All posts by HubSpot Sales Blog

6 Phrases Sales Managers Use That Always Backfire

When I became a sales manager, I went from focusing on the words I used with prospects to the ones I used with my salespeople. Some phrases are incredibly demotivating — and sales managers don’t even realize it. To help...

/ March 10, 2017

20 Advanced Google Calendar Hacks Every Salesperson Should Know [Infographic]

It’s incredibly easy to get up and running with Google Calendar. However, if you stick to the basics, you’re missing out on some powerful time-saving features. To help you become more efficient, we’ve compiled a list of Google Calendar tips...

/ March 10, 2017

How I Used Behavioral Science to Get 42K Twitter Followers in 6 Months

There is no doubt that social media is a powerful force that has changed the way people communicate. Yet how can you leverage it to effectively promote yourself, your company, and your message? As the CEO of a sales training...

/ March 10, 2017

The Ultimate Guide to Sales Qualification

One of the most important conversations salespeople have with their prospects is the discovery call. Here lies the proverbial fork in the road for you and your prospect. Either they’re a good fit for your product or service and you...

/ March 9, 2017

The Secret to Driving Revenue With Sales Activity Management

According to a survey from Vantage Point Performance and The Sales Education Foundation, sales leaders consider more than 300 different metrics key to effective sales management. But only 17% of those metrics are “manageable,” meaning they can be directly influenced. Which metrics...

/ March 9, 2017

6 Creative Ways to Make Your LinkedIn Message Stand Out in 2017

When LinkedIn was still new, some salespeople might have been seen decent results even with boilerplate, generic LinkedIn messages. In 2017, however, sending a spammy sales InMail definitely won’t win you responses — let alone new business. To prospect effectively...

/ March 8, 2017

16 Inspiring Quotes About Women in Sales

Sales has traditionally been a male-dominated environment, but over the last few decades, more and more women have entered this career and thrived. As we celebrate International Women’s Day events at our offices across the world, we wanted to take...

/ March 8, 2017

The Ultimate Guide to Objection Handling: 40 Common Sales Objections & How to Respond

Every prospect you speak to has sales objections, or reasons they’re hesitant to buy your product. Why are sales objections unavoidable? Because if the buyer didn’t have reservations about your solution’s price, value, relevance to their situation, or their purchasing...

/ March 7, 2017

Which Type of Sales Job Is Right for You? How to Get into Sales

Just like Girl Scout cookies come in many different flavors, sales jobs are incredibly varied. While one role might be perfect for your personality and career goals, another might make you miserable or require skills you don’t have. Rather than...

/ March 7, 2017

The Sales Manager’s Guide to Running a Successful Sales Role Play

While as children most of us engaged in some form of role play, sales has managed to turn this experience into an awkward, high-pressure test of a rep’s ability to correctly articulate product knowledge, messaging, or sales methodology. Expectations are...

/ March 7, 2017

13 Creative Spring-Themed Sales Emails to Use in 2017

The more sophisticated buyers become, the less likely they are to open — much less reply to — generic sales emails. They’re extremely busy. Why would they waste their time talking to someone who’s clearly blasting hundreds of other people...

/ March 6, 2017

Sales Prospecting: Tips, Techniques, & Tools to Succeed

Tick tock, tick tock, tick tock. That’s the sound of the countdown that begins each day of every week of every month. It’s the one aspect of sales that just never changes. Tick tock, tick tock, tick tock. Sell, sell,...

/ March 6, 2017

Why a Lifelong Salesperson Thinks Salespeople Are Unnecessary

Salespeople are not necessary. That’s probably the last thing you expected to hear from a career salesman. Sure, it’s easier to claim “relationships are the cornerstone of every sale” or “there is no replacement for human interaction.” Doing so would...

/ March 6, 2017

New Sales Close Rate Industry Benchmarks: How Does Your Close Rate Compare?

Your sales close rate is a number you need to keep a close eye on — out of all the deals in your pipeline, what percentage do you actually close? Sales close rates let you know how efficient and effective you...

/ February 16, 2017

The 4 Major Reasons Sales Managers Fail

You might be a horrible leader, but if you stay in sales long enough, you will be promoted to management. However, your chances of ascending higher — to a VP or Director of Sales position — are zero. Only successful...

