Hubspot Sales

APRIL 26, 2023

Walking away is hard, especially when it comes to potential deals. After all, you've spent time, energy, and resources building a relationship — and giving up means you have nothing to show for it. To avoid the pitfalls of bad-fit prospects, look out for these seven signs you should give up on a deal.

Prospecting 112

Prospecting Decision Maker Lead Rank Lead Scoring 112

No More Cold Calling

JANUARY 14, 2021

So, I’m committing to spending time on-camera answering your questions and sharing powerful tips and methods to revolutionize your prospecting. The premier episode, The Gatekeeper Died: Why That’s a Good Thing , covers what I’ve been writing about for years: why you don’t have to worry about gatekeepers when you have a referral.

Gatekeeper 265

Gatekeeper Referrals Cold Calling Telemarketing 265

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. Don’t be this person. But, our new house had a guest room in it.

Commission 94

Commission Call-back Hotels Sales 94

DiscoverOrg Sales

SEPTEMBER 4, 2018

First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. They want to feel good about who they’re buying from, and they want to walk away feeling good. Here’s how to manage so much winning, with 9 tips from our top sales closers. Being OK with Walking Away.

Closing 286

Closing B2B Decision Maker Discount 286

Mr. Inside Sales

DECEMBER 18, 2020

This is a cautionary tale, and I highly recommend you take a moment to read it: One bright Monday morning, I was on my way to meet with a new client when I stopped at Starbucks for a cup of coffee. One guy—mid 40’s, tall and lanky—started walking towards the Starbucks, and there was something familiar about him. Seen the movie?

Face-to-face 310

Face-to-face Inside Sales Gatekeeper Decision Maker 310

The Pipeline

NOVEMBER 15, 2020

Not the right question, reaching someone is a single point on a continuous prospecting journey. Many of those distractions impact our prospecting, making the challenge of a full pipeline even more critical. As with anything, to get ahead of it, you need time to think, plot, and scheme. By Tibor Shanto. Different post.

Prospecting 241

Prospecting Call-back Quota Objections 241

MTD Sales Training

DECEMBER 16, 2019

Here, we discuss five aspects of negotiation that will help you improve when carrying out those stages: Prepare with your customer in mind. This means identifying what is most important to the prospect. They could then bargain from that point, because you have conceded rather than traded. Concentrate on Interests not Positions.

Negotiation 211

Negotiation Margin Discount Face-to-face 211

Zoominfo

NOVEMBER 11, 2019

People buy from people first, product second, according to Director of Sales Steve Wernke. They want to feel good about who they’re buying from, and they want to walk away feeling good about the deal they’ve just made. Let’s explore this conundrum with nine tips from our top sales closers.

Closing 191

Closing B2B Scale Decision Maker 191

Hubspot Sales

JUNE 7, 2023

Every step of your sales process is a struggle in its own right, so by the time you reach the negotiation stage, it can feel like you've run a marathon — but you still have a ways to go. From preparing the wrong way (or not at all) to letting the buyer handle the next steps, there are plenty of ways to stumble right before the finish line.

Negotiation 107

Negotiation How To Buyer Face-to-face 107

Hubspot Sales

JANUARY 7, 2024

If you’re a salesperson and you speak like this, here’s a reality check: It is going to be very, very hard to convince prospects to buy. And prospects don’t buy from salespeople they don’t trust. It’s not easy to build authority, especially if your prospects can’t see you. Profanity You never know who you might offend.

Hubspot 114

Hubspot Buyer Decision Maker Inbound 114

Hubspot Sales

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. Here it is: Prospects aren't always easy to deal with. 8 of the Most Difficult Types of Prospects (& How to Deal With Them) 1. Want more content like this? Subscribe to our newsletter!

Prospecting 98

Prospecting Cancellation How To Revelation 98

The Pipeline

SEPTEMBER 18, 2013

Most would agree that sales is not strictly a numbers game, but as with other issues such as closed ended questions , the pendulum at times seems to swing too far in one direction. I bring this up because of reaction to my piece the past Monday on how to deal with prospects who are reluctant to commit.

Top of Funnel 282

Top of Funnel Funnel Sales Qualified Lead Insurance 282

The Sales Hunter

OCTOBER 8, 2019

Either way, for you, it is time wasted. A prospect who was never inclined to make a decision in the first place; their intention was purely to gain more information. A prospect who was never inclined to make a decision in the first place; their intention was purely to gain more information.

