Hubspot Sales

FEBRUARY 5, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Every time you use a selfish sales tactic, you’re destroying the trust between you and your buyer — but you’re not just hurting yourself. We decided to make a mattress our first post-home-ownership investment.

Commission 98

Commission Call-back Hotels Sales 98

Partners in Excellence

JULY 26, 2020

There are the posts about terrible prospecting, clueless sales people, horrible managers. And sadly, there are too many examples of horrible sales practice. It really isn’t a problem with the sales people we call out, it’s a management and leadership problem. The comments, likes, and shares skyrocket.

Cold Calling 104

Cold Calling Up-Sell Coaching Relationals 104

No More Cold Calling

JUNE 19, 2014

Are you tired of talking to people without any decision-making power? When you receive referral introductions from people these executives know and trust, your prospects (and their gatekeepers) will happily take your call. Technology might make us faster, better, and stronger. The gatekeepers are onto your tricks.

Gatekeeper 280

Gatekeeper Referrals Cold Calling B2C 280

Bernadette McClelland

JUNE 9, 2014

It’s kind of healthy to want approval and enjoy it – when someone pats us on the back, cheers us on, supports us, congratulates us and acknowledges our thoughts, ideas or our presence because it connects us to people and makes us feel really good. when we become yes people even though we mean no.

SME 322

SME Call-back Lead Rank Conversion 322

Bernadette McClelland

JUNE 9, 2014

It’s kind of healthy to want approval and enjoy it – when someone pats us on the back, cheers us on, supports us, congratulates us and acknowledges our thoughts, ideas or our presence because it connects us to people and makes us feel really good. when we become yes people even though we mean no.

SME 322

SME Call-back Lead Rank Conversion 322

A Sales Guy

MARCH 14, 2017

If you’re a sales person and you give a s**t about your clients, your personal development, your career, and your company, then I have a message for you. Too many of us are operating from 20th-century sales rules that no longer apply, and it’s not longer OK or acceptable. Rule 3: Stop sending stupid emails.

Account Based Marketing 101

Account Based Marketing Promotion CRM Up-Sell 101

No More Cold Calling

MAY 18, 2017

Stop trying to get around the gatekeeper. If account-based sales reps want to reach C-suite prospects, the secret is calling at night or on weekends, when their gatekeepers are off duty. This is just the latest stupid advice I’ve read about how to bypass the gatekeeper and get decision-makers on the phone. Seriously?!

Gatekeeper 224

Gatekeeper Account Referrals Decision Maker 224

Hubspot Sales

FEBRUARY 9, 2021

2021 will bring sales professionals a host of new challenges and trends to consider, and it could be tricky to adapt. Of course, reps will need to add certain strategies into their repertoires, but "adapting" doesn't stop there. Remaining mindful of these inevitably ineffective sales tactics will only help your case in 2021.

Case Study 135

Case Study Cold Calling Hubspot Ideal Customer Profile 135

No More Cold Calling

DECEMBER 27, 2015

The most powerful tool in my sales toolbox is me.” People buy from us because we’ve built strong relationships with them, because they trust us, because they like us. Why sales leaders can’t just tell people to go get referrals and expect them to make it rain. Sound arrogant? Not really. Think about it.

Referrals 120

Referrals Cold Calling Face-to-face Decision Maker 120

Partners in Excellence

APRIL 9, 2020

If we stop spending in this area, millions can be saved and much of that can be diverted to retaining jobs. Look at your technology stack for sales and marketing. These aren’t normal junk mails from Nigerian princes, people selling you a miracle cure for COVID 19, or any other scam. Here’s the solution.

Ideal Customer Profile 91

Ideal Customer Profile Analytics Segment Cancellation 91

Understanding the Sales Force

DECEMBER 16, 2013

Understanding the Sales Force by Dave Kurlan We read about yet more school shootings, abductions, madmen dictators'' plans to rule the world, and any of the other recurring events that must be the work of pure evil. I also think the sales world is going a bit crazy too. I also think the sales world is going a bit crazy too.

Sales Process 205

Sales Process Sales Cycle Sales Leadership LinkedIn 205

SBI Growth

JANUARY 21, 2014

Some people have more political capital than you. For example, making the number consistently helps increase your political capital. Getting drunk and insulting the CEO at the Annual Sales Kickoff Meeting withdraws it. This political capital bank account can be as important as making your number. Many have less.

