Hubspot

5 Tips to Get an Unresponsive Prospect Talking Again

This post was originally published on this siteSometimes a salesperson gets lucky with an ultra-responsive prospect. Every time the rep sends an email, a response follows within the hour. When they call, the prospect picks up and makes time to chat. No matter when or how the rep reaches out, the prospect is sure to return a prompt reply.Unfortunately, this …

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Solution Selling: The Ultimate Guide

This post was originally published on this siteYou’ve probably heard of solution selling — maybe it’s your strategy of choice. Solution selling is a sales methodology that became popular in the 1980s. The formula is pretty simple: The salesperson diagnoses her prospect’s needs, then recommends the right products and/or services to fill those needs.The prospect might not know he has …

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How to Measure the Effectiveness of Your Sales Process

This post was originally published on this siteYou’ve established the various stages of your sales process. You know how the typical prospect goes from an email address in your CRM to a paying customer. You’ve trained your salespeople on the key actions required to move prospects from stage to stage.Now you need to know if your sales process is working.There …

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The Secret to Managing Salespeople? Start with Their Myers-Briggs Personalities

This post was originally published on this siteIf you’re looking for another article about why your sales team should only hire ESFJs, you’ve come to the wrong place.While it’s true that not everyone is a perfect fit for the sales profession, most people just need the right motivation and management to thrive.Identifying salespeople’s Myers-Briggs personality types is a great place …

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How to Motivate Your Sales Team: 8 Tried-and-True Strategies

This post was originally published on this siteMotivation is more than Vince Lombardi quotes and quirky posters on the wall. It’s one of the most important components of sustained sales success over time.As a sales manager or director, you can only influence your team’s sales performance in two dimensions: Their skill set (what they can do), and their motivation (how …

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Why Even Top-Selling Reps Might Lose Their Jobs Soon

This post was originally published on this site“We can ignore reality, but we cannot ignore the consequences of ignoring reality.” – Ayn RandB2B salespeople are a massive cost overhead. In today’s high-velocity, ultra-competitive global markets, natural market forces are shining a bright light on this increasingly unsustainable cost of doing business.Let me explain: Throughout my 28-year B2B sales career, I …

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20 Better Alternatives to “Hope You’re Well”

This post was originally published on this siteAt least one-third of the sales emails I get start with a variation on: “I hope you’re doing well.”The line is so ubiquitous it’s become meaningless. Both the recipient and the email writer know it’s a nicety thrown in before the real point of the email.With buyers’ attention spans at an all-time low, …

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6 Time-Saving Uses of Your CRM Every Sales Manager Should Know

This post was originally published on this siteTime is tight for sales managers, and many avoid the CRM because of this fact. But in reality, your CRM system can actually help eliminate redundant tasks and bring you closer to your reps and your clients.By logging sales data and communicating with contacts directly from your CRM, everything you need to run …

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How to Make Prospecting Calls When You Hate Calling

This post was originally published on this site“But why do you want to join a sales boot camp? You hate calling!”I have always hated talking on the telephone. Even as a reluctant child, writing thank-you letters after the holidays was a preferable chore to a simple call. Looking back, it still makes me shudder.So, when I started my own business, …

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The 6 Negotiation Skills Everyone Should Have

This post was originally published on this siteWhether they realize it or not, most people negotiate all the time. They negotiate with their coworkers over which projects to prioritize, their employer over salary, their friends over what restaurant they should visit, their supplier over their contract, and so on.Knowing the six essential negotiation skills — and practicing the ones you’re …

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