Hubspot Sales

AUGUST 8, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Sales is, in large part, the art of establishing trust in a tight window. Well, I‘ve put together this handy guide to help answer both of those questions. What is authority in sales?

Sales 93

Sales Decision-making Stakeholders Organization 93

Red Star Kim

MAY 15, 2023

I’m often asked to provide training in conversation skills. Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of relationship building or sales conversations. So I’ve selected three – depending on whether you are a beginner or a pro and whether you are in the UK or the USA.

e-Learning 130

e-Learning Communication Meetings Digitalization 130

Brooks Group

MARCH 27, 2023

Conversation starters are essential in sales because they can help to break the ice and establish a rapport with potential customers. A good conversation starter is typically an opening line or question that can be used to gather important information about the client’s needs and interests.

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Sales Media Sales Training Decision-making 52

Hubspot Sales

JUNE 9, 2021

In fact, the only people that buyers trust less than sales reps are car salespeople, politicians, and lobbiers. Sales tie downs are here to help fix that. It’s a great way to slow down your conversation, and speed up the sales process. What are sales tie downs? Sales tie downs don’t have to be long, elaborate sentences.

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Sales Software Software Management 119

Hubspot Sales

MARCH 8, 2018

Sales qualification is a game of questions. Unless you ask the right questions, you won't uncover the right needs. Unless you ask the right questions, you won't understand the right problems to solve. But there's an art to asking sales questions. Ask Permission.

Sales 145

Sales Decision-making Retail Stakeholders 145

Red Star Kim

JUNE 20, 2022

Delegates on my coaching training sessions often ask for recommendations of good books on coaching and this is a mature, comprehensive and challenging exploration of what it takes to be a great coach. The author is a pioneer in executive coaching in the UK and author of Adults Learning (Open University Press). About the author.

Client Relationships 130

Client Relationships Facilitation Brainstorming Meetings 130

Hubspot Sales

MAY 18, 2023

This means asking for the absolute best terms you can reasonably expect to get. If you’re selling your services, ask for the highest possible rates for your business that you can justify. If you’re buying, ask for the lowest price that you can justify. Yet, many salespeople approach negotiations with trepidation.

Negotiation 110

Negotiation Profitability Meetings Sales 110

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. 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.

Publishing 121

Publishing Leadership Media Sales 121

Arpedio

FEBRUARY 22, 2024

In the dynamic landscape of modern business, sales strategy stands as a cornerstone of success. Whether you’re a seasoned sales professional or a burgeoning entrepreneur, the effectiveness of your sales approach can make or break your company’s growth trajectory. What is MEDDPICC?

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Arpedio

FEBRUARY 22, 2024

In the ever-evolving realm of sales, one approach has consistently proven to be a game-changer: consultative selling. Consultative selling is more than just a sales technique; it’s a philosophy centered around empathy, collaboration, and problem-solving. What is Consultative Selling?

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Brooks Group

JUNE 27, 2022

Sales negotiation is a critical skill for any sales professional. We will discuss everything you need to know about sales negotiation, providing valuable tips that can help you improve your negotiation skills. What is Sales Negotiation? When you negotiate sales, each party tries to go for a deal that is in their favor.

Negotiation 84

Negotiation Emotional Intelligence Sales Profitability 84

Arpedio

FEBRUARY 22, 2024

Spin Selling is a highly acclaimed sales methodology that revolutionized the way sales professionals approach their craft. Developed by Neil Rackham in the 1980s, Spin Selling has since become a cornerstone of modern sales strategies, offering a systematic approach to understanding customer needs and closing deals effectively.

Software 52

Software Software Decision-making Performance Review 52

Hubspot Sales

NOVEMBER 30, 2020

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. If you’re guilty of this, you might need to perfect your sales follow-ups. Sales Follow-Up Techniques. Image source.

Decision-making 140

Decision-making Sales Meetings Stakeholders 140

Arpedio

MARCH 15, 2024

In today’s competitive business landscape, mastering the art of strategic selling is essential for sales professionals looking to drive revenue growth and outperform their competition. But what exactly is strategic selling, and why is it so critical in modern sales? What is Strategic Selling?

