Nutshell

AUGUST 27, 2018

There are hundreds of different sales tactics that you can use to find prospects, qualify leads, and make a sale. Prospecting. What is prospecting? What is prospecting? Prospecting is the process of finding and reaching out to potential customers for your business. Scour Yelp for potential prospects.

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Hubspot Sales

JULY 22, 2020

But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. HubSpot Sales Platform. The HubSpot Sales Platform gives sales professionals the tools they need to sell more deals faster in one integrated suite. HubSpot Email Scheduling.

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Hubspot Sales

FEBRUARY 9, 2022

Merchants who offer a variety of pricing plans or packages to their prospects are likely operating on a tiered pricing model. These tiers allow customers to choose the option that best accommodates their needs and often incentives them to move up in tiers over time. HubSpot Price Tiering. Image Source: HubSpot.

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Hubspot Sales

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. Here it is: Prospects aren't always easy to deal with. 8 of the Most Difficult Types of Prospects (& How to Deal With Them) 1. Want more content like this? Subscribe to our newsletter! You're welcome.

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Hubspot Sales

SEPTEMBER 29, 2020

Well, incorporating video into your sales process can help you build credibility and trust with your prospects. Usman Hijazi, a sales professional at HubSpot, says, "Video sales letters are the modern form of communication with the ability to cut through the endless noise buyers are increasingly surrounded with. Hippo Video.

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Hubspot Sales

JULY 30, 2024

As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size. Aggressive, generic offers were just as fruitless, especially when the prospect hadn’t already confirmed their interest in what I was offering. (In

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Hubspot Sales

SEPTEMBER 20, 2019

Shadowing or listening to a rep's meeting or phone call with a prospect. Reviewing a rep's email conversations with prospects throughout different points in the buyer's journey. To give you an idea, imagine two of your reps are getting great results from prospecting on LinkedIn. HubSpot Sales Coaching for Managers.

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Hubspot Sales

OCTOBER 26, 2020

It lets a company interact with a prospect more pointedly — foregoing more indirect communication and interest-building in favor of straight-up sales engagement. If a sales rep has a permissive in with a prospect, then their call, email, or engagement is much more welcome than it would be otherwise.

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Hubspot Sales

FEBRUARY 24, 2021

As your business grows, manually keeping track of your prospects and customers with spreadsheets and random notes in different places becomes near impossible. It’s much easier to provide a positive buying experience when you know a lot about your prospect. This only serves to exhaust your team and disappoint to your customers.

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Hubspot Sales

JUNE 27, 2018

Even if some prospects do read the email, few bother to respond. However, a well-crafted prospecting email is a powerful weapon in any salesperson's arsenal. I used seven principles to take a prospecting email from bad to great, and raised my response rate from 1% to 14% in the process. Email 2: The After.

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Hubspot Sales

JULY 30, 2018

It's not missing quota or an understocked pipeline -- it's silence from a prospect. A silent prospect leaves deals in indefinite limbo. When a prospect tells you they’ve gone with a competitor or decided to delay a purchase decision, you can move on, but “maybe” creates the same uncertainty as silence. Your stuck.

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Hubspot Sales

JANUARY 11, 2023

Follow-up emails can help establish a connection with your prospects. Many sales representatives spend time following up with prospects along their buyers' journey. If you’re a HubSpot user, you can begin automating follow-up emails right away. Automated emails start out like any other message you plan to send with HubSpot.

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Hubspot Sales

NOVEMBER 16, 2020

That's why uncapped commission can be a powerful incentive for sales reps to exceed expectations. If a sales rep's commission is capped at $50,000 for $500,000 worth of sales in a quarter, what incentive do they have to try to go beyond that? As far as mentioning compensation, be frank with candidates.

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Hubspot Sales

MAY 18, 2018

If they need to get better at prospecting, make it a goal for them to increase outreach calls by 10% every week. If 50% of their demos convert to deals, that means they must demo to eight prospects each month. The incentive for your reps to meet their quota? So what’s the incentive for meeting these smaller goals?

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Hubspot Sales

JANUARY 9, 2018

For example, HubSpot salespeople might primarily sell marketing software to CMOs and sales software to sales directors. Identify 100 potential prospects and assign tiger team to each. Do you have a budget for sales contests and incentives? Do they all belong to a specific industry? Exceed a certain size? Marketing budget?

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Hubspot Sales

NOVEMBER 16, 2020

The contest's incentive structure is steep and high-stakes. Monetary incentives are probably the most straightforward award you can offer to whip your sales reps into shape. The latest iPhone, a new laptop, or any other fresh electronic commodity can be a powerful incentive to get more out of your team. Cash Bonuses.

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Hubspot Sales

MAY 19, 2018

Contrary to what most people believe, prospecting is not a numbers game. A common lazy salesperson’s practice is asking an employee at a prospective company to send you the contact information of the key decision-maker. Hi [Prospect name], Your article on [Publication] left me speechless. Regards, [Lazy Salesperson]. Here’s how.

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Nutshell

MARCH 17, 2023

Welcome email templates Welcome emails are an effective means of connecting with consumers transitioning from prospect to interested customer. Encourage them to share: Consider adding an incentive for customers who share your brand promise with others. Introduce the incentive: Offer an overview of the program and its purpose.

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Hubspot Sales

MAY 26, 2023

In real estate, you have to understand that prospects aren't going to appear out of thin air. This is a concept known as real estate prospecting. And in the highly competitive world of real estate, prospecting can be challenging. Prospecting should be a fundamental part of your business strategy as a real estate professional.

