All posts by HubSpot Sales Blog

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

The #1 Way to Respond to Any Question from a Prospect

You want your prospects to view you as a helpful expert. So when they ask a question, you should answer it immediately. Right? Not so fast. The number one most effective type of response isn’t an immediate one. Implement this...

/ April 25, 2017

The 15-Second Intro That’ll Make Your Sales Conversations 10X More Successful

A great sales call depends on what we at Sandler Training call an up-front contract. If you’re not familiar with the term, an up-front contract is an agreement, made ahead of time, about what will take place during a meeting...

/ April 24, 2017

14 Phrases That’ll Instantly Sabotage Your Negotiation

Back in March 2014, the Red Sox screwed up in a big way. They completely bungled negotiations with their star pitcher, Jon Lester, by giving him an insultingly low initial offer — and as a result, Lester went to the...

/ April 24, 2017

8 Voicemail Techniques That Lead to Closed Deals

A major portion of B2B sales phone prospecting calls will end up going to voicemail. For that reason, getting your best results depends on solid voicemail techniques. When it comes to voicemail messages, here are eight tips that’ll transform your...

/ April 21, 2017

3 Time-Saving Strategies the Best Sales Reps Use

It was the mid-90s in Washington, D.C., and I was a rookie stockbroker at Merrill Lynch. I was your typical rookie — making hundreds of dials a day from copied pages out of the phone book. I did a good...

/ April 21, 2017

The Ultimate Guide to Outside Sales

Before the advent of web conferencing tools, “sales” and “outside sales” were synonymous. These days, reps can easily talk to prospects on the other side of the state, country, and even world. But does that mean field sales has lost...

/ April 21, 2017

The 25 Worst LinkedIn Sins

We all make mistakes on social media every once in a while, and that’s okay. But the gaffes on this list go one level beyond — into the realm of sin. LinkedIn is arguably the most important social media site for salespeople, so...

/ April 20, 2017

The 16-Minute Exercise That Turns New Sales Hires into Top Performers 3X Faster

I always have lived by the motto, “Time and pressure make diamonds.”In business, we always have enough pressure but never enough time. This being said, when new hires start in sales, marketing, or any department, I do something with everyone...

/ April 20, 2017

8 Powerful Phrases That Will Increase Your Influence [Infographic]

Charisma is hard to define — but when someone has charisma, it’s obvious. Charismatic salespeople have a significant advantage over their competition, since prospects are far likelier to engage with them, respect their guidance, and listen to their pitch. One...

/ April 19, 2017

7 Signs You Should Walk Away From a Prospect

Walking away is hard. It’s especially hard when you’re walking away from a potential deal — after all, you’ve spent time, energy, and resources building a relationship, and giving up means you’ll have nothing to show for it. But in...

/ April 19, 2017