/ February 15, 2017

6 Times to Text Your Prospect During the Sales Process

Maintaining consistent contact with your clients is of utmost importance to salespeople. Not only will you build rapport during the sale, but it’ll help you keep the relationship alive after you’ve closed as well. While you may be accustomed to connecting...

/ February 15, 2017

Why Having a Unique Value Proposition Is Overrated (& What to Focus on Instead)

Marketing experts always talk about how we must have a unique value proposition or a unique selling proposition. They believe this helps us look different in the marketplace or accentuate what makes us distinct. Sometimes we need to define and...

/ February 14, 2017

How Sales Managers Can Avoid Being Blindsided By a Bad Sales Month or Quarter

It’s the last week of the month, and you’re fairly confident your team will hit its quota. You’ve been spending a lot of time coaching your two lowest-performing salespeople, as well as jumping in to help your superstar rep close...

/ February 14, 2017

7 of the Best Email Subject Lines We’ve Seen

When was the last time you walked down the breakfast aisle? The children’s cereal is always brightly packaged, with fun imagery and fonts. Brands know how to attract young consumers with their designs. If you think about it, email subject...

/ February 13, 2017

How to Create a Sales Plan: The Ultimate Guide

I’m a big believer in preparation, so whenever I can, I create a sales plan with my prospect. The sales plan should cover whatever your prospect suggests but will generally encompass the remainder of the sales cycle, how to sell...

/ February 13, 2017

5 Effective Customer Service Phrases Perfect for Sales Calls

Sales and customer service reps face similar challenges. After all, the modern buyer is also the modern customer: Self-reliant, sophisticated, and eager to do her own research. According to a 2016 HubSpot Research report, more than half of salespeople say...

/ February 10, 2017

The 6 Key Elements of an Effective Sales Contest

You can use a single question to determine how experienced a sales manager is. Ask them, “What has a bigger impact on your team’s success: Sales skills, or motivation?” Newer managers tend to say the former, while more experienced ones...

/ February 10, 2017

How to Increase Email Open Rates Using Intrigue

Standing out from the crowd is never easy, especially when you’re trying to differentiate your email from the tens or hundreds of other unread ones in your prospect’s inbox. One of the most effective ways to catch their attention? Create...

/ February 9, 2017

8 Simple Tricks to Re-Engage Existing Clients for More Business

Remember that great client who bought your product six months ago? Or the customer who gave you tons of referrals last year? If you’re like most salespeople, then you have many existing clients like these whom you’ve lost touch with...

/ February 9, 2017

5 Psychological Biases That Help Salespeople Gain More Ground During Negotiations

Wouldn’t it be nice if you could press a button to make prospects more generous during your negotiations? Rather than fighting for every concession, you could have friendly, amicable discussions resulting in agreements that satisfy everyone. While a magic “generosity...

/ February 8, 2017

5 Steps to Create a Deliberate Word-of-Mouth Sales Referral Program

Word-of-mouth marketing is one of the most powerful tools in sales today, and yet, it remains deeply misunderstood and underused. In my extensive sales training work in North America and abroad, even when I’m working with highly experienced professionals, I...

/ February 8, 2017

Sales Consultants: Your World Is in for a Seismic Shift in 2017

Ah, the good old days of sales. Open the phone book or buy a list, start calling, talk to prospects, book meetings, and make the sale. Rinse and repeat. Top sales reps become managers. Top managers become executives. Then, some...

/ February 8, 2017

9 Secrets of Prospecting Emails That Convert to Real Business

Prospecting by email can be challenging — and unrewarding. After sending thousands of emails and receiving only a handful of responses, many salespeople give up entirely. But instead of resigning yourself to getting sent to spam, it’s time to take...

/ February 7, 2017

How to Find Networking Events Actually Worth Attending

Networking is critical to your career and professional development. It helps you generate social capital and expand your influence. You might have incredible skills, but few people will notice them or see what you accomplish without a network.  That’s why getting stuck...

/ February 7, 2017

8 Email Templates With 50% or Higher Open Rates (Used by Real HubSpot Sales Reps)

Crafting a great sales email isn’t easy. In fact, you may need to try out many different angles, subject lines, questions, and CTAs before you hit on a winning formula. While experimentation is necessary, it also has an opportunity cost....

/ February 6, 2017