All posts by HubSpot Sales Blog

Key Account Management: The Ultimate Guide

At some point, most company leaders have looked at their list of best clients and thought, “It would be really bad if we lost any of these accounts.” These customers represent a disproportionate percentage of your revenue, refer new prospects...

/ June 29, 2017

7 Things You Should Never Say in a Negotiation

Negotiation is a delicate balancing act. As a sales rep, you straddle the space between helping your prospect find a solution that works for them, and protecting your company’s interests. By the time you’ve reached the negotiation phase of the...

/ June 28, 2017

4 Sales Pitch Strategies From Experts of Persuasion

Whether in the courtroom or the boardroom, trial lawyers and salespeople share a desire to influence the outcome of a decision. The ability to present a persuasive case is key to your success in sales –especially as modern buyers often...

/ June 28, 2017

How to Close: The Complete List of Sales Closing Techniques

You usually only get one chance to close. If you’re successful, the hard work you’ve done over the past days, weeks, or months will literally pay off. But if you’re unsuccessful, you’ll have nothing to show for those hours. No...

/ June 26, 2017

How to Dig a Buried Email Out of Your Prospect’s Inbox in 15 Seconds

To succeed in sales, you must walk a fine line between persistent and pushy. You don’t want to give up too easily — just because you don’t get a response the first time you try doesn’t mean the prospect isn’t...

/ June 26, 2017

7 Funny, Unconventional, and Highly Effective Sales Email Templates Real Salespeople Use

Prospects are busier than ever. It’s hard enough getting them to open your emails. Getting them to read and then reply usually requires a combination of skill, good timing, and dumb luck. Once salespeople send an email, how prospects respond...

/ June 23, 2017

The 4 Mental Shifts That Helped Me Sell $1 Million in One Year

More than 500 years ago, Michelangelo created the statue of David, which is widely known as one of the most famous structures of all time. The improbable story of this process involves a man in his twenties who spent over...

/ June 23, 2017

7 Stats Sales Leaders Need to Know About Selling in 2017

This year, the Fortune 500 welcomed 20 new companies to its list. Two of those companies were created in the past year. Pretty incredible, right? The rapid success of these companies, and many more, can be partly attributed to salespeople....

/ June 23, 2017

5 Psychology-Backed Exercises That Will Make You Feel More Confident

My father once told me a certain amount of delusion is required to be a great surgeon (in case there are any offended surgeons out there, he didn’t mean it in a bad way). When you literally hold lives in...

/ June 22, 2017

The 35 Signs of a True Salesperson

Hustlers make the calls. Hustlers aren’t in the back learning growth hacking. Hustlers aren’t batching and blasting emails with just a first name change. Hustlers love to get punched in the face, love the sting of rejection. Hustlers yell, “Show...

/ June 22, 2017

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