Sales Qualified Lead 155

Sales Qualified Lead Prospecting Video Face-to-face 155

Sales Gravy

JANUARY 4, 2023

Reality testing sales pipeline opportunities is an important step in ensuring the success of your sales efforts and the effective use of your time. You cannot afford to waste time with pipeline opportunities that you won't win. Nor can you spend time with stakeholders who can't or won't buy. The content quality is excellent.

Pipeline 101

Pipeline Opportunity Forecasting ACT 101

Anthony Cole Training

FEBRUARY 6, 2019

Part of being a highly successful and effective salesperson is having the ability to walk away from an opportunity. After numerous attempts to contact a prospect and close a deal, there will be a time when you as a professional must determine when and how to call it quits.

Sales Qualified Lead 137

Sales Qualified Lead Leads Marketing Qualified Lead Prospecting 137

Autoklose

MARCH 11, 2024

Prospecting is a high-stakes game, so many sales reps make the mistake of being too pushy in an attempt to quickly convert leads into sales. Don’t request anything from them, including an invitation to show up to your demo or a phone call. Table of Content Leverage the Reciprocity Principle 1. That’s right! Here’s how.

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Leads 98

Zoominfo

APRIL 29, 2020

Even so, they are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. Trade shows are a small(ish) pond of like-minded prospects where your sales reps can catch a lot of really big fish. Here are some tips: 1.

Trade Show 191

Trade Show Lead Generation Sales Qualified Lead Leads 191

No More Cold Calling

DECEMBER 20, 2018

We need to speak up when people do the right thing. I met Isaac a few weeks ago when my sister came for a visit and stayed at the Omni Hotel, San Francisco. We were already seated when my daughter rushed in. She was at the entrance of the hotel when an Uber driver arrived with three sight-impaired women—all using white canes.

Hotels 282

Hotels Licensing Social Media Cold Calling 282

Zoominfo

NOVEMBER 13, 2019

Buyers want to feel good about who they’re buying from, and they want to walk away feeling good about the deal they’ve just made. Today we’re exploring this conundrum with nine tips from our top sales closers. Today we’re exploring this conundrum with nine tips from our top sales closers. Let’s get into it!

Closing 130

Closing B2B Decision Maker Scale 130

Sales Evangelist

APRIL 26, 2024

Dayna discusses the importance of simplifying this strategy so that everyone from C-suite to front-line sales reps can express the company's approach articulately. Dayna discusses the importance of simplifying this strategy so that everyone from C-suite to front-line sales reps can express the company's approach articulately.

Scale 40

Scale Hubspot Intent LinkedIn 40

John Barrows

MARCH 13, 2019

We always think there’s a chance and so we hold on to dead deals forever, even when a client hasn’t responded to 15 e-mails and 20 calls to “touch base” and “check in.” Many times the client is just going through the motions because they feel they have to. What happens when they don’t get what they want?

Exact 182

Exact Cold Calling Discount Forecasting 182

Hubspot Sales

OCTOBER 3, 2022

When I first sat down with David Stafford , Dropbox's Head of Customer Solutions, to discuss BATNA, he admitted what I'd also been thinking. I'm going to be honest — I'm familiar with BATNA from business school and from a textbook point of view. But I never knew it as BATNA. So, this morning, I had to Google it.".

Negotiation 87

Negotiation Discount Customer Hiring 87

Selling Essentials RapidLearning Center

JANUARY 30, 2024

The more prospects you have in your pipeline, the more sales you’ll eventually make. Yet research from a leading sales consultancy demonstrates that this simple statement of “fact” is anything but. On average, these reps had $41 million worth of potential business pending when the researchers first took a look.

Pipeline 52

Pipeline Sales Qualified Lead Lead Rank Lead Scoring 52

Selling Essentials RapidLearning Center

JANUARY 30, 2024

The more prospects you have in your pipeline, the more sales you’ll eventually make. Yet research from a leading sales consultancy demonstrates that this simple statement of “fact” is anything but. On average, these reps had $41 million worth of potential business pending when the researchers first took a look.

Pipeline 52

Pipeline Sales Qualified Lead Lead Rank Lead Scoring 52

SalesProInsider

NOVEMBER 15, 2023

This adage is about preparation, and when it comes to preparation for sales conversations there are two levels that you should consistently complete to increase your probability of success. Whether that’s putting your phone in another area, turning off screens, moving to a neutral location to get away from distractions, etc.

