Hubspot Sales

JANUARY 29, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. As a salesperson, you've probably gotten your fair share of career advice — and it goes without saying that some of those tidbits have definitely been more valuable than others. And you're in sales?

Remedy 77

Remedy Software Software Up-Sell 77

Gong.io

AUGUST 24, 2021

We analyze sales conversations and deals using AI, then share the results to help you win more deals. Three days ago, I sent a flawless cold prospecting email. . Should I send another hyper-personalized email? Or maybe just a quick “bubbling this up” email. ( PS: Want a list of money-making email templates?

Follow-up 164

Follow-up Call-back Real Estate Meeting 164

No More Cold Calling

MARCH 1, 2020

I proceeded to send several emails over the next few weeks. There’s no other way to describe her behavior than to say she was rude. I thought about it and realized I would never, ever refer her to anyone. I thought about it and realized I would never, ever refer her to anyone. You can never thank someone enough.

Follow-up 344

Follow-up Referrals Up-Sell Cold Calling 344

Zoominfo

FEBRUARY 15, 2022

Sales development representatives tend to think of the job as an important stepping stone in our careers , with challenges and opportunities that will shape the rest of our working lives. I recently asked inbound SDRs from all over ZoomInfo to share their tips for success, and learned a lot about the work and the people who do it.

How To 130

How To Call-back System Face-to-face 130

SalesLoft

APRIL 25, 2024

In this three-part series, you’ll learn how a Salesloft AE lands multiple mega deals — from prospecting to selling to power, to delighting them as customers — so you can replicate his success. I’ll say that. So from the very beginning, when I took them over as a customer, my thought process was, how do I build the foundation?

Commission 52

Commission How To Scale Enterprise 52

Gong.io

DECEMBER 27, 2021

We analyze sales conversations and deals using AI, then share the results to help you close more revenue. And the (counter intuitive) ideal length for a follow-up prospecting email. By analyzing MILLIONS of sales data points. Tip #1: Never negotiate over email. How did we do it? Why did we do it?

Data 127

Data Negotiation Call-back Decision Maker 127

Mr. Inside Sales

AUGUST 21, 2022

I watched a sales rep making cold calls the other day. He was making one crucial error that was leading to him not getting very far with prospects. I want to share with you what this common prospecting error is and how to immediately fix it. Plus, what was missing was a value statement of what might be in it for the prospect.

Prospecting 156

Prospecting Face-to-face Sales Qualified Lead Cold Calling 156

Pointclear

NOVEMBER 8, 2017

However, there are a lot of things good insourced operations and lead generation companies do well. In one situation, we worked with a client that was about to mail 750 $20 “lumpy” packages to prospects. We offered to test the list for free and found that over 50% of the list would have gone to the wrong geography. They had not.

Lead Generation 315

Lead Generation Outsourcing Services Sales Qualified Lead Lead Rank 315

Hubspot Sales

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. What Is a Sales Prospecting Tool? Engage with your prospects.

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Tools Ideal Customer Profile Prospecting Intent Data 103

Hubspot Sales

JANUARY 22, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. A significant portion of the B2B prospecting calls you make will end up going to voicemail — making the sales voicemail techniques you leverage and how well you can execute them absolutely crucial to your sales efforts.

Closing 112

Closing Leads Marketing Qualified Lead Call-back 112

Allego

MARCH 28, 2024

What separates the best sales teams from the rest in today’s unpredictable market? For David Ashe , director of sales development at Allego, it’s about ensuring your SDRs retain their human approach. We’re opening up different channels to say, ‘This is happening. Are you staying on top of new sales techniques?

Strategy 62

Strategy Top of Funnel Lead Rank Lead Scoring 62

Hubspot Sales

DECEMBER 7, 2023

It’s here, the biggest sales quarter of the year. The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. If you want a lucrative Q4, read on for the best-kept secrets in the sales world. Set a goal.

Data 117

Data Discount How To Quota 117

Hubspot Sales

DECEMBER 12, 2023

We expect the sales game to change every year, but 2023 has stood out as a uniquely transformative one. To help you stay ahead of the curve, I spoke with top sales professionals to get their tips for selling in 2024. John Barrows , CEO at JB Sales , recommends being selective in how you use AI. Let's dive in.

