All posts by HubSpot Sales Blog

5 Reasons Your Objection-Handling Skills Suck

Almost every prospect has objections — and most have several. It’s difficult enough to change someone’s mind when money isn’t on the table, so doing so when the outcome has a financial impact is really tough. If you’re not a skilled...

/ May 31, 2017

The Type of Message That Can Revive Stalled Deals in Under 15 Minutes

You may be feeling like you have tried everything in the sales book to reconnect with clients or stay in touch over long sales cycles. But have you ever thought about sending them a personal video? Video content has an...

/ May 31, 2017

18 Closing Phrases To Seal a Sales Deal in 2017

Heading into a closing conversation with a prospect is always nerve-wracking. No matter how impressed they seemed during your demo or how enthusiastic your champion is, there’s always a chance you’ll lose to the competition, they’ll decide to postpone their...

/ May 30, 2017

4 Powerful Pricing Strategies That Have Nothing to Do With Discounts

Research shows there is a weapon you can use to increase your sales performance — a sales strategy that’s effective no matter where you work or what you sell. What is this sales strategy, you ask? Strategically framing your prices....

/ May 30, 2017

The 3 Traits Every Sales Manager Must Have to Be Good at Their Job

I talk often about a new performance management culture taking hold in the today’s “B2All” marketplace. To meet that challenge, leadership skills must evolve. Your sales manager’s number one job now is to teach and refine the skills of sellers...

/ May 30, 2017

23 Follow-Up Sales Email Templates to Send Instead of “Just Checking In”

Salespeople shouldn’t send “just checking in” emails for one very simple reason: They don’t work. Buyers feel like the rep is virtually poking them, making them reluctant to answer. Not only do “checking in” messages rarely garner responses, they can...

/ May 29, 2017

8 New Ways to Rethink Failure

If you want to be great at sales, you need to get comfortable with failure. Selling requires you to constantly put yourself on the line: From requesting referrals and calling new prospects to pursuing a whale or entering a highly...

/ May 26, 2017

How to Become an Entrepreneur With No Money or Experience

Being your own boss, calling all the shots, hustling to hit your goals — for many people, entrepreneurship is the ultimate career goal. But as awesome as running your own business sounds, it’s also incredibly difficult. How difficult? Nine out...

/ May 26, 2017

4 Tips for Connecting With Your Prospects on Facebook

If you had to choose between LinkedIn or Facebook for connecting with prospects, which would you choose? The right answer might be Facebook. According to the 2017 State of Inbound report, salespeople have more success reaching buyers on this platform...

/ May 26, 2017

What Baseball Taught Me About Selling (And How I Apply It Every Day)

Before you go to the next article, I know what you’re thinking: “Ugh, something about baseball. So boring.” But this article isn’t really about baseball — it’s about a single lesson I learned through playing baseball over 20 years that...

/ May 25, 2017

3 Ways for Outside Sales Reps to Master Inside Sales Skills

Even in field sales, prospects don’t want to have a first meeting with a stranger in person. They prefer an introductory phone call. If things go well, they’re open to the idea of a face-to-face meeting. This creates an interesting...

/ May 25, 2017

40 Questions to Create a Sense of Urgency

Your product is a great fit for the prospect. It’s in the right price range for their budget. And you can even get them a discount based on the size of the purchase. But even though this should be a...

/ May 24, 2017

The 5 Skills that Set Top-Performing Salespeople Apart, According to New Data

Top-performing sales teams have significantly higher win rates, revenue growth, and sales goal attainment than the rest. They’re also more likely to set challenging targets. They shoot higher and still achieve. To discover which skills and strategies set the highest...

/ May 24, 2017

The Sales Message That Generated $27,000 in 30 Days

If you believe LinkedIn InMails “just don’t work” for connecting with prospects, you’re experiencing user error — not medium error. The user error is simple: Your messaging sucks! As we launched a new social selling training product for the SMB...

/ May 23, 2017

10 Time Management Hacks for Sales Reps

We’ve all heard the saying “time is money.” This is especially true for salespeople. Allotting time to one prospect over another could be the difference between closing a million dollar deal and having the door closed on you. Spending a...

