HubSpot Sales Blog
Solution selling is one of the more prominent sales methodologies. First popularized in the 1980s, it rests on a pretty simple premise: Prospects want to be solved for, and salespeople are uniquely equipped to be the ones who solve for them. It‘s a particularly involved method for salespeople — one where they take an extremely thorough, holistic look...
We’re pet people here at Trends, and we’ve sure covered the space a lot. But this recession-proof goldmine of business opportunities just keeps on giving. The secret sauce? Pet humanization — the more we treat them like our family, the more we’ll spend on new solutions to better their lives. Unsurprisingly, the biggest growth area is health and...
Sales engagements are pretty strange interactions when you really think about them. They involve an element of friendliness, but the endgame isn‘t making friends. Shocking as this sounds, you’re actually trying to sell something when selling. That means you have to strike a balance between approachability and authority — but that's easier said than...
Leaning on forecasting models is a necessary – sometimes tricky – part of preparing for the upcoming fiscal year, especially for my sales folks. You see, if you work in sales, you already know that you can't use a crystal ball to predict the future (even if you’re expected to), so you’re left analyzing quantitative (and sometimes qualitative)...
In June, I attended the Ukraine Recovery Conference in Berlin with hundreds of diplomats, investors, private donors, and more. I made friends with a handful of key people and even a minister — but I lost eight business cards either in my car, at home, or in a bag. If only I had had a business card scanner on my phone, I wouldn’t be in this position....
Cold calls are awful. They're inherently intrusive, naturally uncomfortable, and — according to a study from Cognism — unsuccessful roughly 95.2% of the time. With that said, that same study found that 49% of buyers actually prefer to be contacted through a cold call. That‘s why they’re still central to many orgs' sales processes. If they‘re already...
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