All posts by HubSpot Sales Blog

18 Places to Research a Prospect Before a Sales Call

There’s no wrong way to go about researching a prospect in advance of a call. Yes, there are a few efficiencies to be gained, and some networks are more important to check than others, but as long as you’re doing...

/ July 12, 2017

18 Places to Research a Prospect Before a Sales Call

There’s no wrong way to go about researching a prospect in advance of a call. Yes, there are a few efficiencies to be gained, and some networks are more important to check than others, but as long as you’re doing...

/ July 12, 2017

5 Ways to Respond to the Objection “I Want to Think It Over”

You have invested a significant amount of time, money, and energy into an opportunity. Then the buyer says they want to “think it over.” What should you do? Maybe it’s easier to begin with what you shouldn’t do. All too...

/ July 11, 2017

5 Ways to Respond to the Objection “I Want to Think It Over”

You have invested a significant amount of time, money, and energy into an opportunity. Then the buyer says they want to “think it over.” What should you do? Maybe it’s easier to begin with what you shouldn’t do. All too...

/ July 11, 2017

5 Ways to Respond to the Objection “I Want to Think It Over”

You have invested a significant amount of time, money, and energy into an opportunity. Then the buyer says they want to “think it over.” What should you do? Maybe it’s easier to begin with what you shouldn’t do. All too...

/ July 11, 2017

How to Book More Sales Meetings Using a Simple Psychology Trick

“Hi there! Do you have time for a half-hour meeting tomorrow?” Whoa, that’s direct. How many prospects would agree to a meeting if you used this approach? Maybe one in a hundred.  If you want to increase that percentage, you...

/ July 11, 2017

How to Book More Sales Meetings Using a Simple Psychology Trick

“Hi there! Do you have time for a half-hour meeting tomorrow?” Whoa, that’s direct. How many prospects would agree to a meeting if you used this approach? Maybe one in a hundred.  If you want to increase that percentage, you...

/ July 11, 2017

Why Being Too Helpful Will Hurt Your Sales

As a B2B seller, it often seems like today’s customers have all the power. They enjoy independent access to more high-quality information than ever before. They’re able to meet objectives through an increasingly wide range of options, spanning from simple...

/ July 11, 2017

Why Being Too Helpful Will Hurt Your Sales

As a B2B seller, it often seems like today’s customers have all the power. They enjoy independent access to more high-quality information than ever before. They’re able to meet objectives through an increasingly wide range of options, spanning from simple...

/ July 11, 2017

6 Questions to Stop Asking Prospects — And What to Ask Instead

In any other context, asking about someone’s personal goals, fears, desires, and obstacles shortly after meeting them would probably earn you some strange looks — if they didn’t walk away, that is. But in sales, we regularly reach out to...

/ July 10, 2017

6 Questions to Stop Asking Prospects — And What to Ask Instead

In any other context, asking about someone’s personal goals, fears, desires, and obstacles shortly after meeting them would probably earn you some strange looks — if they didn’t walk away, that is. But in sales, we regularly reach out to...

/ July 10, 2017

17 Closing Lines Completely Sabotaging Your Outreach Emails

I read more than 100 outreach emails last week looking for examples for a post on powerful closing lines. But instead of inspiration, I mostly found examples of what not to do. A bad final line can completely wreck your email....

/ July 7, 2017

17 Closing Lines Completely Sabotaging Your Outreach Emails

I read more than 100 outreach emails last week looking for examples for a post on powerful closing lines. But instead of inspiration, I mostly found examples of what not to do. A bad final line can completely wreck your email....

/ July 7, 2017

How a Trainwreck Meeting With Delta Changed My Sales Career

Two-thirds of the way through my meeting with several executives at Delta Airlines — and I knew I was crashing and burning. This was back in the late ‘90s. I was working for a tech company, selling to the travel...

/ July 7, 2017

How a Trainwreck Meeting With Delta Changed My Sales Career

Two-thirds of the way through my meeting with several executives at Delta Airlines — and I knew I was crashing and burning. This was back in the late ‘90s. I was working for a tech company, selling to the travel...

