Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

Sales Management 109

Sales Management Management Sales Leadership 109

PandaDoc

DECEMBER 13, 2018

It’s no secret that there are many benefits to gamifying your sales process. It can help onboard reps faster, encourage friendly competition, and improve overall team morale. Even if you don’t have a tool in place, it’s likely as a sales leader you’re already using it in some form. Ever organize a sales contest?

Sales 83

Sales Onboarding Sales Environment Meetings 83

Hubspot Sales

JANUARY 31, 2018

I’ve seen some incredible changes, and I can say without a doubt that right now is the best time to invest in a sales career. Sales is fun, critically important to scaling businesses, financially lucrative, and intellectually stimulating. 18 Outdated Sales Tactics to Kick to the Curb in 2018. Cold calling.

Sales 145

Sales Media Meetings Brainstorming 145

Hubspot Sales

APRIL 10, 2018

How to Get a Prospect to Respond. Get personal. Sometimes a salesperson gets lucky with an ultra-responsive prospect. Every time the rep sends an email, a response follows within the hour. When they call, the prospect picks up and makes time to chat. When they call, the prospect picks up and makes time to chat.

Meetings 111

Meetings CRM Sales Organization 111

Hubspot Sales

JANUARY 17, 2018

With the demand for sales development talent skyrocketing, we wanted to investigate how sales managers are successfully hiring the right people for the SDR position. But that mentality won’t help your sales org hit its targets -- and firing reps is an expensive (and painful) process. Why sales?”.

Sales 84

Sales Decision-making Sales Management Management 84

Nutshell

MARCH 14, 2018

For many companies, sales teams are the ultimate growth engine—which makes effective hiring of sales reps tremendously important. Figuring out the right time to hire, nailing down the responsibilities and expectations of the sales role, and understanding how to evaluate and select the best talent can make or break your business.

Sales 85

Sales Banking Onboarding Value Proposition 85

Corporate Visions

SEPTEMBER 20, 2018

What does the typical sales meeting look like today? A better question might be: What does the typical salesperson look like? million sales professionals in the U.S.—47% 47% are inside sales reps, while about 53% are outside. That means 75% of all sales meetings are now remote.

Meetings 40

Meetings Sales Marketing 40

Nutshell

MAY 29, 2018

Building a sales process gives your future sales efforts a much greater chance of success, but your work isn’t done until it’s part of your organization’s DNA. Missed the last installment of our sales process series? Click here to read How to Build a Sales Process. PART 1: How to automate a sales process in your CRM.

CRM 82

CRM Sales Decision-making B2B 82

Hubspot Sales

JANUARY 31, 2018

What sets sales leaders apart from everyday reps? And how do some reps skyrocket their career growth? The development of this ability leads to better judgement and allows you to view organizational needs in a holistic, long-term way. It makes you a better internal collaborator. Assessment. Vision and Discipline.

Emotional Intelligence 110

Emotional Intelligence Decision-making Sales Leadership 110

Hubspot Sales

MARCH 12, 2018

Yes, you read the title right -- I guarantee that these templates will get responses from prospects. But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. Where Sales Prospecting Went Bad. No, this isn't an infomercial.

Publishing 145

Publishing Sales Software Software 145

Hubspot Sales

FEBRUARY 28, 2018

As products and services become increasingly commoditized, buyers are aware they can get a similar offering from another company. But what they can't get from just any vendor is the same sales experience, which is created by the sales rep. The cardinal rule of sales is to always make it about your buyer.

Decision-making 145

Decision-making Retail Brainstorming B2B 145

Hubspot Sales

FEBRUARY 2, 2018

The problem with being a worrier in sales? And if you didn’t get any sleep the night before because you kept thinking, “What if I don’t win that deal?” And if you didn’t get any sleep the night before because you kept thinking, “What if I don’t win that deal?” or “Am I cut out for sales?” Get outside.

Publishing 96

Publishing Media Management Sales 96

SBI

OCTOBER 2, 2018

Inside sales reps who engage prospects with a personalized pitch see better open rates, have longer conversations, and book more meetings. But migrating from a traditional cold calling model to one that requires a high-level of customization can be challenging, even for the most sophisticated inside sales environments.

