All posts by HubSpot Sales Blog

The Top 7 Account-Based Marketing Metrics for Tracking Success

If you adopt a new sales methodology without simultaneously adopting new sales metrics, you’ll have a much harder time tracking progress. That’s why companies transitioning to an account-based framework should update their KPIs and leading and lagging indicators of success....

/ May 12, 2017

9 Habits of Highly Effective Closers

If you asked most people what activity they associated most with sales, I’d guess that many of them would respond the same way: Closing. And it’d be no surprise. For one thing, it’s the most visible part of the sales...

/ May 11, 2017

5 Reasons You DON’T Want a Team of Top Salespeople

A company retained a sales consultant to increase sales. After visiting clients, observing the sales team, and quickly identifying ways to improve, the consultant worked closely with the Head of Sales to put in place a plan that yielded a...

/ May 11, 2017

6 Free but Powerful Apps for B2B Sales Reps

Soon after I started my current sales role, I realized I was competing with the best and brightest sales talent. Before this job, I’d always managed to excel — but to stand out here, I really had to up my...

/ May 10, 2017

6 Outside Sales Strategies for High-Performing Field Sales Teams

Many modern organizations ignore face-to-face selling in favor of its younger brother, inside sales. That’s understandable given an inside sales team is anywhere from 40% to 90% cheaper than an outside sales team. However, cheaper doesn’t always equal better. If...

/ May 10, 2017

15 Dumb Sales Questions Smart Reps Ask

Let’s be real: Most salespeople are annoying. They view their prospects as numbers in their sales funnel, not as people. They believe earning your business is a chess match and a signed contract means they “won the game.” However, the...

/ May 9, 2017

3 Ways Sales Reps Can Use Linkedin in 2017 to Sell More Than Ever Before

Following the loss of Advanced Search in the recent LinkedIn update, hundreds of salespeople announced they were cancelling their accounts. But if you know what you’re doing, the latest upgrade won’t harm your social selling strategy. It actually means you...

/ May 9, 2017

The 2 Letters Destroying Your Sales Pitch (& How to Stop Saying Them)

Can you spot the two letters in this line destroying the entire sales pitch? “If your organization needs help managing X, then Y is the perfect solution for you.” The problematic word is “if.” When salespeople say “if,” they immediately...

/ May 8, 2017

Close More Deals Using This Neuroscience-Backed Principle of Persuasion

You’re on a call with a prospect, and everything is going smoothly. You are both cracking jokes like old friends, and there’s a strong rapport. Your prospect is from Minnesota? What a coincidence! Your grandparents lived in Saint Paul for...

/ May 8, 2017

The Brand-New Breakup Email That Gets Responses Right Away

The traditional breakup email doesn’t work as well as it used to. Prospects are tired of reps asking if they can close their file or if they haven’t responded because they’ve been eaten by a bear. I haven’t responded to...

/ May 5, 2017

How to Close Sales in the Age of “Always Be Helping”

A pushy salesperson isn’t good for anyone. Sales today is about helping people solve problems like a doctor or a consultant — not slamming deals like a used car salesman.Social media didn’t exist decades ago, but today, 75% of all...

/ May 5, 2017

9 Inspiring Quotes from Jill Konrath on Sell Like a Human

We’ve launched another episode of Sell Like a Human. Who better to have as a guest than the one and only Queen of Sales, Jill Konrath? Jill offered the Sell Like a Human audience an amazing number of insights and tips in...

/ May 5, 2017

The 3 Quota-Killing Mistakes Only Experienced Salespeople Make

Who’s likelier to make a mistake: The rookie sales rep who’s never sold a day in their life, or the veteran rep who’s been on the front lines for nine years? The reality is, they’re both going to screw up....

/ May 4, 2017

5 Ways to Guarantee 87% of Your Sales Training Isn’t Forgotten Within a Month [New Strategies]

The first hurdle for any sales training program is to capture and keep your sales reps’ attention. If you bore them, you will lose them. According to Xerox, 87% of sales training content is forgotten within one month of the...

/ May 4, 2017

SPIN Selling: The Ultimate Guide

If you’re a B2B salesperson, you’ve probably heard about SPIN Sales. It’s one of the most well-known — not to mention oldest — selling systems. SPIN gives reps a research-backed framework for working and closing complex deals with extended sales...

