All posts by HubSpot Sales Blog

3 Unexpected Ways to Crush Sales Meetings

Field salespeople have one major advantage over inside reps: Establishing relationships with your prospects is far easier when you’re sitting across the table from them rather than talking to them through a computer screen. But face-to-face meetings come with their...

/ June 21, 2017

20 Commonly Misused Words and Expressions Even People With Huge Vocabularies Get Wrong

Last week, I discovered I’d been writing “TDLR;” instead of “TL;DR.” Considering I’ve been using this expression at least once per day for the last five years, I was mortified. Mistakes like these aren’t a huge deal on their own....

/ June 20, 2017

7 Daily Habits That’ll Keep Your Pipeline Full

Keeping your pipeline full has cascading effects. If you know you have plenty of opportunities to work, you won’t fall back on bad sales tactics (like discounting or guilting prospects) to close deals. You’ll feel confident enough to set your...

/ June 20, 2017

21 Habits to Become a More Effective Salesperson

The other day, a friend who works in sales told me an unbelievable story about her sales team. On the morning of the last day of the month, her team had met less than 80% quota. By the end of...

/ June 19, 2017

How These 16 Words Affect Your Close Rate

Research has shown that overusing “filler words” creates a slightly negative perception of the speaker. But do filler words actually have a meaningful impact on sales outcomes? As salespeople, we pride ourselves on being professional communicators. Filler words make most...

/ June 19, 2017

The Salesperson’s Ultimate Guide to Tony Robbins

Tony Robbins is an author, speaker, businessman, and life coach. He’s written six best-selling books, coached everyone from former President Bill Clinton and Oprah to Serena Williams and Aerosmith, acted as a founder or partner in more than 30 companies...

/ June 19, 2017

5 Motivating Stories of the World’s Best Salespeople

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. Things that require...

/ June 16, 2017

4 Selling Tips for Introverts

I hate being called a sales guy. Call me a business owner. Call me an entrepreneur. Call me an engineer or consultant or professional. Anything but a “sales guy.” It’s frustrating being labeled as pushy, heavy-handed, and aggressive when heading...

/ June 16, 2017

The 11 Biggest Mistakes People Make When Choosing a CRM

With so many different CRM providers, systems, and features to choose from, finding the best CRM software for your business can be a challenge. And considering the majority of businesses use Excel to track sales, choosing a CRM will be...

/ June 16, 2017

How I Doubled My Sales in One Year

Fourteen months ago, right around the conclusion of 2015, I remember reflecting on the year I had as a sales professional. I felt like I was someone who was producing average results, despite having above-average dreams and desires. Fast forward...

/ June 15, 2017

14 LinkedIn Sales Navigator Secrets All the Best Prospectors Know

Want to become a prospecting superstar? LinkedIn Sales Navigator is a fantastic resource. It simplifies the process of finding, contacting, and staying up-to-date with prospects, referrals, and customers. Rather than spending hours manually tracking prospect activity on the platform, you...

/ June 15, 2017

3 Ways Your Qualifying Questions Are Destroying Your Buyer’s Trust

Your time is valuable. Every precious minute you spend with a prospect who will never be a viable buyer is a minute you’ve wasted. You need to qualify prospects to make sure they’re serious, not just price shopping or browsing....

/ June 14, 2017

8 Ways to Start a Sales Call So Prospects Don’t Hang Up On You

How do you feel when your phone rings and you realize you’re receiving a call from a salesperson? For most business people, it’s interruptive, annoying, and distracting. But if it’s your job to call prospects, you don’t have to fall...

/ June 13, 2017

10 Powerful Persuasion Techniques to Use in Your Next Sales Email

Communication is the lifeblood of sales. Successfully closing deals, providing value, explaining complexities — they all rely on your ability to express yourself clearly and persuasively.The sales email is a special breed of communication. You only have a very small...

/ June 13, 2017

7 Ways You’re Projecting Insecurity Over Email

Insecurity is poison to a sales relationship. If your prospect picks up on any anxiety or self-doubt, they’ll lose respect for you — and more importantly, they won’t believe your recommendations are valuable. So what can you do to project...

