All posts by HubSpot Sales Blog

5 Strategies That’ll Make Deal Reviews 5X More Successful

Predicting the outcome of a deal is like predicting a tornado. If you say, “There’s a tornado coming — I know because I can see it,” no one’s impressed. The same is true for a deal that’s obviously very close...

/ March 22, 2017

The 22 Best Sales Training Programs for Every Budget and Team

Sales training programs help salespeople learn and/or improve their selling technique, skills, and processes. The ultimate goal is improving bottom-line results. According to CSO Insights, salespeople who complete highly rated sales training programs have 10% higher win rates. For a...

/ March 22, 2017

9 Sales Email Templates to Inspire Urgency in Your Prospects

Most salespeople face the same persistent challenge: Their prospects lack urgency. There are a number of strategies — both successful and unsuccessful — reps use to overcome this inertia. Often, they end up offering huge discounts with expiration dates. While...

/ March 21, 2017

19 Responses to the Sales Objection “It’s Not a Good Time to Buy”

You’ve been speaking with a prospect for a while. You’ve got a sense of their goals and their pain, and it seems like your offering is a great fit for their business. You’re all ready to set a date for...

/ March 21, 2017

A Proven 14-Part Framework for Kicking Off Account-Based Sales [Infographic]

It’s usually no easy feat for a sales organization to transition to an account-based model. Depending on your current process, you might need to start from scratch. For example, if you currently have a large team of business development reps...

/ March 21, 2017

19 Terrible, Horrible, No Good, Very Bad Sales Phrases That Turn Prospects Off

Sales is a language game. Salespeople use words to demonstrate value, identify business pain, create a sense of urgency, and close deals. Unfortunately, many salespeople also use words to ruin their chances of winning a deal. Too much of sales...

/ March 20, 2017

30 Email Etiquette Tips to Avoid Writing Sloppy Emails

One of the simplest yet most important characteristics of a great email? It follows basic rules of email etiquette. While picking a standard font and signing off with an appropriate signature might not be the most scintillating activity you do at...

/ March 20, 2017

Free CRM Software Evaluation Guide: How to Choose the Best Free CRM System for Your Company

Your business is growing, and spreadsheets are getting frustrating to manage. You know you need a CRM, but there are hundreds of CRMs and hundreds more features available. How do you decide which is the best for your business? This guide will...

/ March 20, 2017

How to Meet the Most Well-Connected Person in the Room in 30 Seconds [Networking Hack]

Some salespeople only get a few opportunities each year to network, while others attend networking events several times per month. When it comes to making (or beating) your quota, networking is a game-changing strategy. You can meet potential customers, find...

/ March 17, 2017

How Sales Managers Can Encourage Reps to Upsell and Cross-Sell

Do the reps on your team push for the close — and then vanish from buyers’ lives, never to be seen again? If so, your company is losing out on a valuable source of revenue. It’s far easier to sell...

/ March 17, 2017

6 Reports Your Sales Reps Need to Be Successful

Many salespeople spend their time focusing outward on prospecting. However, the most successful salespeople also look inward — at the treasure trove of information just waiting in their CRM. Salespeople often struggle to understand lead behavior across different channels. Yet...

/ March 17, 2017

The 5 Sales Presentation Guidelines You Must Follow to Close the Deal

There’s nothing worse than getting through an entire sales presentation only to hear, “That was great, but I just need some time to think this over.” While many salespeople focus on making their presentations flashy, fun, and exciting, they do...

/ March 16, 2017

How to Salvage a Sales Deal After You’ve Blown It

It can be a difficult task to build trust and credibility with prospects and customers. It is even harder when attempting to rebuild trust after it has been damaged.  When this happens, the impact on even your longest and strongest professional relationships...

/ March 16, 2017

The Best Time to Make a Sales Call in 2017

Most salespeople are eager to know the best time to cold call their prospects. It’s an enticing idea: Rather than waiting for a compelling event, researching the buyer, and crafting a personalized message, the rep simply needs to know the...

/ March 15, 2017

How Top HubSpot Reps Handle Price, Timing, & Competitor Objections [Short Videos]

“But … “ Salespeople dread hearing prospects utter this word. They know what’s coming — an objection. It may seem like there are hundreds of objections. But after a great deal of digging, we found the majority fall into three buckets: Pricing, timing, and...

