Hubspot Sales

FEBRUARY 9, 2021

Of course, reps will need to add certain strategies into their repertoires, but "adapting" doesn't stop there. To help you understand which strategies aren't worth your time, we reached out to some experts to offer their takes on sales tactics that brands should avoid, going forward. When will you make a decision?'

Case Study 135

Case Study Cold Calling Hubspot Ideal Customer Profile 135

Shari Levitin

JANUARY 30, 2020

We’ve all heard it, “It’s not in our budget;” “The timing isn’t right;” “We’re looking at many different options;” “I’ll run it by the board;” “It’s not a priority right now;” “My brother’s in the business…” Sometimes customer excuses and objections seem endless.

Decision Maker 147

Decision Maker Government Objections Closing 147

A Sales Guy

MARCH 14, 2017

It’s 2017, and we’re failing our customers, prospects, the companies we work for and ourselves. S**t, there are even apps that tell you when to call a prospect and what to talk about. Yet, I lament, it appears we are doing less selling than ever. We’ve become slaves to the machine.

Account Based Marketing 101

Account Based Marketing Promotion CRM Up-Sell 101

SBI Growth

JANUARY 21, 2014

We all have it. The proof of this is when the CEO’s former employee is hired. We will answer the other question below: What do I use it for? When used correctly, the PC bank account will take a hit. And it’s usually when you think you don’t. Never stop trying to add Political Capital. Many have less.

Hiring 266

Hiring Banking Call-back Loyalty 266

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. Since we are in Q4, I think it’s remarkable and very kind of customers to come in from their holidays on December 31, to hand us POs.

Customer 62

Customer Forecasting Pipeline Discount 62

Smooth Sale

MARCH 11, 2022

My thought: If we both have ridiculous ideas that will never fly, the worst case is we can become good friends! Sure enough, over time, we became business advocates for one another and built a strong network of trustworthy peers. Continuity requires that we never stop learning. And a huge smile came over me.

Sales Qualified Lead 78

Sales Qualified Lead Ideal Customer Profile Hiring Lead Rank 78

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. These top-tier sales professionals aren’t going to stick around to play janitor in our CRM. These are common concerns.

Hiring 120

Hiring Lead Gen Salary Ideal Customer Profile 120

Partners in Excellence

JULY 16, 2015

Unfortunately, they’ve bought a list from a disreputable list management firm, or they’ve scraped the web, or they’ve “deconstructed” our email format to build their lists. How stupid do these marketers and sales people think I (we) are? ” We have no remembrances to update.

Lead Nurturing 48

Lead Nurturing Lead Generation Follow-up Up-Sell 48

Partners in Excellence

SEPTEMBER 19, 2013

I’m so stupid. ” Managers are saying, “people have to use the system and keep everything updated,” “we need to know what’s going on,” “the sales people have information that’s vital to our organization, we need to capture it,” “they need to just do it—or else!

System 92

System CRM Revelation Territories 92

The Sales Hunter

DECEMBER 27, 2011

We’ve all seen list after list of things we need to do to increase our sales in 2012. You think it’s effective to spend your time spouting off to anyone who will listen, including customers, about how inept marketing is. Ignore customers and the numerous requests they make. Leave a Comment.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

Partners in Excellence

DECEMBER 10, 2018

We were discussing the future of sales and marketing–things we saw happening, things we believed needed to change. I kept thinking, “If my outlook is really that dark, why am I doing what I’m doing? All the time, ignoring the customer buying experience and their own journey.

Revelation 80

Revelation Face-to-face Channels Segment 80

Hubspot Sales

OCTOBER 5, 2017

How does Elon Musk think? How does he think? And when your mission for SpaceX is “interplanetary co-existence” and Tesla “transforming sustainable energy for humanity” (yes, those are Elon Musk’s words), you cannot be content. When my friends get a product, I ask them to please not tell me what they like. Don't hold back.

Exercises 111

Exercises Energy Apparel Call-back 111

Pipeliner

OCTOBER 30, 2018

In this series on building sales character, we have been following a proverb that I believe comes from ancient Jewish tradition (Mishnah): Watch your thoughts, because they become words. In the last blog, we look at the first line. The words say one thing, but what the customers are experiencing is something else altogether.

