All posts by HubSpot Sales Blog

How to Choose the Right Accounts for ABM (and 3X Your Average Deal)

There’s no doubt that Account-Based Marketing (ABM) is hot right now. According to the SiriusDecisions 2016 State of ABM, 70% of all B2B companies are focused on driving account-based selling programs. That number is up 350% from the previous year’s study....

/ April 12, 2017

The Best (& Most Unique) Response to “Sell Me This Pen”

Sell me this pen. Possibly the best sales one-liner in history. Haven’t heard it before? Coined by Jordan Belfort, a.k.a. the Wolf of Wall Street, I suggest you block out two hours of your day to watch one of the...

/ April 11, 2017

15 Bad Habits That Make Salespeople Seem Pushy (And How to Correct Them)

Salespeople get a bad rap. In HubSpot Research’s newest study, Buyers Speak Out: How Sales Needs to Evolve, respondents were asked to submit the word they most associated with salespeople. The #1 response? “Pushy.” Yikes.Persistence is part of being a salesperson. In...

/ April 11, 2017

The 4 Traits of Sales Reps Who Nearly Always Meet Their Goals

Anyone can set a goal. You can commit to selling more than anyone on your team, bringing in a major client, or doubling your conversion rate. But meeting your goal is far harder. What are the chances you’ll actually outperform...

/ April 11, 2017

From Excel to HubSpot CRM: 5 Quick Wins from a Power User

When companies start using HubSpot’s free CRM to organize customer data and outreach, one of the first (and biggest) steps they need to take is transferring that data into HubSpot. This often means cleaning out old spreadsheets and figuring out how to...

/ April 11, 2017

7 Awful First Sentences That Are Killing Your Outreach Emails

Whether you’re at a networking event, a party, a conference, or an office function, walking up to a stranger and introducing yourself can be terrifying. I don’t know about you, but I never stroll over without a detailed plan of...

/ April 10, 2017

3 Ways Top Sellers Break Through Resistance

As sellers, we must immediately break down prospect resistance by creating a great first impression. Yet most salespeople fail to do so — repelling buyers and making them think, “It’s a salesperson, how do I get them off the phone?”...

/ April 10, 2017

The Ultimate Guide to Sales Metrics: What to Track, How to Track It, & Why

You can’t manage what you don’t measure. While metrics are important in every aspect of business, they’re especially critical in sales. Sales leaders can’t use their intuition to guide their decisions — not only are they dealing with a huge...

/ April 10, 2017

9 TED Talks on Effective Communication That Will Help You Close More Deals

Effective communication helps you forge strong connections, collaborate with internal and external stakeholders, close deals, and convince people to share your views. It’s critical to your success, whether you’re a sales leader, manager, or front-line rep. So what makes you...

/ April 7, 2017

Discover Whether You’re a Sales Hunter, Farmer, or Trapper

My coaching client Daniel asked me, “Bill, are you a Hunter or a Farmer? Do you constantly prospect for new business, or do you focus on the clients you currently have?” I replied, “I’m more of a Trapper. I like...

/ April 7, 2017

Reps Who Are Afraid of This Won’t Last Long in Sales

In the past four years, I’ve noticed an insidious trend in professional sales. It’s a misinterpretation of the term ‘social selling’: Salespeople cruise along doing non-selling tasks, occasionally researching, emailing, and grooming their social network … all while treating the phone like...

/ April 6, 2017

5 Strategies for Creating an Event That’ll Bring Deals Straight to Your Door

There are two general strategies for keeping your sales pipeline full: You can do a little bit of work every day for a steady trickle of leads, or you can use a high-impact strategy to meet a lot of new...

/ April 6, 2017

Who’s Better at Selling: Men or Women? Data From 30,469 Sales Calls

Women “listen” less than men. Women interrupt their customers more than men. In fact, by every measure so far, men follow “the rules of selling” better than women do … at least on paper. Recently, our data science team at Gong...

/ April 5, 2017

The 4 Golden Rules of a Successful Procurement Negotiation

When the business stakeholder tells you, “We like your solution and will send the proposal to Procurement,” what’s your reaction? If you think, “Great, my job is done,” you’re committing a significant mistake. Procurement is often a black hole for...