/ July 7, 2017

7 Apps That Help Salespeople Become Even Better Speakers

Chances are, you got into sales because you’re good at talking. But a natural affinity for speaking can only take you so far — to become a truly skilled speaker, you’ll need to identify your weaknesses, learn rhetorical strategies, and...

/ July 7, 2017

7 Apps That Help Salespeople Become Even Better Speakers

Chances are, you got into sales because you’re good at talking. But a natural affinity for speaking can only take you so far — to become a truly skilled speaker, you’ll need to identify your weaknesses, learn rhetorical strategies, and...

/ July 7, 2017

8 Automated Proposal Templates to Streamline the Closing Process

You’re at the final stretch, and the prospect you’ve been talking to for the past month and a half is nearly ready to pull out their wallet. They just want a final proposal that lays out the terms and conditions...

/ July 6, 2017

8 Automated Proposal Templates to Streamline the Closing Process

You’re at the final stretch, and the prospect you’ve been talking to for the past month and a half is nearly ready to pull out their wallet. They just want a final proposal that lays out the terms and conditions...

/ July 6, 2017

10 Unique Characteristics of Top-Selling Salespeople

Have you ever wanted a peek inside the mind of a top salesperson? Although every rep has their own unique selling style, strategy, and process, their mindsets are surprisingly similar. That might be because, as HubSpot sales director Dan Tyre...

/ July 6, 2017

10 Unique Characteristics of Top-Selling Salespeople

Have you ever wanted a peek inside the mind of a top salesperson? Although every rep has their own unique selling style, strategy, and process, their mindsets are surprisingly similar. That might be because, as HubSpot sales director Dan Tyre...

/ July 6, 2017

8 Ways to Avoid Sounding Like a Pushy Salesperson

Making several small changes to your communication style can have a big and immediate impact on your sales results. If you minimize how much you sound like a salesperson trying to push your product, it will be easier to generate...

/ July 5, 2017

8 Ways to Avoid Sounding Like a Pushy Salesperson

Making several small changes to your communication style can have a big and immediate impact on your sales results. If you minimize how much you sound like a salesperson trying to push your product, it will be easier to generate...

/ July 5, 2017

The 3 Strategies We Used to Book 200% More Meetings in Just 1 Month

No doubt you’d like to see a 200% increase in the number of meetings you book, right? Now, what if it only took one month of experimenting with sales tactics to reach that level?  That’s exactly what happened for one...

/ July 5, 2017

5 Ways to Take Control of Your Sales Call

Watching a salesperson take control of a sales call is a beautiful thing. By the time it ends, they’ve gotten the answers they need, delivered the information they wanted to, and locked in the next steps. The prospect, meanwhile, gets...

/ July 3, 2017

Mental Models: The Ultimate Guide

Have you ever wondered why two heads are better than one — and four heads are better than two? It’s because we’re all limited by our own experiences, biases, and areas of expertise. Your manager has a different background than...

/ July 3, 2017

7 Outdated Sales Closing Techniques That Are Flat Out Terrible

In Glengarry Glen Ross, Alec Baldwin plays Blake, a belligerent trainer sent to shake up a tired, underperforming sales team. Blake storms into a room of unsuspecting reps and starts screaming about prospects. “Only one thing counts in this life...

/ June 30, 2017

The “Rules of Selling” All the Best Salespeople Ignore

Unlike most new starters in sales who land an SDR role straight out of college, I was being groomed for a career in sales since the day I could walk. My father was a VP at what is now HP...

/ June 30, 2017

How to Take a Vacation and Still Hit Your Number

Meet Zen Cachola, a senior sales rep at PandaDoc. Zen is at 133% of her sales number, sitting on a beach in Puerto Rico, with five sales days left in the month. This may sound too good to be true...

/ June 30, 2017

7 Cold Hard Truths About What It’s Really Like to Work in Sales

So often we hear “sales is really hard.”  But what does that really mean? The truth is only the salespeople who are out there trying to hit their numbers really understand the ups and downs of this job. And we...

/ June 29, 2017