/ June 12, 2017

3 Startup Sales Mistakes I’ll Never Repeat

Moving from a successful corporate sales career to being the co-founder of a tech startup was a steep learning curve. I passionately believed that great success lay in repeating what I had done previously and, although the majority of my...

/ June 12, 2017

6 Honest Selling Secrets From a Dishonest Man

In 1911, a man walked into a room full of strangers to deliver what would become one of the greatest sales pitches of all time. That man was Daniel Plainview, the fictional anti-hero of There Will Be Blood. In a...

/ June 9, 2017

5 Reasons Your Sales Emails Get Ignored

Why are prospects ignoring your emails? Hopefully, you’ve already ruled out the obvious answers. Your email is too long. Your email reads like a marketing brochure. Your email is clearly a blast to hundreds or thousands of people. Assuming you’re...

/ June 8, 2017

10 Signs You Should Absolutely Hire That Salesperson

I’ve interviewed more than 250 people for sales positions in the last 10 years. Although every top candidate has different strengths, certain trends come up again and again. I’ve learned to look out for these signs during interviews — if...

/ June 8, 2017

How to Create a Great Sales Pitch in 3 Steps

“Consultative selling” comes up again and again. But what does it really mean? And how can you make your sales pitch — which is traditionally product-centric — more consultative? First, let’s dive into the differences between product selling and consultative...

/ June 7, 2017

The 16 Worst Sales Email Writing Mistakes

You never get a second chance to make a good first impression. And when that first impression is made via email, it’s even harder to come off the way you want to. Without the benefit of an in-person interaction, you...

/ June 7, 2017

21 Phrases Guaranteed to Make Intro Emails Successful

Writing a great outreach email is tough. You’re well-aware that even if your prospect is interested in your value prop, you’re competing for their attention with tons of other emails, not to mention all their other to-dos. So what should...

/ June 6, 2017

4 New Ways to Get Meetings With Executive Buyers

The quickest way to get a deal over the finish line? Call high. If you start at the bottom of an organization, you’ll need to identify a potential influencer, earn their trust, figure out their boss’s goals, and train them...

/ June 6, 2017

The 5 Most Common Objections During Prospecting and How to Overcome Them

When we talk about objection handling in sales, it is often focused on the later stages of the buying cycle, usually during negotiations. We focus on pricing and timing issues — the types of objections that prevent a deal from...

/ June 5, 2017

How to Win Against the Competition

Salespeople and prospects rarely want to talk about the same things. You want to talk about the buyer’s budget, timeline, and role in the decision making process, while the buyer wants to talk about pricing and the nuts and bolts...

/ June 5, 2017

5 Crucial Things to Do in the First 10 Minutes of Every Sales Presentation

If you don’t like the first few episodes of a TV show, do you stick with it until the series finale? Probably not. It’s unlikely you’ll suddenly start loving it, and there are plenty of other options out there. Unlike...

/ June 2, 2017

The 10-Part Checklist for Starting a Successful Referral Partnership

Hopefully, you have already realized that a great Referral Partner can be worth a lot more to your business then any one client. My question for you is, “Do you have a clearly laid out plan — and are you...

/ June 2, 2017

Sales Pipelines: A Comprehensive Guide for Sales Leaders and Reps

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. But what is a sales pipeline — and why is it so instrumental to selling success? In this guide, you’ll learn everything you...

/ June 2, 2017

7 Terrible Sales Email Subject Lines You’ve Probably Used This Week

Imagine you’ve spent 10 years writing the next great novel. Your editor loves it and the early reviews are great, but once it’s published, no one buys it. Turns out, your cover sucked. Unless you’re a writer, this situation might...

/ June 1, 2017

How You Can Avoid My Biggest Mistake as a Sales Manager

When I started managing, I was focused on things such as … Gaining trust from my team Understanding what motivated each one of my team members to work with me and at the company Ensuring I knew sales forecasting fundamentals...

/ June 1, 2017