I remember pondering the difference between gross and net sales when I was trying to figure out the next steps for my small business’s sales plan. It was my early days in business, and honestly, I was confused. I knew they were both essential terms but didn’t know which one to use. My “aha” moment…
While a sales operations manager may not be in the spotlight, I’ll tell you one thing: They’re definitely getting paid for their time. While sales reps are busy closing deals, sales ops managers are doing all the things that don’t always get seen but absolutely matter: fine-tuning processes, crunching numbers, and ensuring sales processes run…
Successfully executing a sales process is a lot like growing a flower, and in the context of this half-baked analogy, prospecting is like finding seeds. If you only find seeds that don‘t want to be flowers, do shoddy seed research and wind up with seeds that grow the wrong kind of flower, manage to upset…
While heading content for a leading sales training company, I remember trying to learn everything I could about sales to better understand my target persona. One thing that stood out was that sales revenue dominated nearly every conversation I noticed the salespeople having. That’s when I figured this wasn’t just any old metric but the…
If you’ve ever wondered how to sell digital products (and actually make money while you sleep), I have good news for you: you’re in the right place. But what exactly should you sell? How do you actually get people to buy? How do you stand out when everyone seems to be selling something online these…
Real estate slogans are more than just catchy phrases — they’re your brand’s first impression and a powerful tool to set you apart in a competitive market. I think there’s a lot of competition in the real estate business in the contemporary world. With so many realtors vying for attention, having a memorable slogan can…
“Starting a business with no money” sounds like a pipe dream, doesn’t it? You’ve probably even perceived it as a far-fetched, “just pull yourself up by your bootstraps” cliché that doesn’t actually work in the real world. But here’s the thing … despite any doubts you may have, it can be done. I know it’s…
Closing is the make-or-break step in a sales process. It can be finicky, high-stakes, frustrating, and every bit as essential as it is delicate: a moment that can trip up virtually any rep, especially one who’s just getting their legs in the field. That’s why we here at The HubSpot Sales Blog — the shining…
Over the course of my career, I’ve learned firsthand that one of the most important steps in an effective sales process is the identification of a prospect’s pain. But what does it take to do that? In my experience, the Sandler pain funnel is one of the most reliable methods to uncover a prospect’s pain.…
No means no in sales — or at the very least it means “not right now.” Continuing to pursue a prospect who’s just rejected your offer is both a waste of time and rude, and no salesperson with any experience (or integrity) will tell you otherwise. No response, on the other hand, can mean a…