/ May 4, 2017

The #1 Mistake We Make When Writing Follow-Up Emails

Have you ever walked out of a sales meeting wishing it were always that easy? I’m talking about the kind of call where you’re high-fiving after. The client hung on every word, finished your sentences, and didn’t flinch at the price.   When...

/ May 3, 2017

5 Techniques for Hitting Your Number by the 15th of Every Month

Salespeople evolve. In stage one, they’re learning the ropes. It’s usually an epic battle to make their quota every month or quarter — if they hit it at all. In stage two, reps have developed the right systems and honed...

/ May 3, 2017

Announcing The Real Deal of Sales: A New Video Show With Keenan, A Sales Guy

Let’s get real: Sales is freaking hard! It takes a lot to be a great salesperson, but most people don’t understand that. In fact, sales is probably one of the most misunderstood jobs. But we get it. We understand the...

/ May 3, 2017

50 Budget and Money Questions Salespeople Can Use With Any Prospect

Figuring out whether the buyer can afford your solution is nearly as important as figuring out whether they can use it. After all, need doesn’t matter without the ability or desire to buy. But talking about money with your prospect...

/ May 2, 2017

The Secrets of Using DISC to Close More Deals

There’s a subtle, debilitating disease that affects almost everyone in sales. It can go unnoticed for weeks, months, or even years. “Autopilot sales mode”: Doing the same tasks day after day leads to autopilot, or the tendency to act without...

/ May 2, 2017

How Google Killed 1 Million Sales Jobs — And How to Keep Yours

In 2015, Forrester predicted that one million of the 4.5 million B2B sales professionals in existence will be out of a job by 2020. The firm explained there are currently four types of B2B salespeople. Source: Sales for Life Order...

/ May 2, 2017

The 3-Step Process I Use to Get a 40% Email Response Rate

In sales, there is something better than the freebies you get at every event: Warm introductions. If you ask any C-level executive or above, they are 10 times more likely to respond to your email or phone call if you...

/ May 1, 2017

Call or Email? 4 Tips to Determine When to Use Which in Sales

The method of outreach sales reps use for a first connect makes a significant difference in response rates. Rather than deciding whether to call a new prospect or send an email based on personal preference, use the method your prospect...

/ May 1, 2017

The 3 Most Common Closing Curveballs (& How Sales Reps Can Avoid Them)

In sales, the occasional closing curveball is inevitable. But if you’re consistently encountering unwelcome surprises in the later stages of your sales process, the problem doesn’t lie with your prospects: It lies with you. Asking the right questions along the...

/ April 28, 2017

4 Powerful Ways to Boost Confidence Forever

Changing your thoughts is the most essential aspect of boosting your confidence. Your thoughts create your reality. Your thoughts also produce the emotions you have about yourself and your abilities. If you think you’re incapable, not smart enough, or lacking...

/ April 28, 2017

7 Seemingly Harmless (But Secretly Deadly) Sales Phrases

How much of what you say do you think other people receive and interpret correctly? Seventy-five perent? Ninety? The truth is, we miscommunicate just as often — if not more — than we communicate accurately. While that’s a scary thought...

/ April 27, 2017

The 6 Surprising Characteristics of Successful Pitches [New Research]

What are the differences between a sales call that leads to a closed deal and one that leads to an unresponsive prospect? You might chalk up failure to a number of things — the prospect wasn’t interested in the value...

/ April 27, 2017

The Mathematical Formula to Doubling Your Sales Without Working More

When most salespeople try to double their sales, they wing the math and work as hard as they possibly can. This leads to burnout — and extremely disappointing results. That’s why I’ve created a mathematical formula that can help all...

/ April 26, 2017

11 Things Every Top-Performing Salesperson Knows Before They Take a New Sales Job

Picking the right company is a crucial component of your individual success. Every product needs the same foundation: A great customer service team that shares a common goal for excellence, an adequate budget to finance growth, and a management team...

/ April 26, 2017

A Primer on Persuasion: 21 Strategies to Convince Prospects to Buy

For a salesperson, persuasion is the ultimate superpower. How often do you get a call from a prospect you’ve never spoken to before who says, “I love your service and it’s the perfect fit for my business. Where do I...

/ April 25, 2017