Hiring 266

Hiring Banking Call-back Loyalty 266

SalesProInsider

APRIL 28, 2023

Unfortunately, passive prospects who stall, stop answering messages, reschedule…and then reschedule again, are the output of prematurely “sending something” after what appeared to be good conversations. But it was an easy way to get out of the conversation without hurting your feelings…or looking stupid. Danger, Danger!

Proposal 62

Proposal Promotion Prospecting Sales Qualified Lead 62

The Pipeline

MARCH 13, 2013

Sales people are constantly working at communicating value to their buyers, especially in the early stages of the cycle, lead gen to prospecting and engaging the buyer to where they could complete an effective Discovery process. On the other hand I used to work for a VP of Sales who managed his calendar down to the minute, busy guy.

Lead Gen 310

Lead Gen Decision Maker Lead Rank Lead Scoring 310

Pipeliner

NOVEMBER 8, 2020

These are the people who are in a role but don’t display the skills or attitude necessary to satisfactorily practice their craft. But the profession that really annoys me when I am confronted by a “left-winger” is sales; those individuals who profess to be salespeople but lack the human fundamentals to back their claim. I hate it.

Distribution 73

Distribution Hiring Fashion Face-to-face 73

Pipeliner

JULY 10, 2023

My last blog took a look back at history while observing today’s world. Let’s now see how our collective future rests on sales as a profession and its impact on society. and 8 million people dead and the population of areas around present-day Germany reduced by over 50 percent. Why “Win Together”? An ongoing conflict is created.

Government 40

Government Comparison Trends Hiring 40

SalesProInsider

JUNE 19, 2019

For two weeks I looked forward to a sales appointment. Being a sales coach and consultant, I wanted to see where he would take this. Yet, in a productive sales conversation or networking conversation…two people need to engage in an information exchange that achieves an outcome. How to Stop the Small Talk.

Sports 125

Sports Webinar Metrics Networking Conversion 125

Partners in Excellence

OCTOBER 16, 2019

If I’m to believe the pipelines I spend lots of time reviewing, there is an odd phenomenon, at least 95% of customers make their purchase decisions and issue POs on the last day of the quarter. At least that’s the data sales people tend to share with me. Every pipeline I look at says the same thing.

Customer 62

Customer Forecasting Pipeline Discount 62

Grant Cardone

NOVEMBER 19, 2018

You are for sale. Let me clarify that—your will to win is for sale. People who are finished no longer play the game. For me, I will not stop pushing for more, because to do so would be selfish. The one question I get asked continually is NOT “ how do you make so much money ?” The more I have, the more I can give.

Conference 90

Conference Social Media Call-back Media 90

A Sales Guy

JANUARY 31, 2014

Technology has made it cheaper and faster to get in front of prospects, but somebody forgot to make sure you understood that what you say and how you say it wins the e-ticket ride to the next step in the sales process – OR NOT. Stop being so lazy! Stop assuming you know what they care about. Stop insulting people.

Direct Mail 121

Direct Mail Microsoft Social Media Social Selling 121

Partners in Excellence

OCTOBER 3, 2017

I’m beginning to think far too many sales and marketing people think customers are stupid. ” Accompanying the statement was a chart displaying research data looking at the % of revenue influenced by social selling across various industry/marketing groups. What else could it be? I could go further.

Customer 48

Customer Social Selling Analysis Face-to-face 48

Partners in Excellence

SEPTEMBER 19, 2013

I’m so stupid. Basically the arguments are sales people versus management. So in this post, I’ll really focus on the sales people, so managers can stop reading here–in fact you probably should. So sales people—–Get over it!

System 92

System CRM Revelation Territories 92

Marc Wayshak

DECEMBER 1, 2021

Maybe they’re looking around, or checking their phone? It’s important to make sure your presentations are tight and succinct , and that they leverage the best sales presentation techniques available to you. In this video, I’m going to show you 5 must-know sales presentation techniques that close deals.

Closing 77

Closing Case Study Face-to-face Prospecting 77

SalesProInsider

MAY 16, 2017

I recently found myself in a sales situation that brought back memories of a sale I am not proud of. So you never ever ever make the same stupid mistake I did, read on. The course did what was promised – developed his sales reps to increase sales. In fact, I am quite embarrassed. Count me in!

Discount 60

Discount Lead Rank Lead Scoring Buyer 60

Jeffrey Gitomer

MARCH 7, 2012

Make More Sales By Avoiding These Common Blunders. Tweet Share I’m about to share common mistakes that salespeople make. You make them, too. Why would you use time-worn, awkward phrases that manipulate the customer and make everyone uncomfortable? Makes you look bad, and suspect. Hire Jeffrey.