/ April 5, 2017

The Ultimate Guide to Using Live Chat Software in Sales

In the past, buyers relied on salespeople for product information. Now they can discover the same details online in a matter of clicks. But salespeople shouldn’t be content to hang back and let their prospects do all the work. Prospects...

/ April 5, 2017

Cold Calling Is Dead: 15 New Prospecting Strategies Salespeople Should Use

Cold calling used to be one of the best — and only — prospecting strategies salespeople could use. But in the past 40 years, a variety of more effective alternatives have emerged. A good prospecting strategy is: Consistent: It reliably...

/ April 4, 2017

3 Sales Communication Myths Secretly Costing You Deals

Communication between salespeople and their prospects isn’t always straightforward. Each party has their own agenda — and these often conflict. The seller is trying to gauge the buyer’s interest, craft a relevant pitch, and learn how their organization makes purchases...

/ April 4, 2017

What Makes a Great Manager, According to 60 SDRs

Over the past month, I’ve surveyed more than 60 sales development reps (SDRs) from 40 companies about what makes a great SDR manager. There are many articles on this topic written from the manager’s perspective, but oddly, there are very...

/ April 4, 2017

How to Maximize Your Sales Team’s Efficiency With Territory Management

Willie Sutton, a famous bank robber, is best known for his response to a reporter who once asked him, “Mr. Sutton, why do you rob banks?” Willie’s response? “Because that’s where the money is.” While I don’t propose that salespeople...

/ April 4, 2017

17 Email Subject Lines Sales Reps Swear By & Why They Work So Well

While many people agonize over their email copy and then slap a hastily written subject line on two seconds before hitting “send,” sales reps know that the situation should actually be reversed. After all, there’s no point in crafting a...

/ April 3, 2017

3 Huge Objection Handling Mistakes Costing Salespeople Deals

To be a top-performing salesperson, you must master the art of answering objections. Without this skill, the number of deals you close will be dramatically lower — it’s like only being able to pick the lowest fruits from the tree...

/ April 3, 2017

The Ultimate Guide to Sales Forecasting

Sales forecasting can play a major role in your company’s success. According to research from the Aberdeen Group, companies with accurate sales forecasts are 10% more likely to grow their revenue year-over-year and 7.3% more likely to hit quota. But...

/ April 3, 2017

Why Salespeople Should Never Talk About Their “Thing”

One of the biggest problems unsuccessful salespeople have is that they talk about their “thing” right away, and it causes resistance. In emails, InMails, voicemails, and if they ever by chance get to actually talk to a buyer, they throw...

/ March 31, 2017

The Simple Mental Technique That’ll Dramatically Increase Your Motivation

Keywords are a powerful tool for sales success. You can use them to boost your focus, mindset, and performance. I discovered their impact about 30 years ago, when I was a 20-something actor in New York City. I was often...

/ March 31, 2017

The Comprehensive Guide to Account Based Sales for 2017

According to Google Trends, interest in account-based sales is steadily rising. But what is account-based sales? An account-based model treats every account like a market of one. Instead of one salesperson targeting a single contact within a company, an entire team...

/ March 31, 2017

4 Types of Stakeholders Who Will Sabotage Your Deal (& How to Counter Them)

The more people involved in a buying decision, the less likely you are to close. According to the “Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results,” adding just one decision maker makes the probability of purchase...

/ March 30, 2017

3 Effective Ways Sales Managers Can Optimize Their Time

I’ve been training sales managers for the past 20 years. Before I deliver a sales management workshop, I always call and interview a few of the participants. I ask, “What’s the number one problem you face?” It’s the same answer...

/ March 30, 2017

8 Signs Your Sales Comp Plan Is Worth Quitting Over

Changes to the sales compensation plan may make you question if you should stay in your current job. On one hand, you’ve been at this company for a few years and know the ropes. You’re familiar with the products and...

/ March 30, 2017

The 5 Worst Types of Sales Messages and How to Fix Them

You don’t get many chances with your prospects. Send a self-serving, pointless, or pushy email, and they’ll probably write you off. Do it again — and they definitely will. As a result, you should think carefully about every message you...

/ March 29, 2017

12 Effective Responses to “We Already Work With Your Competitor”

Salespeople commonly come up against the competitor objection when talking to new prospects. As soon as the buyer realizes the nature or function of your product, she says something along the lines of, “We already work with Competitor X,” or...

/ March 29, 2017