Tag Archives: Hubspot

What Baseball Taught Me About Selling (And How I Apply It Every Day)

This post was originally published on this siteBefore you go to the next article, I know what you’re thinking: “Ugh, something about baseball. So boring.”But this article isn’t really about baseball — it’s about a single lesson I learned through playing baseball over 20 years that I now apply to sales every day.I’ll go ahead and take the rabbit out …

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3 Ways for Outside Sales Reps to Master Inside Sales Skills

This post was originally published on this siteEven in field sales, prospects don’t want to have a first meeting with a stranger in person. They prefer an introductory phone call. If things go well, they’re open to the idea of a face-to-face meeting.This creates an interesting scenario for outside salespeople. While they aren’t going extinct – certain industries will always …

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40 Questions to Create a Sense of Urgency

This post was originally published on this siteYour product is a great fit for the prospect. It’s in the right price range for their budget. And you can even get them a discount based on the size of the purchase.But even though this should be a slam dunk, I can tell you they won’t buy unless there’s urgency.Urgency gives people …

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The 5 Skills that Set Top-Performing Salespeople Apart, According to New Data

This post was originally published on this siteTop-performing sales teams have significantly higher win rates, revenue growth, and sales goal attainment than the rest. They’re also more likely to set challenging targets. They shoot higher and still achieve.To discover which skills and strategies set the highest achievers apart, the RAIN Group Center for Sales Research conducted a study of 472 sales …

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10 Time Management Hacks for Sales Reps

This post was originally published on this siteWe’ve all heard the saying “time is money.” This is especially true for salespeople. Allotting time to one prospect over another could be the difference between closing a million dollar deal and having the door closed on you. Spending a certain amount of time on one group of activities could set a rep …

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The Sales Message That Generated $27,000 in 30 Days

This post was originally published on this siteIf you believe LinkedIn InMails “just don’t work” for connecting with prospects, you’re experiencing user error — not medium error. The user error is simple: Your messaging sucks!As we launched a new social selling training product for the SMB market, I wanted to test an assumption on messaging effectiveness using LinkedIn InMails.I have …

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The Stupid Sales Email Technique I’ve Been Arguing About for 30 Years

This post was originally published on this siteIn the past 30 years, I’ve listened to a lot of smart sales leaders and experts tell me breakup emails are effective.I respect these people deeply — but none of them have ever convinced me. If it were up to me, salespeople would never send breakup emails.How Breakup Emails Work (In Theory)Quick summary …

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The Optimal Length of Sales Calls, According to the Data

This post was originally published on this siteTrue or false: A 30-minute connect call is less likely to lead to a deal than a 60-minute connect call.Before we get to the answer, here’s some context.The Gong.io team analyzed 30,000 calls between salespeople and their prospects. These calls varied in length, but the most popular times (unsurprisingly) were 30 minutes and …

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3 Warning Signs You Shouldn’t Be in Sales

This post was originally published on this siteIn almost any career, selling skills are important. Whether you’re fundraising for your startup, getting early adopters for your product, or convincing internal stakeholders to back your campaign, knowing how to show others the value of your idea or solution will make a huge impact on your career.I fundamentally believe that anyone can learn how …

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How to Fix a Dysfunctional Sales Team

This post was originally published on this siteCorporate America talks a lot about the power of teamwork. Companies hang posters on the wall featuring people rowing in unison and the word “SUCCESS.” Leaders use phrases like, “There is no ‘I’ in ‘team.’”Building strong teams is a well-intentioned goal. But in many sales organizations, it is simply rhetoric posted on the …

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