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Hubspot Sales

NOVEMBER 28, 2023

A joint effort attracts the right kind of leads, with the sales team focusing its energy on prospects with the highest likelihood of conversion. When both teams are on the same page regarding the ideal customer profile, marketing generates campaigns that attract the right audience, ensuring sales focuses on genuinely promising prospects.

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Hubspot Sales

JUNE 21, 2018

You will get rejected by prospects multiple times a day, there are some months when you won't hit your number, and losses are just part of the job. Intrinsic motivation is a more powerful force than extrinsic motivation, which drives you to act because of incentives like money, recognition, or praise. Remind yourself of your wins.

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Hubspot Sales

DECEMBER 2, 2024

As someone with extensive experience leading teams of SDRs, I'll be the first to tell you that keeping both reps and prospects engaged with the holidays on the horizon is every bit as tricky as it is essential. Other incentive programs, like SPIFs , can also help your reps keep their foot on the gas through the end of Q4. NONE AT ALL!

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Hubspot Sales

MARCH 21, 2019

Have you been in an interview and asked your prospective employer which sales metrics they value most? HubSpot Director of Sales Dan Tyre says, "Every sales manager lives in fear their sales pipeline is a bunch of fluff. That answer is probably, " Yes. Define these criteria early and keep it consistent when measuring sales velocity.

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Hubspot Sales

SEPTEMBER 8, 2020

Today’s the day you begin tracking prospect interactions, logging deal data, and leveraging that information to sell more, better, and faster. In fact, the CRM is one of the most popular sales tools today (among social prospecting, data and list services, email engagement, phone, and sales cadence tools).

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Close.io

DECEMBER 16, 2019

When selling SaaS products to businesses and enterprises , how can you move the sale ahead when a prospect is stalling? Tell your prospect: "This looks like a really great fit, but I want you to know that we are going to run a limited alpha—which means that only 10 companies will get access to our product. Limited alpha.

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Partners in Excellence

JUNE 5, 2019

Part of my discomfort in saying anything, is that I respect Brian and Hubspot so much. Let me dive into these: Replace the Funnel With A Flywheel: Brian goes through a nice discussion about the physics behind the flywheel and how he and Hubspot find it a more useful metaphor than the funnel. Stated differently, you have to do the work.

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Hubspot Sales

FEBRUARY 17, 2020

Let the answers to those questions guide how you describe your product to prospective customers. Thoroughly qualify your prospects. Are you sure you’re selling to the right prospects to begin with? When qualifying prospects, you want to reach those who are the best fit for your product, and are most likely to make a purchase.

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Hubspot Sales

MARCH 21, 2019

And sales leaders use these metrics to track progress toward goals, make decisions and plans, adjust compensation, award bonuses and incentives, and identify issues before they become large problems. HubSpot : Create custom reports and dashboards for your team that pull data directly from the HubSpot CRM.

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Hubspot Sales

JANUARY 17, 2018

When I joined HubSpot in its early days I was one of the few employees who hadn’t graduated from MIT. Selling is about providing value to your prospects without expecting anything in return. But you’ve got to really want to help your prospects. For the record, I offered her a breakfast sandwich as incentive, but she declined.

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Hubspot Sales

JUNE 2, 2021

That's why word-of-mouth and recommendations from prospects' networks are so valuable — and it serves companies to know how to tap into those. Sales is, in large part, the process of cultivating and capitalizing on prospects' trust. Consumers are skeptical by nature. In turn, they come across as more objective and trustworthy.

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Hubspot Sales

MAY 21, 2021

Not only are there are many external factors that affect motivation, every person requires different incentives and motivational tactics. At HubSpot, we offer employees access to a gym, plenty of healthy food and snacks, and a nap room. Here are my favorite personal SPIFs to suggest: Prospect for them. My reps love it.

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Zoominfo

MAY 9, 2022

It wasn’t long ago that sales as an industry was driven largely by volume — more leads meant more prospects, which sometimes translated into more revenue. The most successful sales teams rely on a combination of sophisticated technology and human expertise to ensure they’re selling the right product, to the right prospect, at the right time.

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Hubspot Sales

JANUARY 19, 2018

I’m a big believer in preparation, so whenever I can, I create a deal plan with my prospect. The deal plan should cover whatever your prospect suggests but will generally encompass the remainder of the sales cycle, how to sell the product internally, and the implementation of the product. Why You Should Create a Deal Plan.

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Hubspot Sales

JUNE 29, 2020

Gamify it with financial incentives. Let’s discuss what it means to be money motivated, and if financial incentives are truly the best way to foster an engaged, motivated sales team. However, it is important for sales leaders to consider other sources of motivation for their sales teams in addition to financial incentives.

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Crunchbase

MAY 19, 2023

From identifying potential customers, to finding quality leads and maintaining a healthy pipeline, sales prospecting is vital to the success of your business. Successful prospecting requires time management skills, a proactive mindset and the ability to communicate effectively. That’s not to say it’s without its challenges, however.

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Allbound

SEPTEMBER 12, 2018

Only the largest enterprise programs (Salesforce, HubSpot, and PayPal) have partner fees. HubSpot’s Sales and Marketing Growth Stack. Sales Partners: HubSpot provides assistance for CRM service providers and sales consultants who want to sell HubSpot services and earn commissions.

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Sales Evangelist

JULY 11, 2019

Whether you’re a sales rep or a sales leader, a sales manager or a business owner, we can learn valuable lessons from the study of how Hubspot grew from 50-1500 individuals. He’s a fellow at Hubspot and he teaches digital marketing at Harvard University. It cost the company money because they had to service the issue.

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