Lead Rank 64

Lead Rank Follow-up Networking Up-Sell 64

Partners in Excellence

MAY 10, 2013

As sales professionals, we think we have to have all the answers. The customer has a question–we leap to answer, sometimes not really answering the customer’s real question. We find customers who have problems, we have all the answers—now if only we can get them to buy.

Relationals 84

Relationals Customer Conversion Marketing 84

Partners in Excellence

MARCH 16, 2017

There are just too many stupid conversations about the digitally savvy customer going on. Yes, we know customers are self educating, yes we know they are self diagnosing (that by itself is a frightening prospect), yes we know they don’t want to talk to sales people who simply parrot what they already find thought Google.

Customer 48

Customer Forecasting Education Inbound 48

Sales Hacker

JUNE 5, 2020

How to know when to walk away. Hopefully we can get through some really great ideas on how to build some great personal connections with your prospects. There we go. We are going to talk about building genuine connections with your prospects at every level. Then think about what YOU do. What You’ll Learn.

Face-to-face 68

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

Partners in Excellence

AUGUST 3, 2015

It was a very important call, we were discussing the customers’ attitudes, views, priorities, and so forth. I asked, what competition are they looking at, what do they think of them? Too often, as a result, they tend to avoid the issue, addressing it only if the customer brings up the competition first.

Competition 48

Competition Relationals Up-Sell Influencer 48

Partners in Excellence

AUGUST 31, 2016

When we do, it leads to a richer discussion where we both learn and converge on a new, shared point of view. I think it is a critical issue, and I think too few organizations and sales people do good jobs of disqualifying and focusing. We are most effective and create value for only certain customers.

Sales Qualified Lead 48

Sales Qualified Lead Lead Rank Lead Scoring Education 48

Partners in Excellence

MARCH 17, 2016

But when you reflect, you have to consider the question, “Are so many sales people really that bad?” Now before you think I’ve gone all soft on you, there are plenty of really bad sales people–people who don’t deserve to be sales people. Or are we setting people up for failure?

Hiring 48

Hiring Face-to-face Call-back Sales Management 48

John Barrows

JANUARY 30, 2019

Besides putting down the distractions, and focusing on the conversation you’re having, there are a few tactical things we can all do to become better listeners. Ever notice how when you’re in a meeting, on a call, or in a classroom, your mind starts wandering. Furthermore, as a speaker, you’re thinking at 900 words per minute.

Call-back 133

Call-back Up-Sell Sales Ideal Customer Profile 133

Partners in Excellence

JULY 23, 2015

But, for the most part, I meet a lot of very smart, well intended marketing people who, somehow do terribly stupid things. Right now, I’m looking at a series of emails, some landed in my Inbox, some received by others in the company, and some that have landed in our company Spam filter. This email had at least 3 tragic flaws: 1.

ACT 48

ACT Marketing Construction Harvest 48

Partners in Excellence

SEPTEMBER 25, 2017

It’s hard to reach them, so I want to make sure I make the best use of our time. Some sales people claim they have to do similar amounts of research, but often, I actually think it’s an excuse for call avoidance, rather than preparation. ” Some are honest enough to say, “I don’t know, can you tell me?

Research 52

Research Prospecting Face-to-face Maximizer 52

Partners in Excellence

AUGUST 16, 2015

Recently, I published a rant on LinkedIn, “ Patient 0 Of Stupid Prospecting.” Even stupid approaches hit every once in a while, maybe you get a few people responding, you rejoice that your prospecting program has struck “gold.” Think about your own prospecting, do you consider your competitor a prospect?

Prospecting 48

Prospecting Campaigns Call-back LinkedIn 48

Partners in Excellence

JANUARY 27, 2015

They’re a little comical to watch because there’s just so much bad thinking all around. Bad Commission Plans Drive Bad (The Wrong) Sales Behaviors. (I feel a little like the old “When guns are outlawed, only outlaws will have guns.”). I hired a consultant (first mistake–or we hired the wrong consultant).

Commission 48

Commission Customer Compensation Hiring 48

A Sales Guy

DECEMBER 13, 2012

These businesses rely on being sticky and keeping their customers. When customers leave it’s painful and expensive. But a less talked about (and arguably more important) goal is ensuring your customers remain customers. Talk to Your Customers. For some customers, this is optimal.