Value Proposition 52

Value Proposition Negotiation Sales Stakeholders 52

Hubspot Sales

DECEMBER 8, 2018

When qualifying , you bring value to your prospects, clients, and yourself through the questions you ask -- but only if they're good questions. Allow me to introduce you to a concept I call "high-value questions.". Naturally, the best high-value questions provide insight for all parties concerned.

Decision-making 145

Decision-making Meetings Sales 145

Hubspot Sales

JANUARY 24, 2018

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. First, ask open-ended questions. To help you master this crucial skill, we’ve written a comprehensive guide to small talk.

Decision-making 144

Decision-making Meetings Internet 144

Arpedio

APRIL 30, 2024

Value selling is a sales approach that can revolutionize the way you sell. By understanding and implementing value selling strategies, you can elevate your sales approach and close more deals. Simply put, it puts your customers at the center of the sales process. What is Value Selling? So, why does value selling matter?

Value Selling 52

Value Selling Value Proposition Negotiation Decision-making 52

Red Star Kim

APRIL 12, 2023

Detailed delegate poll results and feedback are shown towards the end of the post. Culture shock and the never-ending “to do” list Some of the delegates described the “culture shock” they experienced as they entered a M&BD role in the professional services sector.

Media 130

Media Marketing B2C Stakeholders 130

Hubspot Sales

JUNE 8, 2020

It's never been more difficult to be a B2B sales rep. Regardless if you are a grizzled sales veteran with decades of experience or brand new to the profession, here are some simple steps to delight your prospects. This leads to subtle pushes like asking for a demo before the prospect is ready. Challenge 1: Not Being Pushy.

B2B 92

B2B Sales Decision-making Marketing 92

PandaDoc

JULY 11, 2022

Behind almost every successful business is a successful sales team. Whether you’ve got a small team of inside sales reps, a large outdoor sales team, or a wholesale department working on distribution partners for your next product, sales is the lifeblood of any business. Before you start: Sales reps by the numbers.

Sales 52

Sales Emotional Intelligence Decision-making Software 52

Brooks Group

SEPTEMBER 29, 2022

This blog article will provide you with five helpful hints that will assist you in developing stronger connections and expanding your sales funnel. In addition to this, we will provide a few case studies that highlight how the use of these strategies has assisted other sales professionals in achieving success.

Sales 52

Sales Communication Construction Decision-making 52

Hubspot Sales

NOVEMBER 12, 2019

In a world filled with sales reps trying to make quota, the same goal remains: close the sale. Yes, as a sales professional, your job is ultimately to sell. Remember, the goal of value-based selling is to close the sale by putting the needs of your prospect first. Enter value-based selling. Do your homework.

Decision-making 114

Decision-making Media CRM Meetings 114

Hubspot Sales

APRIL 18, 2018

If you write powerful sales email closing lines, the recency effect will amplify its impact. Read on for ideas for closing strong (and check out these terrible email closing lines so you know how not to end a message). Can’t-Resist Questions. Ending with an interesting question is also valuable for learning more about prospects.

Leadership 145

Leadership Sales Management 145

Hubspot Sales

MARCH 27, 2018

I learned some great lessons about sales while in an unlikely environment: the improv comedy stage. So even in improv comedy, an art form that’s by definition scriptless -- it’s important to know where you’re going. Always Ask for the Next Step. Always Ask for the Next Step. I liked to dabble.

e-Learning 88

e-Learning Decision-making Media Meetings 88

Hubspot Sales

JULY 3, 2018

The explosive growth of technology has rapidly changed -- and will continue to change -- the sales game. Many of the brute force activities that have set sales leaders apart in the past are being taken over by technology. So, how do you build skills that will propel you to success in the new sales world? What's Old Is New Again.

Interpersonal Skills 98

Interpersonal Skills Sales Decision-making Facilitation 98

Red Star Kim

SEPTEMBER 22, 2022

Client service and sales opportunities for professionals in the digital age” some key issues emerged: Telephone skills: Anxiety, voice, etiquette and the client experience. asking PAs about the best time to call and. At a recent MBL workshop “Pick up the phone! Anxiety around picking up the phone. Landlines are a rarity.