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Scale 98

Zoominfo

NOVEMBER 18, 2020

Whichever way you slice it, Jake Shaffren, former Sales Development Representative (SDR), Account Executive (AE) and current Director of Sales and Brad Metz former SDR and current AE made a pretty dynamic duo. Brad and Jake have never actually worked in the same office. Time management is a pain point for any sales professional.

Hiring 246

Hiring Scale Account Intent 246

Hubspot Sales

AUGUST 14, 2023

Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. In worst-case scenarios, you can lose the sale completely if the buyer’s concerns reach a level that you can’t overcome. You reference price or "low costs" in your outreach email. Don’t trail off.

Closing 120

Closing Proposal Negotiation Discount 120

Hubspot Sales

NOVEMBER 30, 2020

Most of your business’s prospective customers will not buy from you instantly. You never get a second chance to make a first impression. But many salespeople and marketers make the mistake of crafting a perfect sales email, holding a great meeting, or running a fantastic product demo, and then sitting back and doing nothing.

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Follow-up Conversion Call-back Lead Rank 134

Hubspot Sales

JANUARY 5, 2024

It’s been pretty exciting to see the creativity that people all over the world are bringing to AI to improve their processes, create new services, and make being in business more fun and profitable. So here we are — a little over a year after OpenAI changed the landscape of what can be sped up or fully automated for anyone using the internet.

Inside Sales 87

Inside Sales Lead Rank Lead Scoring Churn 87

Hubspot Sales

AUGUST 21, 2023

When it comes to sales prospecting , it's more important than ever that you write concise, effective communication. According to Statista, we’re expected to send and receive over 333 billion emails daily by the end of 2022 — meaning it's not easy to get noticed in someone's email inbox. It should grab them.

Case Study 98

Case Study Proposal Lead Rank Follow-up 98

criteria for success

FEBRUARY 8, 2022

If you’ve been a sales manager for a while, it's inevitable that one or more people – or even your entire sales team – will get into a prospecting or selling slump. But after years working in a pandemic, you never know when that slump feeling might take over for your team members. Help them determine their purpose.

Prospecting 105

Prospecting Lead Rank Lead Scoring eBook 105

Allego

APRIL 16, 2024

Generative AI has changed the game in sales. Increasingly, sales teams use it to personalize content, enhance sales training , improve onboarding, conduct competitive analysis, streamline sales communication, and more. Not so fast, says AI expert Sam Richter. You must humanize your communication.

Hiring 62

Hiring Scale Proposal Analysis 62

Shari Levitin

MAY 4, 2022

I hate to disillusion you, but the truth is no one thing will bring you success in life or sales. If I didn’t structure my time to write blogs and call prospects each day, I’d never succeed. Structure saves us from asking questions like: Should I prospect this morning? Don’t simply send emails and texts.

Call-back 118

Call-back Face-to-face Follow-up Exact 118

Janek Performance Group

MARCH 12, 2024

Virtual sales meetings are becoming increasingly common as teams transition to working from home and offices are spread out in different cities. In the past, a virtual sales meeting, whether by video or phone call, was generally not given the same consideration as an in-person meeting.

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Sales Meeting Meeting How To Face-to-face 118

Sales Hacker

DECEMBER 30, 2020

B2B sales is always changing, but nothing could’ve quite prepared us for the wild ride that 2020 ended up being. While most of us have settled into the new normal and the challenges that come with it, sales leaders are looking ahead with uncertainty. Best Sales Statistics to Know in 2021. Short on time? What this means for you.

Revenue 125

Revenue Lead Rank Hiring Account Based Marketing 125

Sales Hacker

JULY 26, 2023

Love it or hate it, artificial intelligence is massively changing the game in sales — and has huge potential for account executives. The future of AI in sales What AI can do for account executives The Harvard Business Review found sales teams using AI increased leads by more than 50% and reduced costs by up to 60%.

Ideal Customer Profile 74

Ideal Customer Profile Lead Rank Lead Scoring Proposal 74

Crunchbase

DECEMBER 27, 2021

Email marketing remains one of the most profitable platforms and marketing strategies to invest in, whether you’re sending warm sales emails or cold sales emails. Think email is dead because of lack of results? On the other hand, cold sales emails are those sent to cold leads. Data for 2021.