Onboarding 40

Onboarding Sales Meetings Sales Environment 40

Showpad

AUGUST 1, 2018

The dynamic between Sales and B2B buyers is changing. Buyers no longer wait for sales reps to educate them on a new product or service. This kind of self-reliance is because B2B buyers no longer see content handed them from Sales as addressing the specific challenges they face in their business.

B2B 45

B2B Marketing Media Meetings 45

Showpad

OCTOBER 3, 2018

The following are common mistakes that you should be sure to avoid if you plan to bring coaching into your sales team: Not Getting Company-Wide Alignment. A coaching culture involves every employee, not just sales reps, in one way or another, so they should all be aligned and understand what the change means for them.

Meetings 56

Meetings Management Sales Management Organization 56

Showpad

AUGUST 31, 2018

Your sales kickoff (SKO) is not just another sales meeting; it’s a time to gather all your reps at the start of the year to review the past 12 months and motivate them as the next 12 ramp up. Follow these tips to guarantee your sales reps stay focused and on track and carry that with them post-SKO.

Brainstorming 40

Brainstorming Meetings Organization Negotiation 40

SBI

AUGUST 7, 2018

To qualify, they should help companies sell more, in less time, at the right price, while lowering costs – what we call the 4 Golden Goals. In each interview, we ask several questions about how their solution can change a sales organization in a significant way. The solution quickly gets them back on the route to success.

Digitalization 38

Digitalization B2B Sales Leadership Account Strategy 38

Hubspot Sales

APRIL 10, 2018

Now, last call, you were telling me about [business problem. The seller who asks the right questions guides the sale and wins the deal. Sales Probing Questions Mistakes. Here are five common mistakes reps make when asking probing questions and what to do instead. It’s wise to do some homework before any sales meeting.

Meetings 86

Meetings Decision-making Manufacturing Sales 86

Corporate Visions

APRIL 20, 2018

Once our research revealed the best message for when you’re the outsider trying to defeat the status quo (“Why Change?”), we started hearing from folks wondering what to do when they are the status quo (“Why Stay?”). This moment we’re calling the “Why Evolve?” There’s a lot on the line in the “Why Evolve?” That’s what’s at stake.

Decision-making 40

Decision-making Customer Experience Acquisition Facilitation 40

Help Scout

NOVEMBER 12, 2018

Typically, in-house strategies are used when there is no precedent of remote employees, a product/service complexity would hinder remote employee success, or the growth is in response to client needs rather than strategic sales territory growth. Choosing a 24/7 support strategy. Start by understanding your customer needs. And from 3 a.m.

Leadership 40

Leadership Decision-making Customer Experience Meetings 40

Hubspot Sales

JANUARY 22, 2018

Sales training programs help salespeople learn and/or improve their selling technique, skills, and processes. According to CSO Insights, salespeople who complete highly rated sales training programs have 10% higher win rates. Length: How will you fit training into your and/or your sales team’s schedule? Length: Half-day.

Sales Training 145

Sales Training B2B Sales Negotiation 145

Hubspot Sales

AUGUST 13, 2018

Sales forecasting can play a major role in your company’s success ( and your own career development ). According to research from the Aberdeen Group , companies with accurate sales forecasts are 10% more likely to grow their revenue year-over-year and 7.3% Read on to learn: What Is Sales Forecasting? more likely to hit quota.

Sales 136

Sales CRM Procurement Decision-making 136

Openview

MAY 30, 2018

We’ve all heard Tom Cruise’s famous line from Jerry Maguire, but showing your sales team members the money is often a complicated equation. In this guide, you’ll find tips for designing sales compensation packages that yield results and actually scale. Salary or Bonus-Heavy Compensation: Which Model is Best?

Sales 147

Sales Organization Profitability Management 147

PandaDoc

MARCH 2, 2018

But this statement is especially true for sales reps. Here are the top seven time management hacks for sales reps to cut their hours while increasing their bonuses month after month, year after year. Then, you can use tools to help you scale everything from outreach, following up, recapping calls, and more.

