Hubspot Sales

MAY 18, 2023

Yet, many salespeople approach negotiations with trepidation. Of course, salespeople can't afford to miss out on refining this skill. This means asking for the absolute best terms you can reasonably expect to get. Never offer to split the difference yourself. 8 Strategies for Getting More Out of Every Negotiation 1.

Negotiation 108

Negotiation Profitability Meetings Sales 108

Account Manager Tips

OCTOBER 11, 2021

Discover fifteen things you should stop doing and what to start doing instead. They react when things go wrong and they don’t have the authority or command over what happens next. They react when things go wrong and they don’t have the authority or command over what happens next. Where do we want to go?

Account Management 246

Account Management Key Account Management Management Suppliers 246

Hubspot Sales

JANUARY 5, 2024

As a small business owner myself, harnessing AI for inside salespeople has been rattling around in my mind since the launch of ChatGPT. Salespeople don’t need to be tech gurus to scour the internet for info on a prospect before they make a call. What’s new and exciting for everyone is that we can just ask AI to do that for us.

Internet 87

Internet Sales Communication Media 87

Hubspot Sales

MAY 17, 2023

The average buyer in this day and age is shrewd — naturally skeptical of salespeople and having certain standards reps have to measure up to. How to Avoid This Mistake Do your research — every productive sales conversation is backed by that. You never want to make your prospect repeat themselves. Let's dive in.

Value Proposition 127

Value Proposition Stakeholders Facilitation Communication 127

Hubspot Sales

APRIL 29, 2022

Did you know that the most successful salespeople talk for about 54% of their outreach calls? When salespeople, like yourself, spend so much time leading the conversation, it’s important to become a skilled communicator — and public speaking apps can help you do that. Free Public Speaking Apps. Apps to Improve Speaking Skills.

Publishing 98

Publishing Communication Meetings Sales 98

Hubspot Sales

NOVEMBER 22, 2021

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. Make things easier for your prospect — don't make them click on your profile to figure out who's messaging them. Effective LinkedIn Messages.

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Publishing Leadership Media Sales 120

Hubspot Sales

JANUARY 26, 2022

Transferable Skills: Once you land a job in sales, you can do anything. While cold calling is part of most sales jobs, especially during the prospecting process, it can’t make up the bulk of what you do or you’ll quickly face burnout. Pro #1: You determine how well you do. Most salespeople are paid a base salary plus commission.

Interpersonal Skills 97

Interpersonal Skills Sales Value Proposition Publishing 97

Hubspot Sales

JANUARY 4, 2024

However, it's not the slump itself that really matters, but what we do to address it. However, it's not the slump itself that really matters, but what we do to address it. Nobody is answering the phone and emails, and it seems like your prospects are falling off the face of the Earth. It's official: You’re in a slump.

Sales 104

Sales Management Sales Management Marketing 104

Hubspot Sales

MAY 21, 2021

As a sales manager or director, you can only influence your team’s sales performance in two dimensions: Their skill set (what they can do) and their motivation (how repeatedly or passionately they do it). The best way to build trust is to be completely transparent. How do you want to be managed?

Sales 136

Sales Leadership Communication Meetings 136

Account Manager Tips

JUNE 23, 2020

Don't ever do an important meeting alone. Don't ever do an important meeting alone. I came into contact with salespeople as one does and marketing people and thought, this is interesting. I was always destined to do it anyway, because I was a mediocre engineer. Or "I can do that." Click to Tweet. If you know, talk.

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

Zendesk

FEBRUARY 16, 2022

The worst thing a prospect can do isn’t to say no. The worst thing a prospect can do is waste your time. Unfortunately, there are consumers out there who specialize in doing just that. A tire kicker is a prospect who appears interested in buying a product or service but never actually makes a commitment.

Sales 98

Sales Decision-making CRM Negotiation 98

Hubspot Sales

NOVEMBER 30, 2020

You never get a second chance to make a first impression. But many salespeople and marketers make the mistake of crafting a perfect sales email, holding a great meeting, or running a fantastic product demo, and then sitting back and doing nothing. Read on to learn how to do this, and why it matters. Image source.

Decision-making 134

Decision-making Sales Meetings Stakeholders 134

Hubspot Sales

MAY 28, 2020

Only one thing counts in this life — get them to sign on the line which is dotted!". Today, things have changed. Buyers have access to more information and more options than ever, and salespeople who still operate under the "Always Be Closing" model will find that ironically, more doors than ever are closing on them.