Hiring 225

Hiring Social Media Decision Maker Loyalty 225

A Sales Guy

NOVEMBER 25, 2014

As the demo goes, so goes the sale. Give a shitty demo, and you’re not gonna get the sale. With the demo carrying so much weight in the sale, treating them as a way to highlight every feature your product or solution has is stupid, annoying, unnecessary, boring, and unsophisticated. Stop wasting time!

Report 142

Report Buyer Commission Exact 142

Increase Sales

OCTOBER 9, 2015

The reality of most sales success formulas is they look to behaviors as demonstrated through sales skills. When sales success formulas or any success formulas focus on behaviors (actions), this is very much running around in a circle. This was the first sales success formula that I had ever read that began with attitudes.

Cold Calling 70

Cold Calling Twitter Facebook Lead Rank 70

Sales Hacker

SEPTEMBER 22, 2020

What is a multi-thread sales deal? Multi-threading a sales deal means that you involve as many relevant stakeholders as necessary to get the deal done. You get multiple people at your organization in touch with people at the company you’re prospecting. This will all look familiar. Director to Director.

Ideal Customer Profile 86

Ideal Customer Profile Sales Operations Conversion Follow-up 86

Sales Hacker

JUNE 5, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. In it, Enterprise Account Executive Sales Leader at Lucid Software & Co-Founder/Board Member at Utah Women in Sales, Lanette Richardson, shows you how to leverage your people skills for success. Nobody wants to talk to a sales rep.

Face-to-face 68

Face-to-face Call-back Intent Follow-up 68

Keith Rosen

MAY 12, 2018

In Part 1, we identified four reasons why people fail to reach their goals and the foundation needed to ensure your goals are aligned with your vision, values and priorities, not your shoulds. “Keith, did you just say to stop setting goals? “Keith, did you just say to stop setting goals? I want to make more money.

Exercises 101

Exercises Salary Account Margin 101

Partners in Excellence

JANUARY 31, 2017

The only reason sales people exist is to help customers solve their problems, grow, and improve. But, judging by most of the prospecting calls I get, and most I observe with sales people, too many sales people fail to recognize this. As a result, they waste a lot of their time and the customers’ time.

Customer 48

Customer Segment Study Analytics 48

A Sales Guy

JUNE 6, 2013

It’s not to say you’re not a good person, that people don’t like you or even that boring is bad. We all have people who want to be around us and they are boring too. Boring is unthreatening, and for most people that is exactly how they want it. Are your new prospects AMAZED by you after the sales call?

Influencer 115

Influencer Exact Groups Prospecting 115

Partners in Excellence

MAY 5, 2012

Figuring out how to make money and continue to grow is a challenge for all in the media business. ” For example I can read some of my favorite newspapers in hard copy, or, when I’m not home, I can look at that content on my laptop, Ipad, or phone. The problem I have is when the company thinks its subscribers are stupid.

Media 84

Media Journal Policies Margin 84

Smart Calling

APRIL 1, 2019

I had the unique opportunity to interview the best of the best in sales to find out what they do that makes them rich. I searched out and found the top ten sales reps from a variety of companies nationwide. Shocking Secret Techniques of Sales Superstars. That makes them the enemy. But I won’t.

Face-to-face 74

Face-to-face Objections eBook Outside Sales 74

Sales Hacker

APRIL 19, 2018

I work with many salespeople across multiple industries every month in my role of mentoring and data driven sales coaching. But here are 12 common drivers of poor sales performance I see in salespeople that make them worthy of being fired. I’m serious—stop screwing around with your success; be the professional you’re paid to be.

Ideal Customer Profile 84

Ideal Customer Profile Forecasting CRM Sales Qualified Lead 84

DiscoverOrg Sales

MARCH 24, 2015

A year ago, if you had asked me what my biggest concern was around growing DiscoverOrg 60-100% annually, I would have told you that hiring great sales talent was our biggest roadblock. Quality leads with accurate contact info – what sales or marketing leader wouldn’t want that?

Hiring 120

Hiring Lead Gen Salary Ideal Customer Profile 120

Partners in Excellence

MAY 4, 2016

It didn’t stop there, about 5 years ago, I tried one of these services that provides brief summaries of great business and other books. Every once in a while, I might make an “astute” comment about a key topic. Sometimes, the surface knowledge I had actually made me stupid. She thought I was a great student.

Course 48

Course Relationals Study Conversion 48