Techniques for selling with email open and click signals


Email open and click tracking allows sales reps to get real time indications of buying signals, and react in real time to sell most effectively. This data has been utilized by marketing teams for years, but until recently was not thought of as a tool that could make sales reps more productive. Over the past 8 months, I have been personally experimenting with and discussing what I believe to be the most transformative sales technology since the emergence of CRM.

Even the best sales reps at top technology startups often struggle to effectively understand signals, and how to best interpret this data to know when to deliver information to prospects. Trying to understand buying signals is not a new concept by any means, but with exposure to endless data and dramatic changes in technology, it is hard to know what information is the most telling of a prospect’s intentions. Jeff Hoffman discusses this concept on the sales director and manager level as “exit criteria” which can also be used for improved sales management and forecasting.

HubSpot Sales and Marketing Success Story


This post contains excerpts from an interview conducted by Michael Pici, with Tristan Barnum, the Marketing Director at Voxox  who recently purchased HubSpot through myself, John Sherer a member of the HubSpot Sales Team. The following focuses on key decisions in the sales process, insights from the customer and the importance of Smarketing.

Tristan got in touch with HubSpot via classic inbound marketing. After selling the company she started and choosing a job as the marketing director at a newly funded company, she was doing research on how to most effectively design and build a new marketing strategy. HubSpot caught her attention while researching online marketing, "everywhere I turned, you guys had content for me" and having previously heard of HubSpot as a powerful marketing platform, she made the decision to engage HubSpot by filling out a demo request form.

Why Demo Requests Create a False Sense of Security


This is a guest post by Katharine Derum, senior inbound sales manager @ HubSpot, and a top sales thought leader globally. Follow her on twitter or read her blog.


Demo requests are often considered the best quality of leads and they get this reputation for good reason. When a prospect requests a demo it usually indicates they are ready to see the product and are closer to a purchasing decision. Reps love these leads, and in a perfect world all leads would be demo requests.

When to End the Connect Call: Appointment Setting Tips



If your prospect has opted to take the next step in your sales process with you, end the current step. An early stage prospect can be swayed by a great pitch, but can also be turned off or overwhelmed by the wrong phrase or question. When you have accomplished the goal of your connect call, get off the phone.

Similarly, if you identify on the connect call that your prospect is not a fit for your product or services, get off the phone.

The 1 Thing that will Increase your Sales; Guarenteed.

Important Sales Skills: When to Pitch and When to Qualify


Talking vs. Listening: Should you Pitch or Qualify your Inbound Lead?



What is a Pitch?

A pitch is a pledge to provide value during the next stage of the sales process.

What is Qualifying?

Qualifying is gaining a better understanding of the likelihood of your prospect purchasing your product or services. It is generally accomplished by asking questions.

How to Build Rapport with Inbound Leads On the Phone



What is NOT Rapport Building?

Rapport building is not a cheesy pickup line. It is not something you do in an instant, or in the first five minutes of a call. Rapport building is not lying about a place you have visited, or discussing how the weather is. Rapport is not a box you check as complete.

'Always Be Closing' Goes Inbound: ADQ



The Inbound Sales Goal Setting Guide to The Connect Call

When to Stop Prospecting an Inbound Lead: The Break-Up


“All good things must come to an end.”

The same is true of prospecting inbound leads. You have provided value to your lead via the prospecting sequence, and attempted to earn their attention with a stand out outreach, but still no response. The only thing left to do is break up.

Breaking up with your lead formally is the right thing to do for the following reasons:

  • Your time is valuable
  • It gives you one last shot, and makes it clear to the prospect that this is their last chance to benefit from your expertise
  • No one likes to be rejected, people will become interested when you take yourself away from them
  • You present yourself as a professional and give more value to your role and company going forwards