HubSpot Sales Blog

HubSpot's blog of expert inbound sales content for today's sales organization.

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How to Turn Canceled B2B Events Into Sales Opportunities

For B2B brands, connecting on a personal level is crucial to turn prospects into clients. It’s why so many companies hold and attend conferences and other major events. For a skillful B2B salesperson, speaking directly to a roomful of people is a goldmine for lead generation. However, things don’t always go according to plan. There are many reasons...

How to Calculate and Apply Sales Volume Variance [Infographic]

Every company wants its sales to exceed its expectations. No organization wants to fall short of its projections, so it's vital that every company consistently refines its forecasting methods and ensures that each facet of its business is working to the best of its ability. That's no secret. It's fairly straightforward. What's less obvious is...

Sales Maximization: A Picture of Its Principles and Practice

Claiming and retaining an optimal market share for your company is every bit as challenging as it is essential. It's important to consistently generate new business, but doing so isn't always self-explanatory. The quality of your product or service might be sufficient to keep current customers happy, but you might run into trouble with getting...

20 Job Interview Questions to Ask Your Sales Analyst Candidates

As the field of sales changes to meet the needs of our evolving business landscape, data becomes even more prevalent. Having access to relevant sales data can be a true differentiator for a successful sales team. In fact, high-performing sales reps are more likely to use data to guide their sales process. According to the LinkedIn State of Sales...

The 15 Best Contact Management Software Solutions for Nonprofits

Be honest for a moment — are you still using spreadsheets to keep track of contact information for your nonprofit? How has that been working out? Chances are, your organization grew out of this method of contact management quickly, and the tedious task of manually tracking contact data can be impacting your fundraising efforts. Spreadsheets can’t...

The Necessity of Sales Integrity and 4 Keys to Achieve It

The concept of integrity seems inherently at odds with some prospects' perceptions of sales professionals. It's a field partially-defined by the cliche of the sleazy salesperson — the one on the used car lot that knowingly sells you a lemon or any other borderline con-person who's out for cash and nothing else. In reality, that cliche couldn't be...

Down-Selling: the Art of Strategic Compromise and Salvaging Sales

Mick Jagger said it perfectly, "You can't always get what you want." The world around you is going to throw you curveballs. Nothing is promised, and in many cases, you're going to have to adapt to situations that don't go according to plan. That premise — not always getting what you want and having to adapt — is the basis for a sales practice...

LinkedIn Video Specs and Best Practices: a Comprehensive Overview

LinkedIn is a strictly professional, B2B platform — qualities that set it apart from most of the social media ecosystem. By LinkedIn's own estimate, 97% of B2B marketers use the platform to support their content marketing efforts. Couple that figure with the fact that roughly 88% of video marketers report that video marketing offers a positive...

6 Key Strategies Used by Every Shrewd Negotiator

Negotiations come in various shapes, sizes, and scales. The term can cover everything from haggling at a flea market to hashing out a fair price for a new car to finding common ground for billion-dollar deals. The process is a pillar of all things business, and sales efforts are no exception. Virtually any sale can involve some kind of negotiation,...

The Quick Guide to Sales Commission Draw

While there is no single factor that keeps all sales reps motivated, compensation remains an important discussion topic when companies consider ways to attract, develop, and retain top sales talent. Sales commission is standard practice when it comes to rep compensation. Using a commission-based structure, the amount of money a sales rep earns...

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