As a proud partner of HubSpot, we at The Center for Sales Strategy, as well as our sister company that focuses on lead generation and sales enablement, LeadG2, naturally have experience with the HubSpot CRM, and it might be easy to think that we’re biased about this tool because of our relationship with them. However, it’s important to know a bit more of the context to better understand why we’re not biased and how that shows up in what we do and recommend.
Matt Sunshine, on May 21, 2018
This post was originally published on Hubspot.
Despite its increasing irrelevance, the tired, old sales pitch still enjoys a large following. Unfortunately, that washed-up elevator pitch generally focuses solely on the seller -- the company, its capabilities, and its accomplishments -- and rarely highlights the prospect’s needs.
Shaye Smith, on May 18, 2018
We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.
Shaye Smith, on May 16, 2018
Recently, I've had a few run-ins with bad email etiquette. Not just in a quick email thread from a co-worker (I'll admit, my email etiquette gets sloppy in this arena), but I've received emails from salespeople attempting to get me (the marketing manager) to subscribe to their software, utilize their platform, or allocate some of my budget to their product, and all had major email etiquette issues, misspelled my name, or included verbiage that clearly showed me we aren't on the same wavelength. I also received an email from a potential candidate for a freelance writer that included major grammatical mistakes... WHAT!?
Shaye Smith, on May 11, 2018
We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.
Tirzah Thornburg, on May 9, 2018
You have hired your next great seller. You have a strong on-boarding plan, a great training schedule, and amazing people in place to help with training. They are prepared to hit the street, right?
Jim Hopes, on May 7, 2018
A simple question, right? Yes. But, very powerful. So many salespeople and sales managers have well-planned, beautifully-executed meetings, but inadvertently leave some of the most useful information on the table simply because they forget to ask this simple, shared-control question that can reveal the real priorities for the person with whom they are speaking.
Shaye Smith, on May 4, 2018
We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.
"I think there will be more and more specialization. The process will be broken up into a few parts -- depending on what you are selling -- with one person focusing on each part."
Read more on what Matt Sunshine (managing partner of The Center for Sales Strategy) and other sales leaders have to say about the future of sales in this Hubspot post.
Demrie Henry, on May 3, 2018
Prospecting for new business is vital to the sustainability and growth of almost every business, especially in today’s economy. And, whether you’re selling a service, product, or idea, it’s important to balance new business development (or prospecting) initiatives with key account development and growth. Following are sales prospecting tips from A to Z to guide and encourage you as you work to secure that first appointment.
Trey Morris, on May 2, 2018
I just sat there and watched. I was too stunned to really do anything else. It was the best needs analysis that I've ever seen...
