Hubspot Sales

MARCH 4, 2019

But today, buyers put less trust in us than they ever have, market competition is fiercer than ever, and these traits no longer separate the best salespeople from merely good ones. These are the skills your sales team needs to survive. On top of not having sales experience, I'm also your typical introvert.

Hiring 98

Hiring Training Hubspot How To 98

Vengreso

NOVEMBER 1, 2019

When Baby Boomers and many Gen Xers started their sales careers, there were only a few ways to get in front of qualified buyers in the B2B world: trade shows, walk-ins, association meetings, and some cold calling. Back in the day, #B2BSales reps only had a few ways to get in front of qualified buyers. Click To Tweet.

Trade Show 72

Trade Show Referrals Segment Sales Qualified Lead 72

Janek Performance Group

MAY 31, 2022

If a salesperson is lucky enough to get past the gatekeeper and then asks the decision-maker if they caught them at a good time, they will often get an immediate “no” response. Even though the buyer feels safe, it creates a totally different feeling for the salesperson. Just like my no reply to the kiosk salesperson.

Decision Maker 62

Decision Maker Follow-up Gatekeeper Software 62

PandaDoc

JUNE 4, 2019

Solution selling has earned itself a bad rap in recent years as buyer behaviors and the role of the sales rep have both changed drastically. So is there still value in solution selling that can be harnessed if this classic sales philosophy is approached with a fresher, modernized mindset? The answer is yes! What is it exactly?

Solutions Selling 72

Solutions Selling Decision Maker Case Study Ideal Customer Profile 72

Hubspot Sales

JANUARY 5, 2021

The most successful reps have spent a lot of time getting to know their typical buyers: Their challenges, top priorities, daily responsibilities, fears, and so on. If the gatekeeper is having a bad day, they might not let you through no matter how persuasively you frame your request. They empathize with their customers.

Face-to-face 141

Face-to-face Remedy Gatekeeper Up-Sell 141

Hubspot Sales

MARCH 11, 2019

Without many ways for buyers to independently learn about products and services, they had no choice but to get on the phone with a company and learn their options. Reps were gatekeepers to information and controlled the buying process. Now, buyers hold the power. If buyers don't feel acknowledged, they won't buy.

Hiring 87

Hiring Ideal Customer Profile Customer Hubspot 87

Sales Hacker

NOVEMBER 22, 2017

Your focus should remain on your core buyers and how they react to different economic stimulus. Consider also whether economic shifts have influenced other buyer demographics into finally considering your solutions. Consider also whether economic shifts have influenced other buyer demographics into finally considering your solutions.

Ideal Customer Profile 86

Ideal Customer Profile Cold Calling Lead Rank Sales Qualified Lead 86