HubSpot Sales Blog

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How to Sell Value in a Transactional Industry

As I work with sales organizations across the world, I am frequently asked if the inbound sales philosophy works in an industry defined by a transactional sales process. Many salespeople find it difficult to overcome price objections, especially when their sales process is short and their product isn’t highly differentiated. However, an increasing...

How to Sell Value in a Transactional Industry

As I work with sales organizations across the world, I am frequently asked if the inbound sales philosophy works in an industry defined by a transactional sales process. Many salespeople find it difficult to overcome price objections, especially when their sales process is short and their product isn’t highly differentiated. However, an increasing...

How to Respond to 'Just Tell Me the Price,' According to HubSpot Sales Reps

As a salesperson, you're bound to be confronted with it at some point — what HubSpot SMB Growth Specialist Vajra refers to as "the most dangerous question." By his account, it's the statement that shows "a prospect is qualifying you instead of you qualifying them." I'm referring to the most quintessential down-to-brass-tacks statement a prospect can...

The Plain English Guide to Neuro-Linguistic Programming (NLP) Sales

I've always loved hypnosis — like I'm a huge fan of those local "hypnotist" performers who do those shows where they bring up volunteers at kid's birthdays or on cruise ships and make them do jumping jacks or pretend they're turtles or something else along those lines. They always fascinate me. I always wonder how they do it, and more so, I wonder...

What Does a Sales Analyst Do? We Break It Down

Considering a career in sales but want something that pushes the limits of a traditional sales rep’s role? Enter, the sales analyst. It’s a sales operations role that’s less about selling a product or service to customers and more about selling next steps and solutions to your internal sales team. The result? A career and career path that draws heavily...

Everything to Include in Remote Sales Meeting Notes

Of all the differences between selling in a remote organization and being a part of an office space, the challenges of complete and transparent communication are some of the few similarities that persist. The constant bouncing between video calls with prospects, customers, and teammates hour after hour means something is bound to fall through...

The Art of the Sales Follow-Up: 7 Ways to Keep the Conversation Going

Most of your business’s prospective customers will not buy from you instantly. You cannot simply introduce someone to your products or services once and expect that they will go the rest of the way by themselves. Unfortunately, this simply isn’t true. The first point of contact is important, of course. You never get a second chance to make a first...

The Role of Early Sales in Bringing A Product To Market According to Loom's Director of Sales

When I joined Loom as the company’s first sales hire in January of 2020, friends and colleagues asked me questions like "What will you be selling?" and "What’s your quota?" My answers were less straightforward than I might have liked. "I’ll be focusing on selling Loom’s upmarket offering to enterprise customers, and I’ll work with my leadership...

How To Build Your Brand & Win More Sales (Even If You Hate Promoting Yourself)

Wouldn't growing your consulting business be so much easier if you felt comfortable promoting yourself? If you’re an introvert, you may feel like if you could force yourself to be more extroverted, sales and marketing would be a breeze. Not to worry, being more introverted doesn’t mean you’re doomed to having low client conversion rates. You...

How to Sell Anything to Anybody

In Jill Konrath's opinion, the salesperson is the primary differentiator in purchases today. As products and services become increasingly commoditized, buyers are aware they can get a similar offering from another company. But what they can't get from just any vendor is the same sales experience, which is created by the sales rep. This means...

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