Conversion 104

Conversion Follow-up Lead Rank Lead Scoring 104

LeadFuze

DECEMBER 31, 2021

When to walk away from a deal? Walk away negotiation is never easy, but Ive learned that you can learn a lot from watching them. You see things like when to walk away and what the other person is really after because they’re coming at it as an advisor instead of someone with skin in the game.

Negotiation 52

Negotiation Hiring Commission Lead Rank 52

Zoominfo

MAY 21, 2020

They’re a critical part of personalized prospecting and account-based strategy. We looked to one of our internal experts, our Sales Development Rep with the 60% response rate, to show you how (and when) to write a perfectly personalized BASHO email. It’s time to get personal. When is Cold Email Appropriate?

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

Hubspot Sales

DECEMBER 8, 2022

I knew the prospect's buying history and the technical support we had provided them. But my salesperson and I hadn't thoroughly discussed the scenarios we might encounter and how to respond to them ahead of time — hence my reaction in the meeting. If something feels too big in the moment, you can always ask for time and consult others.

Sales Management 77

Sales Management Negotiation Meeting Sales 77

Marc Wayshak

MAY 17, 2023

Most salespeople spend their entire careers attempting to avoid objections from prospects. And when they do encounter sales objections, they scramble to overcome them. There are so many sales objections we hear about all the time. There are so many sales objections we hear about all the time. Marc Wayshak: Yeah.

Objections 80

Objections Call-back Face-to-face Follow-up 80

Hubspot Sales

MARCH 27, 2019

You've spent hours prospecting : researching, making warm calls , reaching out via email and on social media. If you have prospects who are dragging their feet or slowing a deal down, you might be working with a tire kicker. Tire kickers are the people who beat around the bush, haggle you for prices, and generally waste your time.

Prospecting 123

Prospecting Strategy Sales Qualified Lead Lead Rank 123

Hubspot Sales

SEPTEMBER 6, 2023

How do you go from putting out fires to running like a well-oiled machine? But being busy doesn’t leave time for thinking strategically, nurturing customer relationships, or making sure your team has everything they need — especially if your company is growing at lightning speed. What’s the backstory? The story is pretty cool.

Hiring 104

Hiring Hubspot Forecasting Up-Sell 104

Hubspot Sales

MARCH 27, 2023

Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. The sales rep-prospect relationship cuts both ways — as your prospects qualify you, you need to qualify them back. That starts with asking the right questions at the right time.

Top of Funnel 101

Top of Funnel Hubspot Buyer Prospecting 101

Janek Performance Group

NOVEMBER 3, 2021

Meeting current customers and networking with new prospects face to face is what we do in sales. When you attend a live event, you can see for yourself what the audience is like. You can feel how excited people are to be there, walk the aisles and sense the energy in the attendees. The answer is a firm YES.

Trade Show 118

Trade Show Face-to-face Sales Qualified Lead How To 118

Vengreso

JUNE 27, 2022

Gone are the days when B2B sales were about making a hundred cold calls a day or visiting clients in person. Also gone are the days when ideal customers from your target companies are knocking at your sales team’s doors in droves. We’re going to help you also understand the B2B sales processes, strategies, and more.

B2B 134

B2B Top of Funnel Decision Maker Ideal Customer Profile 134

Marc Wayshak

JUNE 7, 2023

Or the prospect pushes back and you don’t know what to say? Tiffany, let’s start with you telling us about where you were at with your own sales mindsets early on, when you first started selling. And what I found was that it really made the prospects freeze up and feel like I was trying to push something on them.

Call-back 90

Call-back Face-to-face Up-Sell Prospecting 90

Sales Hacker

FEBRUARY 17, 2021

A few months back, I was inspired by a section in Scott Barker’s “The Forecast” newsletter where he referenced some data from Chorus.ai Scott pulled the research from Chorus, which reported that over five weeks (~May-June 2020), 88% more directors have been joining calls and 72% more executives are joining sales calls on the sell side.

Energy 121

Energy Up-Sell Call-back Case Study 121

Close.io

JANUARY 21, 2020

A study by Harvard Business Review found that 56% of prospects complain about poor follow-ups. And 48% of those prospects will tell at least 10 people about their poor follow-up experience. There will be times when you talk to a prospect on your first attempt. It’s an email where you say goodbye to the prospect.

Follow-up 107

Follow-up Prospecting Data Lead Rank 107