/ March 15, 2017

The Inbound Sales Methodology

Due to the proliferation of marketing materials on the internet, the modern buyer is no longer dependent on salespeople for necessary purchasing decision information. Inbound salespeople see the need to personalize the sales experience to the buyer’s context.  Meanwhile, inbound sales teams...

/ March 15, 2017

28 Responses to the Dreaded Sales Objection “It Costs Too Much”

Price objections are common in sales — primarily because most prospects have learned pushing back on cost will get them a discount. That makes it difficult to respond to a pricing objection if you don’t want to immediately lower your...

/ March 14, 2017

28 Responses to the Dreaded Sales Objection “It Costs Too Much”

Price objections are common in sales — primarily because most prospects have learned pushing back on cost will get them a discount. That makes it difficult to respond to a pricing objection if you don’t want to immediately lower your...

/ March 14, 2017

4 Things Only Great Sales Managers Do

Coaching sales reps is the most important role front-line sales managers play, according to 74% of leading companies surveyed by Forbes Insights and Brainshark. And research from the Sales Executive Council shows that no other productivity investment improves performance more...

/ March 14, 2017

5 CRM-Ready Email Templates for Technical Services and Products

Do you sell a complex product or service? Then you know how hard it is to pare down a complicated pitch into easy-to-read, straightforward messaging. As a growth coach for HubSpot’s Sales Partner Program, I field a lot of different questions...

/ March 14, 2017

25 Creative Email Subject Lines That Restart Stalled Sales Conversations

Sales emails: Easy to send, difficult to perfect. Professionals receive an average of 88 business-related emails a day, according to the Radicati Group’s 2015 Email Statistics Report. How can yours stand out? Answer: Your subject line.Creative email subject lines act as tantalizing...

/ March 13, 2017

6 Short But Powerful Questions to Ask on Sales Discovery Calls

Salespeople frequently focus on the “big questions” they should ask their prospects in order to close more sales. It’s great to ask the big questions about what your prospects are looking for and what their key challenges are. But in...

/ March 13, 2017

6 Phrases Sales Managers Use That Always Backfire

When I became a sales manager, I went from focusing on the words I used with prospects to the ones I used with my salespeople. Some phrases are incredibly demotivating — and sales managers don’t even realize it. To help...

/ March 10, 2017

20 Advanced Google Calendar Hacks Every Salesperson Should Know [Infographic]

It’s incredibly easy to get up and running with Google Calendar. However, if you stick to the basics, you’re missing out on some powerful time-saving features. To help you become more efficient, we’ve compiled a list of Google Calendar tips...

/ March 10, 2017

How I Used Behavioral Science to Get 42K Twitter Followers in 6 Months

There is no doubt that social media is a powerful force that has changed the way people communicate. Yet how can you leverage it to effectively promote yourself, your company, and your message? As the CEO of a sales training...

/ March 10, 2017

The Ultimate Guide to Sales Qualification

One of the most important conversations salespeople have with their prospects is the discovery call. Here lies the proverbial fork in the road for you and your prospect. Either they’re a good fit for your product or service and you...

/ March 9, 2017

The Secret to Driving Revenue With Sales Activity Management

According to a survey from Vantage Point Performance and The Sales Education Foundation, sales leaders consider more than 300 different metrics key to effective sales management. But only 17% of those metrics are “manageable,” meaning they can be directly influenced. Which metrics...

/ March 9, 2017

6 Creative Ways to Make Your LinkedIn Message Stand Out in 2017

When LinkedIn was still new, some salespeople might have been seen decent results even with boilerplate, generic LinkedIn messages. In 2017, however, sending a spammy sales InMail definitely won’t win you responses — let alone new business. To prospect effectively...

/ March 8, 2017

16 Inspiring Quotes About Women in Sales

Sales has traditionally been a male-dominated environment, but over the last few decades, more and more women have entered this career and thrived. As we celebrate International Women’s Day events at our offices across the world, we wanted to take...

/ March 8, 2017

The Ultimate Guide to Objection Handling: 40 Common Sales Objections & How to Respond

Every prospect you speak to has sales objections, or reasons they’re hesitant to buy your product. Why are sales objections unavoidable? Because if the buyer didn’t have reservations about your solution’s price, value, relevance to their situation, or their purchasing...

/ March 7, 2017