sales, leads, prospecting

How to Prioritize Sales Leads in the Era of Inbound Sales

When a sales rep gets a lead — whether it’s an inbound lead, a referral, or sourced through the rep’s own efforts — they have to prioritize it against the other opportunities they’re working. And this can be a challenge, because while one lead might look great on paper, another could ultimately prove to be[…]

5 B2B Sales Call Techniques That Get More Meetings

Last week I spent an hour listening to some of our team’s sales calls. Analyzing both live and recorded calls is something I do on a regular basis, since sharing both wildly successful conversations and the not-so-successful ones across our team enables reps and marketers to better understand our what customers and prospects want.If there’s[…]

6 Things First-Year Sales Reps Get Horribly Wrong

My first month of work at HubSpot was unforgettable. Working alongside and learning from marketing’s best of the best had me bursting with excitement and adrenaline, but it also rattled my nerves.My goal to hit the ground running full speed didn’t go as planned. I was a rookie trying to match the work of veterans[…]

4 Tactics to Sell Expensive Products

While the high-margin items are the ones that keep your company in the green, a lot of people in sales lack confidence selling the most expensive items on the list.To win these sales, you need to approach them a different way.A few things to keep in mind:1. Be open-minded about your prospects. Never write off[…]

The Art of Asking Open-Ended Questions

You bring value to your prospects, clients, and yourself through the questions you ask — but only if they’re good questions. Allow me to introduce you to a concept I call “high-value questions.”Simply stated, a high-value question is one that creates a learning experience for either the questioner (you), the person being questioned (your prospect[…]

How to Define Your Sales Process Stages

I sat staring at the Dun & Bradstreet printout. It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and, of course, the decision maker’s name and title. After all, that’s what they beat into our heads during the intensive five-week training program I’d just[…]

sales, leads, prospecting

Sales Lead Prioritization for Inbound Sales

When a sales rep gets a lead — whether it’s an inbound lead, a referral, or sourced through the rep’s own efforts — they have to prioritize it against the other opportunities they’re working. And this can be a challenge, because while one lead might look great on paper, another could ultimately prove to be[…]

Newspapers: The struggle to reinvent goes on

Contrary to popular perception, newspapers were headed for trouble long before your grandfather began reading his daily news on an iPad.Now they are in big trouble, and the question going into 2016 is when will they come upon a strategy for survival and rebirth?newsbugNewspapers are not going away. They are a bedrock medium, and the[…]

5 Signs You’re Talking At (Not Talking To) Your Prospects

You’d think that for a salesperson, talking a lot about their product would be the best way to win a deal. After all, how can prospects decide to buy (or not) unless they know what they’re paying for?Yet one of sales’ biggest ironies is that the more you talk about your product, the less likely[…]