Sales 116

Sales Publishing Meetings 116

Hubspot Sales

AUGUST 25, 2022

When a sales slump hits and your quota is on the line, the first thing you want to do is jump on the phones and contact every prospect and lead you know. When a sales slump hits and your quota is on the line, the first thing you want to do is jump on the phones and contact every prospect and lead you know.

Sales 110

Sales Meetings CRM Publishing 110

Hubspot Sales

APRIL 9, 2021

It took a lot out of me, but as much as I struggled to find my bearings on my calls, I didn't let my nerves get the best of me. And once I hit that groove, I started meeting or exceeding quota consistently and never looked back. Do your research. Do you have shared interests? How to Get Fired Up for Your Sales Call.

Sales 121

Sales Meetings Communication Management 121

Brooks Group

FEBRUARY 21, 2023

View this week's video Providing Value Stops You From Competing on Price Too many salespeople use their competition’s lower prices to justify offering discounts, reducing margin, and for the sake of the sale, giving away most of the company’s profit. They don’t believe your product or service is the best.

Negotiation 71

Negotiation Value Proposition Sales Training Retail 71

Arpedio

JUNE 17, 2022

Developing world class salespeople. ? That’s one thing. But where do people most often miss the ball? Therefore, Scott has made a list consisting of five concrete things that he has observed to be the key ingredients needed to develop world class salespeople or teams. Back to blog. The answer is YES.

Account Management 52

Account Management B2B Decision-making Innovation 52

Hubspot Sales

FEBRUARY 3, 2021

Whether it be ugly ducklings, misfit toys, or square pegs in round holes, some things just don't fit in — but in most cases, it's purely situational. That doesn't mean they can't be effective salespeople — it just means they need to change things up. Ugly ducklings can turn into swans. And not all holes are round. Really care.

Sales 123

Sales Digitalization Construction Marketing 123

Hubspot Sales

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. Why do value leaks occur?

Negotiation 120

Negotiation Value Proposition Meetings Procurement 120

Hubspot Sales

APRIL 3, 2020

It’s no secret that salespeople often fail as sales managers. Nonetheless, many of the best reps within an organization often end up in management positions. Great salespeople instinctively avoid conflict. Unfortunately, this tendency harms salespeople when they’re promoted. Causes of a Bad Sales Manager.

Sales Management 111

Sales Management Management Sales Meetings 111

Hubspot Sales

DECEMBER 7, 2023

Sales professionals who are doing their best work in Q4 are executing their sales processes to perfection. Sales professionals who are doing their best work in Q4 are executing their sales processes to perfection. If you want a lucrative Q4, read on for the best-kept secrets in the sales world. Set a goal.

B2C 117

B2C Transportation Decision-making Logistics 117

PandaDoc

APRIL 3, 2023

Even if you hire the best sales reps , this doesn’t guarantee success. We’re passionate about enabling sales teams to be more efficient and sell more — and we know a thing or two about sales playbooks, too. It’s not supposed to sit in a dusty cupboard, from which you pull it once or twice per year to train new salespeople.

Negotiation 52

Negotiation Sales Decision-making Communication 52

Hubspot Sales

DECEMBER 26, 2023

That said, my focus today is on showing best practices for using X as a selling tool. Here’s the thing — in my experience as a marketer, knowing the portions of your audience most likely to be on a specific platform is helpful when it comes to deciding where to show up and what to post there. But who is the audience on X?

Sales 88

Sales Media Value Proposition Logistics 88

Nutshell

FEBRUARY 19, 2020

In this article, we’ll share the seven personality traits of great salespeople and how you can acquire them to become more successful. The great thing about personality traits is that they can be developed. Do this and you’ll be well on your way to becoming a top salesperson at your company! And that’s OK!

Marketing 86

Marketing Sales Management Media 86

Hubspot Sales

JULY 22, 2018

What can I do to get ahead?”. Do these questions run through your mind on a regular basis? Salespeople know that as buyers become savvier and products and services are increasingly commoditized, sellers need a leg up in the marketplace. Craft a compelling solution. Accurately depict the purchasing process.