Management 72

Management Sales Meetings CRM 72

Hubspot Sales

JUNE 8, 2018

The Psychology of Selling is a well-regarded book by legendary sales professional Brian Tracy. Brian Tracy’s classic guidebook, “ The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible ,” is on the must-read list for every sales professional. Closing the sale. Building rapport.

Decision-making 111

Decision-making Brainstorming Meetings Sales 111

Hubspot Sales

NOVEMBER 21, 2018

Pick a sales strategy. It generally includes a business plan outlining the target audience, marketing plan, and sales strategy. decision makers for every sale who have a say in whether a product is purchased. These people make up what is called the “buying center.”. Steps for developing a GTM strategy. Generate interest.

Marketing 140

Marketing Advertising Decision-making Brainstorming 140

Openview

SEPTEMBER 6, 2018

If you’ve been in startup leadership for any amount of time, when I say retaining sales employees is especially hard right now, you probably know exactly what I mean. The average tenure of a VP of Sales has shrunk to just 19 months. Let’s get into it. What do most top performers in sales want? Without a doubt, yes.

Onboarding 88

Onboarding Sales Leadership Brainstorming 88

Nutshell

NOVEMBER 7, 2018

For example, it’s generally accepted that phone support is less scalable than email or chat support, because support calls require individual team members to field them and can take up a lot of time. They have lots of money and people, but their teams don’t necessarily build a more functional product nor do they service it any better.

Investors 80

Investors Decision-making CRM Customer Experience 80

SBI

NOVEMBER 28, 2018

Unfortunately, for some sales reps, digging through notes in the way real miners do, became daily routine. In this blog post, we’ll cover major pain points of sales reps, and how automation solves them. An automated follow up is more reliable: voicemails and emails will be sent, calls made, reminders attended to.

CRM 55

CRM Sales Digital Transformation Digitalization 55

Hubspot Sales

FEBRUARY 15, 2018

Motivation is one of the essential ingredients of sales success. When you’re not motivated, you’ll struggle to finish even the most basic tasks, like sending out a batch of prospecting emails or prepping for your upcoming calls. The brand has now earned more than $6 billion in sales. Probably won’t go very well. David Ogilvy.

Banking 110

Banking Manufacturing Finance Advertising 110

Help Scout

DECEMBER 29, 2018

With that said, let’s get into some specific skills that every support employee can master to “WOW” the customers that they interact with on a daily basis. Make sure you’re getting to the problem at hand quickly; customers don’t need your life story or to hear about how your day is going. Attentiveness. Clear communication skills.

Communication 40

Communication Onboarding Innovation Organization 40

Hubspot Sales

MAY 22, 2018

In order to build a successful company, you’ll need to create and fine-tune a business plan, assess your finances, complete all the legal paperwork, pick your partners, choose the best tools and systems to help you get your marketing and sales off the ground … and a whole lot more. Design a marketing & sales strategy.

Finance 145

Finance Business Planning Small Business Investors 145

Nutshell

JULY 31, 2018

Picking the right sales stages for the way you sell is one of the most important elements of a successful sales process. Whether you’re building your first pipeline from scratch or want to overhaul an existing process, these sales process templates will give you a great head-start. Simple sales process templates.

B2B 97

B2B Sales Advertising Acquisition 97

Nutshell

JUNE 27, 2018

Simply sending out a generic sales email to a list of prospects is bound to return poor results. non-creepy ) personalization with a touch of originality is the key to standing out in B2B sales. That’s why we compiled this list of B2B cold email templates that sales and marketing pros have used in their own businesses.

B2B 122

B2B Advertising Acquisition Decision-making 122

Nutshell

JUNE 27, 2018

Simply sending out a generic sales email to a list of prospects is bound to return poor results. non-creepy ) personalization with a touch of originality is the key to standing out in B2B sales. That’s why we compiled this list of B2B cold email templates that sales and marketing pros have used in their own businesses.

B2B 48

B2B Sales Advertising Acquisition 48