5 Sales Hacks for the New Salesperson

I’ve tried to write this without giving away too many secrets. My best hacks I keep to myself because if they became overused, they’d be obsolete. I won’t bore you with Rapportive hacks or any of the 101 stuff either. I...

/ March 15, 2017

Shrinking Territory: A Forced Opportunity

John called me and he was pissed. “They are drastically cutting my sales territory and I’m freaking out. This means all the deals I was working on are going to go to some fool who just walks in and gets...

/ March 15, 2017

Generating More Email Leads for Your Real Estate Business

Email leads are arguably the most valuable tool you can use to foster client relationships. Obviously, an initial signup indicates that the lead is potentially interested in your services. In addition, the email address provided can also be used to...

/ March 15, 2017

The Best Time to Make a Sales Call in 2017

Most salespeople are eager to know the best time to cold call their prospects. It’s an enticing idea: Rather than waiting for a compelling event, researching the buyer, and crafting a personalized message, the rep simply needs to know the...

/ March 15, 2017

How Top HubSpot Reps Handle Price, Timing, & Competitor Objections [Short Videos]

“But … “ Salespeople dread hearing prospects utter this word. They know what’s coming — an objection. It may seem like there are hundreds of objections. But after a great deal of digging, we found the majority fall into three buckets: Pricing, timing, and...

/ March 15, 2017

The Inbound Sales Methodology

Due to the proliferation of marketing materials on the internet, the modern buyer is no longer dependent on salespeople for necessary purchasing decision information. Inbound salespeople see the need to personalize the sales experience to the buyer’s context.  Meanwhile, inbound sales teams...

/ March 15, 2017

28 Responses to the Dreaded Sales Objection “It Costs Too Much”

Price objections are common in sales — primarily because most prospects have learned pushing back on cost will get them a discount. That makes it difficult to respond to a pricing objection if you don’t want to immediately lower your...

/ March 14, 2017

Introducing: The Contactually Referral Accelerator for RE/MAX

Think about how many marketing emails sitting in your inbox that you ignore or delete each day. Too many, right? So doesn’t it feel backward that many real estate agents and CRMs continue to rely on drip campaigns? Engaging leads...

/ March 14, 2017

17 sales email tips to crush 2017 (+ 13 templates)

Experts have long predicted that social selling will spell the end of sales emails. Yet, email is 40 times more effective at getting new customers than Facebook and Twitter combined. What’s worked in the past still works. Here are 17...

/ March 14, 2017

28 Responses to the Dreaded Sales Objection “It Costs Too Much”

Price objections are common in sales — primarily because most prospects have learned pushing back on cost will get them a discount. That makes it difficult to respond to a pricing objection if you don’t want to immediately lower your...

/ March 14, 2017

4 Things Only Great Sales Managers Do

Coaching sales reps is the most important role front-line sales managers play, according to 74% of leading companies surveyed by Forbes Insights and Brainshark. And research from the Sales Executive Council shows that no other productivity investment improves performance more...

/ March 14, 2017

5 CRM-Ready Email Templates for Technical Services and Products

Do you sell a complex product or service? Then you know how hard it is to pare down a complicated pitch into easy-to-read, straightforward messaging. As a growth coach for HubSpot’s Sales Partner Program, I field a lot of different questions...

/ March 14, 2017

This is How to Generate Trial Signups From Your Blog

Converting blog traffic is so darn frustrating, isn’t it? After all, you’ve done everything by the book – posted new content regularly, optimized it to rock the search results, and promoted the hell out of it on social too… You’re...

/ March 14, 2017

Numbers down? Missing your quota? 3 steps to deal with stress in sales

You know the feeling: The quarter’s up, your numbers are down. Really down. And there’s nothing you can do to save them. Even if you landed that huge deal that’s been in the pipeline for the last few months, you’d...

/ March 13, 2017

25 Creative Email Subject Lines That Restart Stalled Sales Conversations

Sales emails: Easy to send, difficult to perfect. Professionals receive an average of 88 business-related emails a day, according to the Radicati Group’s 2015 Email Statistics Report. How can yours stand out? Answer: Your subject line.Creative email subject lines act as tantalizing...

/ March 13, 2017

6 Short But Powerful Questions to Ask on Sales Discovery Calls

Salespeople frequently focus on the “big questions” they should ask their prospects in order to close more sales. It’s great to ask the big questions about what your prospects are looking for and what their key challenges are. But in...

/ March 13, 2017

Why Your Business Needs Outbound Lead Generation

Brands are becoming increasingly dependent on the internet. Consumers have changed the way they shop for the things they need and want, and savvy businesses have taken notice. Customers are now in control of the information they receive and the...

/ March 13, 2017

How to: Determine the Best Newsletter Strategy for You

We’ve previously said that we don’t think that email newsletters are the best way to generate leads but, just like anything else, there is a time and place for everything. While newsletters aren’t the best at attracting new people to...

/ March 10, 2017

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

Introducing: The Contactually Sphere Accelerator for KW

Think about how many marketing emails you ignore each day. Tons, right? So doesn’t it seem backward that many real estate agents and CRMs continue to rely on drip campaigns? Engaging leads and your sphere takes personalized messages, not just...

/ March 9, 2017

Relationships First Then The Business Will Follow, with Krisstina Wise

“Relationships First” sounds like a great mantra to live by – and most of us would probably say that we agree with it. But my guest today is a woman who’s truly proven how seriously she takes the idea. Krisstina...

/ March 9, 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

Are You Really Account-Based?

As a consultant, one of my key roles is discovery: a fancy-sounding word that simply means asking questions. Sometimes client answers to important questions about their business are unintentionally vague. So I ask more questions to unpack what’s going on....

/ March 8, 2017

5 actionable ways to improve communication between your product and sales team

Through technology and a desire for transparency, companies are finding it easier to get teams to work together. As the collective knowledge of a company moves from employee’s brains to collaboration software, an employee can effectively learn anything they want...

/ March 8, 2017

Managing and Maintaining My Contact List as a Freelancer

While most freelancers would love to simply wake up each day and have new work waiting for them, the reality is that half of a freelancer’s job is tracking down great well-paying clients that understand the value you’re providing. Freelancers...

/ March 8, 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