/ May 23, 2017

The Stupid Sales Email Technique I’ve Been Arguing About for 30 Years

In the past 30 years, I’ve listened to a lot of smart sales leaders and experts tell me breakup emails are effective. I respect these people deeply — but none of them have ever convinced me. If it were up...

/ May 22, 2017

The Optimal Length of Sales Calls, According to the Data

True or false: A 30-minute connect call is less likely to lead to a deal than a 60-minute connect call. Before we get to the answer, here’s some context. The Gong.io team analyzed 30,000 calls between salespeople and their prospects....

/ May 22, 2017

3 Warning Signs You Shouldn’t Be in Sales

In almost any career, selling skills are important. Whether you’re fundraising for your startup, getting early adopters for your product, or convincing internal stakeholders to back your campaign, knowing how to show others the value of your idea or solution will...

/ May 19, 2017

How to Fix a Dysfunctional Sales Team

Corporate America talks a lot about the power of teamwork. Companies hang posters on the wall featuring people rowing in unison and the word “SUCCESS.” Leaders use phrases like, “There is no ‘I’ in ‘team.’” Building strong teams is a...

/ May 19, 2017

Steal the Secrets of 5 Ultra-Successful Sales Leaders

In B2B, you’ll be hard-pressed to find a topic as widely-loathed as sales and marketing alignment. For all the content dedicated to the subject, sales-marketing alignment remains a pie-in-the-sky industry concept to most B2B sales leaders. That’s partly because you...

/ May 19, 2017

The 20 Most Dangerous Sales Myths You Shouldn’t Fall For

In sales, it’s important to separate fact from fiction. You might discover the latest trend everyone’s touting isn’t so effective after all. On the flip side, trying out a new technique might lead to amazing results. The better you become...

/ May 18, 2017

The 4 Messages You Need to Start Closing More Deals from LinkedIn

It’s a fact — salespeople prefer making “warm calls” to “cold calls,” and they always will. Fortunately, if you’ve got a LinkedIn account and a few active connections, you’re in a good position to use the networking site to elicit...

/ May 18, 2017

The Brand-New Strategy for Increasing Email Open Rates by 5X

Optimizing prospecting and sales emails is something you could probably dedicate the rest of your life to. You might even argue that that’s a good part of what you’ve been doing to this point. Because, if your sales team can’t...

/ May 17, 2017

25 Qualifying Questions to Identify the Decision Maker

There’s nothing more frustrating than getting your prospect’s commitment to buy — before realizing they’re not the decision maker. It’s going to take much longer to get the deal done than you’d anticipated (that is, if you close at all)....

/ May 17, 2017

The Best Days and Times for Sales Meetings, According to New Data

You just crushed a demo, you’re making good progress toward quota, and you’re ready to get on your next call and crush it, too. But 10 minutes after the prospect is supposed to join the meeting, they still haven’t shown...

/ May 16, 2017

10 Sales Closing Mistakes That’ll Stop a Deal in Its Tracks

Discovery and qualification are more important than a hard close in modern sales, but that doesn’t mean you no longer have to ask for the business. The information you learned from your prospect at the start of the sales process...

/ May 16, 2017

5 Highly Effective Ways to Respond to Pricing Questions

You’re meeting with the buyer for the first time when they hit you with the dreaded price question. There are five potential responses. First, you could dodge the topic. Many sales training programs advise sellers to never, ever, ever give...

/ May 15, 2017

Get the Sales Playbooks of 18+ Sales Professionals Who Have Grown Multimillion-Dollar Companies

As a sales professional hustling to grow sales and revenue, you’re always looking for new ways to work more effectively, but that can be difficult. In How to Hire and Develop Your Next Top Performer: The Five Qualities That Make...

/ May 15, 2017

10 Things Salespeople Do That Make Them Seem Desperate

Desperation turns people off fast. If you’ve ever cooled on a suitor or friend because of overt neediness and constant invitations to meet up, you’ll know what I mean. Most of us know not to cross the line between eagerness...

/ May 12, 2017

The Secret Strategy for Getting to the Decision Maker in Half the Time

So you’ve done your homework, and you’ve identified the ideal contact within the account to reach out to. But three weeks and a dozen phone calls later, you’re still no closer to actually talking to the decision maker. What’s happening?...

/ May 12, 2017