too many sales managers think their team has a closing problem, when in reality, they have a prospecting problem. If your team is having a hard time closing deals, it’s time for you to back up and analyze how they’re prospecting. All Prospects Start as Suspects. Prospects need to be presented with solutions and asked to buy.

Negotiation 77

Negotiation Sales Training Profitability Construction 77

Brooks Group

JANUARY 25, 2023

View this week's video Engagement Mindset Make sure your salespeople understand: their goal, when first engaging with a prospect, is to set the sales process in motion by turning a potential resistor into an avid listener. If your sales rep finds a solution to a tough challenge a prospect is facing, that prospect will like them.

Emotional Intelligence 76

Emotional Intelligence Sales Training Decision-making Communication 76

Hubspot Sales

APRIL 18, 2018

I've got a great checklist on [insert topic]. Did the ebook you downloaded change the way you think about [insert topic]?". "I The recency effect might not be too helpful at the grocery store, but it definitely works in your favor when emailing prospects. Email Closing Lines. Want me to send it your way?". "Is

Leadership 145

Leadership Sales Management 145

Brooks Group

MARCH 8, 2023

Helping salespeople arrive at the price they want is a multi-step, dynamic process with all prospects. They should be thinking about how to get their price from the moment they first speak with the prospect. Similarly, your team’s beliefs in how much value your offering has changes from prospect to prospect.

Sales Training 82

Sales Training Decision-making Marketing Leadership 82

Outbound Engine

APRIL 28, 2020

But if your audience isn’t interested in the topic, the conversation isn’t going to get off the ground. Set up Google Alerts for topics that interest your customers. If that doesn’t work, you may need to rethink your topic or adjust your strategy. One Step Further: Take advantage of trending topics. Start Sharing.

Media 124

Media Innovation Marketing Customer Experience 124

Hubspot Sales

MAY 14, 2018

I haven’t heard from you regarding [topic]. Prospects receive so much outreach from salespeople, it’s important to keep your messaging fresh and eye-catching. Giving your prospects a deadline to meet takes the guesswork out of your timeline. This allows your prospect to push back if they’ll need more time.

Meetings 144

Meetings Decision-making Communication Sales 144

Hubspot Sales

MAY 20, 2018

Not only do “checking in messages rarely garner responses, they can even turn prospects against their senders. These “just checking in alternatives simultaneously add value to the prospect while putting the salesperson back on her radar. Hi [prospect]. Hi [prospect], Do you [deal with X/want to improve Y]? Best, Cara.

Publishing 111

Publishing Sales Decision-making Investors 111

Nutshell

AUGUST 4, 2020

Past topics include AI in sales, character development, and creating better habits. While the show covers a wide variety of business topics, many episodes deal with sales in some shape or form. Watch his nearly 1,000 videos on sales topics like inbound selling, blocking objections, and gaining credibility with new prospects.

Internet 71

Internet Sales B2B Sales Leadership 71

Hubspot Sales

MARCH 26, 2021

If you've done your pre-call prep work, you probably put together a list of sales questions to ask your prospect an hour or two before your appointment. Sometimes reps can be so worried about getting through all the questions on their list that they fail to truly listen to their prospects. Not sure what I mean? Here's an example.

Sales 107

Sales 107

Hubspot Sales

JANUARY 17, 2018

Get in the Door: Sales Prospecting Strategies & Tactics. Learn about sales team management, creative business development strategies, time-saving sales tools, B2B strategic partnerships, aligning sales with marketing, effective prospecting, negotiation techniques, and more. Linking Into Sales Podcast. In the Arena. Accelerate!

Sales 145

Sales B2B Artificial Intelligence Value Proposition 145

Hubspot Sales

SEPTEMBER 18, 2023

These could be industry changes, a new funding round announcement, a merger, or a prospect getting a new role. If you contact a prospect right after they buy an expensive competitive product, they're not going to bite. Set up alerts for prospect names or business names and get notified whenever they are mentioned in news on the web.

Media 104

Media Investors Insurance Leadership 104

Brooks Group

DECEMBER 14, 2022

“The secret to selling is to be in front of qualified prospects when they’re ready to buy, not when you need to make a sale.”. It is natural for prospecting to slow down at the end of a fiscal period as salespeople focus on closing existing opportunities. Prospecting” is too broad of a term. Bill Brooks, Sales Techniques.

CRM 88

CRM Sales Sales Training Decision-making 88

Hubspot Sales

AUGUST 18, 2020

Sales Engagement — software that informs how and where to share specific high-impact content to prospects while offering actionable insights on future moves. With the help of this technology, sales reps can tactfully direct conversations to points that will hit with the prospects they're talking to.

Artificial Intelligence 109

Artificial Intelligence Sales Software Software 109

LinkedFusion

OCTOBER 12, 2022

Typical Sales Process Prospecting → Preparation → Approach → Presentation → Handling objections → Closing → Follow-up Why is LinkedIn the best choice for sales prospecting? You can learn more about your prospects from their LinkedIn profiles, and pitch them a product or a service after checking their feeds and activities on LinkedIn.

Sales 52

Sales Account Management Communication Organization 52