Churn 113

Churn Engineering Cancellation Microsoft 113

A Sales Guy

AUGUST 16, 2016

Therefore, my presentation was on why our ego’s get in the way and how that hurts our ABM messages. ” When I say that I’m a fixer is I love the idea and it’s innate in me to try to fix stuff. I wouldn’t stop because I’d trying to fix something. What do you think I care about?

Account Based Marketing 60

Account Based Marketing Account Marketing Ideal Customer Profile 60

Don on Selling

DECEMBER 2, 2018

You may feel out of the loop when key company decisions or announcements are made. For example, there are times when salespeople need to engage in ad hoc conversations or buy-in to new initiatives that are hard to create when employees are working remotely. Yes, I know that sounds stupid. You may feel isolated.

How To 40

How To Hiring Skype Travel 40

No More Cold Calling

SEPTEMBER 6, 2019

When you prospect by referral, you treat all customers like gold. I’ve never had a good customer experience at that market, but this was over the top. There was some problem, so the cashier stopped everything and called for help. That’s when I decided to get my bananas, ketchup, and mustard someplace else.

Referrals 189

Referrals Customer How To Airlines 189

Jeff Shore

NOVEMBER 27, 2018

As professionals, we should always be seeking to improve our craft, and that means we must regularly challenge long-held practices. But if they do not hold up to the level of professionalism that today’s customer requires, it’s time to put them down – permanently. How do real customers answer that question?

Commission 124

Commission Call-back Up-Sell Sales 124

Hubspot Sales

NOVEMBER 7, 2023

Also — and perhaps most importantly — both can also easily be derailed if one of the people involved says something really off-putting or stupid while it's happening. Some reps think saying, “I’ll be honest,” “I’ll be straight with you,” or “I’ll be blunt” makes it seem like they’re passing along valuable or confidential information.

Negotiation 104

Negotiation Proposal Buyer Quota 104

Mindtickle

MAY 5, 2022

Our fifth episode of Ready, Set, Sell recently aired featuring Christine Rogers, President & COO of Aspireship , a reskilling and job placement platform that helps people pivot their careers into SaaS sales. But I will tell you: when I got into technology and software sales, that’s when I really felt this is for me.

Sales Enablement 52

Sales Enablement Hiring Tools Call-back 52

Sales Evangelist

JANUARY 31, 2019

If we allow it to, fear can hold us back and dominate our lives, but if we focus instead on understanding and managing fear, we can identify the source of our fear and we can improve our own performance. Fear doesn't simply infect one section of our lives, but rather every part. It isn't real.

Training 75

Training Face-to-face Commission Outbound 75

Jeff Shore

OCTOBER 31, 2018

What makes the difference when you’re selling an item that cannot be distinguished? As a Native Nevadan, I welcome the amazing growth we are experiencing and have been fascinated by the wide variety of industries moving to this area. Price: (7327 customer reviews). Announcer: HomeStreet Bank is the sponsor of our podcasts.

Up-Sell 83

Up-Sell Call-back Follow-up Referrals 83

A Sales Guy

FEBRUARY 13, 2012

If you are dong these things, STOP! What ever you do stop bitching. When to call them and what their pain was. No info is stupid info when it comes to your client base. It takes hard work, focus, and commitment to honing your skills. Only 52% of sales people make quota. They just make things harder. Get on Twitter.

Quota 116

Quota Collateral Cold Calling Territories 116

Sales Hacker

JANUARY 19, 2021

Sam Jacobs: This week on the show, we’ve got Jacco van der Kooij , the founder of Winning By Design and a thought leader in the SaaS and startup spaces. I think you’re really going to like this episode because Jacco acts a little … ridiculous, but in an endearing way. We’ve got two. Sam’s Corner [30:46].

Video 63

Video Up-Sell Call-back Hiring 63

Partners in Excellence

MAY 13, 2013

We all have them, Questions We’re Afraid To Ask. They’re obvious, but we’re afraid to ask them. Will we offend the customer? Will they make us look stupid? Are we afraid of the answer we might get? We suspect they may not be doing anything, at least soon.

Decision Maker 94

Decision Maker Face-to-face Vendor Call-back 94

Partners in Excellence

SEPTEMBER 21, 2016

We all get too many unwanted and unsolicited emails. One would think since they are supposedly experts at marketing and engaging customers, prospects, or influencers, they would honor these requests and stop sending emails. Usually, they are pretty easy to handle. Hmm… this is really unusual.

Eloqua 48

Eloqua Influencer Marketo Constant Contact 48