Sales 143

Sales Manufacturing Decision-making Software 143

Nutshell

MAY 17, 2023

Powerful enough to support any element of your business and simple enough to implement in less than a day, Nutshell is favored among small to medium-sized companies who know better than to overpay for software they’ll never use. Copper is used by over 30,000 companies, including some biggies like Shipt, Hello Fresh, and Atlassian.

CRM 119

CRM Sales Software Software 119

Hubspot Sales

JUNE 20, 2018

Here are the top reasons prospects hang up on salespeople. A butchered pronunciation signals that the rep didn’t do their research, and frankly, doesn’t care. Many times, reps will talk to a prospect like they're best friends right out of the gate. Getting hung up on occasionally is an unfortunate consequence of being in sales.

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Hubspot Sales

AUGUST 4, 2020

In 2008, Brian Halligan asked me to do a presentation at HubSpot called "Dan Tyre on Attitude". As Wayne Dyer said, change the way you look at things, and the things you look at change. If I have no control over something, by definition I can’t do anything about it, so what’s the benefit of worrying? Why are you in sales?

Sales 136

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Hubspot Sales

DECEMBER 23, 2022

In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. The 19 Best Sales Prospecting Tools. Whatever you’re looking for, a sales prospecting tool will help you do one or more of the following: Identify high-quality prospects. What Is a Sales Prospecting Tool?

Artificial Intelligence 103

Artificial Intelligence Sales CRM Decision-making 103

Hubspot Sales

JUNE 29, 2023

He made a goal to make 6-figures during his first year, and in only eight months, Cody made over $117,000. He made a goal to make 6-figures during his first year, and in only eight months, Cody made over $117,000. But if you can handle many “no” without faltering, you’ll do great in this industry.

Insurance 94

Insurance Sales Interpersonal Skills Decision-making 94

Hubspot Sales

JANUARY 8, 2018

Always do your best. Don't watch the clock; do what it does. Salespeople deal with ample amounts of negativity. 2) "Always do your best. 4) "Don't watch the clock; do what it does. .” - Jim Cathcart. 4) "Don't watch the clock; do what it does. 8) "Do you want to know who you are?

Decision-making 112

Decision-making Sales Innovation Leadership 112

Brooks Group

JANUARY 5, 2021

As a sales leader, it’s never been more critical to be on the ball. In our experiences, as well as through our Sales Leadership Training programs, we recommend sales leaders follow these eight best practices to achieve leadership excellence: 1. Make the quota discussion a collaborative effort.

Sales Leadership 74

Sales Leadership Leadership Sales Virtual Selling 74

Hubspot Sales

NOVEMBER 9, 2022

You do have it in you, though, to complete that marathon as well; it comes down to preparation. You do have it in you, though, to complete that marathon as well; it comes down to preparation. What Sales Reps Should Do In The First Quarter of a New Year. You just closed out Q4 and blew it out of the water. What didn’t work?

Value Proposition 82

Value Proposition Sales Meetings Account Development 82

Hubspot Sales

SEPTEMBER 13, 2018

The Best TED Talks for Salespeople. If] you do something no one's ever done before and get it completely wrong how should you be treated? "[If] you do something no one's ever done before and get it completely wrong how should you be treated? Salespeople are no stranger to stress. Shut Up and Listen!

Innovation 145

Innovation Sales Internet Management 145

Whetstone

MARCH 14, 2024

They are also in the best position to appreciate the hard work and commitment of the sales team. In most cases, however, managers have never been trained on how to coach. In the dynamic realm of high-end selling and strategic account management, the role of coaching often takes a back seat.

Management 52

Management Account Management Meetings Sales 52

Hubspot Sales

FEBRUARY 21, 2020

But turnover can also be a positive thing. And because salespeople are so focused on meeting their number, it can be hard to spot burnout in your team before it’s too late. Good salespeople are worth holding on to — even when they hit a rough patch. Good salespeople are worth holding on to — even when they hit a rough patch.

Meetings 132

Meetings Account Management Management Performance Review 132

Hubspot Sales

MARCH 16, 2018

As a rule, salespeople should never call or email outside normal business hours -- before 8:00 a.m. or after 6:00 p.m. You’ll read many articles recommending salespeople call after hours to get past assistants or front desks -- but I wouldn’t recommend it. 3 Emails to Never Send Over the Weekend.

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