Top of Funnel 124

Top of Funnel Sales Qualified Lead How To Campaigns 124

Hubspot Sales

SEPTEMBER 1, 2023

Train AI in sales, and you’ll join 81% of salespeople surveyed who agree that AI significantly reduces their manual tasks and data entry workload. Plus, insights from sales experts who are knowledgeable and passionate about using AI in sales ethically. Sales professionals can ask ChatSpot for a desired outcome.

Training 94

Training Policies Guidelines How To 94

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. And poorly managed prospecting lists will result in seller fatigue. B2B sales prospecting in a nutshell.

Ideal Customer Profile 98

Ideal Customer Profile B2B Prospecting Top of Funnel 98

Partners in Excellence

JANUARY 27, 2023

My social feeds seem dominated with “hints and tips” for writing massive numbers of emails in the shortest periods of time. Today, I hit the tipping point, one was leveraging ChatGPT to write these emails. But every day, I see some expert presenting us their insights about how to produce 1000s of emails in just minutes.

Face-to-face 85

Face-to-face System B2B Tools 85

Gong.io

APRIL 2, 2021

Sales prospecting is dead. Sales prospecting is an essential part of your process. . Without it, you’re stuck waiting for things to happen. That’s why I stole these 10 sales prospecting techniques from the best-of-the-best sales pros. Prospecting Technique #1: Use This Cold Call Opener.

Meeting 124

Meeting Prospecting Cold Calling ROI 124

Sales Hacker

APRIL 15, 2021

Yep, the typical over-confident sales guy. It’s not that you say stupid things. It’s that you don’t say spectacular things. Kind of like on a sales call. But if what you say isn’t spectacular, you’re losing time. Tempo on the sales call and in the sales process is everything for us.

Sales Cycle 138

Sales Cycle Call-back Hiring Lead Rank 138

Gong.io

DECEMBER 8, 2021

Robert Cialdini, “The Godfather of Influence” (and on our list of the best sales books ), is best known for his 1984 book, Influence: The Psychology of Persuasion. As Dr. Cialdini says here , “Simply put, people are obliged to give back to others in the form of a behavior, gift, or service that they have received first. Consistency.

Cold Calling 114

Cold Calling Call-back Buyer Video 114

Hubspot Sales

MARCH 16, 2018

As a rule, salespeople should never call or email outside normal business hours -- before 8:00 a.m. Well, the only time you should reach out to a prospect is when you assume they’re also working. When sending emails over the weekend, it’s likely you’re the only one on the job. Question or exploratory emails.

Face-to-face 100

Face-to-face Prospecting Campaigns Account 100

Hubspot Sales

JULY 25, 2023

Like many disciplines, sales teams everywhere are trying to understand what role artificial intelligence will play in their industry. It’s here, and it’s already changing sales as we know it. Whether you’re skeptical, curious, or fully on board, it’s important to educate yourself about how sales reps are using AI.

Top of Funnel 79

Top of Funnel Forecasting Sales Qualified Lead Lead Rank 79

Janek Performance Group

DECEMBER 20, 2023

Prospecting is one of the most fundamental sales skills. All sales organizations need new business. However, as the sales environment shifts, sellers must update how they prospect. Last July, we hosted the webinar, Mastering the Art of Prospecting: Key Strategies for Success. Familiar names pique interest.

Ideal Customer Profile 62

Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62

Partners in Excellence

FEBRUARY 7, 2023

As a person who thinks prospecting is so vital, and properly done, so powerful, I am in a quandary writing this post. I know thousands of sales people will be forwarding this article to their managers, saying, “This guy says outbound is dying, I don’t need to do more prospecting!”

Outbound 114

Outbound Ideal Customer Profile Inbound Face-to-face 114

Sales Hacker Training

JANUARY 31, 2021

If you’re getting all the responses you’ll ever need on the first cold email you send to prospects, let me know. But if you need to send one sales follow up email after the next, you’re like the rest of us. The following templates are based on some simple cardinal rules about how to send a follow-up email.

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Follow-up Scale Lead Rank Lead Scoring 128

Partners in Excellence

JUNE 16, 2023

Over the past week or so, I’ve been writing a lot about our commitment to the status quo. How we seem to continue to do the same things, over and over, even when they are failing. There are so many things we need to address, where do we start? .” What if we fail?”

Face-to-face 95

Face-to-face Conversion Follow-up Up-Sell 95