Emotional Intelligence 130

Emotional Intelligence Communication e-Learning Digitalization 130

Openview

JULY 23, 2018

As we covered in our last article , managing the tension between consistency and flexibility is key to a sales team’s success. Get this right and you’ll have sales conversations that close significantly more deals. For most sales teams, this isn’t easy to manage. It’s often referred to as the “art” of selling.

Sales 62

Sales Meetings Management Stakeholders 62

Nutshell

DECEMBER 6, 2018

Crafting a quality sales voicemail has become something of a lost art. Considering how often cold calls go to voicemail, your ability to leave compelling sales voicemails can have an enormous impact on your success during the prospecting stage. Should You Even Bother Leaving Sales Voicemails?

Sales 104

Sales Publishing Communication Management 104

Hubspot Sales

APRIL 20, 2020

The best salespeople make sales personal. Salespeople need to know how to be empathic and thoughtful while still making sales. In order to offer some perspective on empathy in sales and how to incorporate it into your interactions with prospects, we've asked some HubSpot sales reps for their advice and ideas.

Facilitation 113

Facilitation Account Management Sales Management 113

ACT

MAY 12, 2021

A sales process is a series of phases or steps which a prospect goes through, before becoming a customer. If you have been selling for a while now but don’t have an agreed-upon sales process, there is still one implicitly in place; it’s just not standardised and/or visible to you. The emergence of new engagement channels.

Sales 52

Sales CRM Software Software 52

Hubspot Sales

NOVEMBER 16, 2017

But there’s an art to keeping your emails prospect-focused, and I’m sharing five of my go-to tips below. Instead of asking for a meeting, link to your calendar so your prospect can find a mutually compatible meeting time. When your prospect opens an email to see 13 hyperlinked articles, they’re overwhelmed. 1) Lead intelligence.

e-Learning 97

e-Learning CRM Meetings Software 97

Hubspot Sales

MARCH 23, 2018

Sales Call Tips. Start Sales Calls with a Bang. Just like sports, the use of science to develop elite performers also applies in sales. On the other hand, the use of science in sales focuses on two areas: the seller and the buyer. 15 Expert Phone Sales Tips. 15 Expert Phone Sales Tips. Use Awesome Labels.

Decision-making 145

Decision-making Sales Artificial Intelligence Value Proposition 145

Openview

MAY 22, 2018

The world of sales is full of dangerous villains – time-consuming administrative tasks , inefficient internal processes, lack of proper tools and resources, etc. And to top it all off, there is an even greater foe – the leaking of your valuable sales knowledge. Sales Knowledge Management to the rescue! Efficiency.

Management 71

Management Sales Brainstorming Organization 71

Jeffrey Gitomer

DECEMBER 14, 2012

You can learn the best ways to persuade in each given situation of your business life, your sales life, and your personal life. Persuasion is an art. Persuasion is excellent questioning skills beyond excellent communication skills. Persuasion is excellent questioning skills beyond excellent communication skills.

Communication 75

Communication Sales 75

Red Star Kim

APRIL 24, 2023

Earlier in April I ran a public MBL “Pick up the phone – Client service and sales opportunities for professionals in the digital age” online training workshop. This post picks up on the key themes arising and the delegate polls, questions and takeaways are shown below as a further learning resource. M&A transactions).

Emotional Intelligence 26

Emotional Intelligence Financial Services Decision-making Cybersecurity 26

Account Management Skills

AUGUST 24, 2021

As often happens, when you’re building a company, and you’re trying to figure out a product, you start in one place and end up in another. As often happens, when you’re building a company, and you’re trying to figure out a product, you start in one place and end up in another. – how to avoid client churn.

Account Management 98

Account Management Management Account Planning Co-Creation 98

Account Management Skills

JULY 27, 2021

And I’ve asked him particularly to share his observations, thoughts, and tips for recruitment, both for creative agencies and also for candidates. We’ve had, I think, by the end of this current year, we’ll have had 113 people who’ve gone through the School of Thought programme. Phil 00:49. Phil 01:02.

Account Management 52

Account Management Decision-making Management Marketing 52