That abrasive email. Those bone-dry texts. The awkward pause on a zoom call. We have all had our share of encounters with ambiguous body language cues online and perhaps contributed to it too within our personal digital worlds. Can you wager to put a number to how many times your emails or texts might have been misinterpreted by your colleagues, boss or prospects? Research can. A study by the Journal of Personality and Social Psychology says that number is more than 50%. That is like saying “I love you” to your partner and at least half the time, they are like yeah right! All this comes down to one thing, that Digital Body Language is important. You need to be well versed in it to ensure your tone is sincere and your pitches are landing. This blog will help you do exactly that. [...]
Let us face it, no matter how good you are, rejection and failure will always be part of the sales process. Whether it's the actual rejection or the fear of it that gets you trembling, you can never escape it. So how do you overcome the nasty rejection and/or the fear of it? Here are eight easy tips to help you handle rejection with confidence—and meet your goals despite it. [...]
The pattern is too familiar- getting hold of TAM, sequencing emails, cold calling, leaving voicemails and repeat. The classic sales process is all well and good, only its execution needs a little brushing up. There are now too many distractions, too many other priorities, and people are busier than ever. Sales experts suggest ditching spray and pray, surprising prospects with “pattern interrupt” and becoming ‘sales engineers’ for best results. [...]
Digital body language is one of the best tools for shaping outreach and giving value at every touch point. Think of it as a golden ticket to fostering solid connections and trust-filled interactions with your prospects. Use the tips in this blog as a guide to refine your prospecting strategy and become a superstar SDR! [...]
LinkedIn Sales Navigator is amongst the top most powerful tools in any B2B sales stack. If you are reading this, then most likely you have a subscription for Sales Navigator as well, but are you getting the max out of it? [...]
In modern B2B sales , what makes you a great salesperson is being able to walk in your customer's shoes and understand their needs. You need to be able to extract the true value of your solution for an individual buyer and make your potential customer feel at ease and begin to trust you.
CAC, or customer acquisition cost, is a crucial business metric to assess the resources you need to attract new customers and continue your business growth. In a nutshell, if you want your business to expand its customer base and still make a profit, then it is important to understand what CAC entails, its significance, and how your team can calculate it.
A video-first approach is a fantastic way to ensure your selling methods do not appear outdated to your potential target customers. A sustainable game plan is to create and share the above videos throughout the buyer journey. [...]
The impact millennials have had on B2B sales and digital marketing is critical now more than ever. The time has come for B2B businesses to shift priorities and look into elements of your business that have until now seemed less impactful on sales. [...]
In today’s era of big data, data has become central to marketing and strategy. This data-filled world of marketing comes with a caveat, there are issues such as data compliance, consent, and intent that come with data. If you are wondering what data protection is and how to do it, you have come to the right place. [...]
The rate at which the Financial Services industry adopted new digital technologies has been faster than ever before. Although the industry was already heading in this direction, the coronavirus pandemic has accelerated these efforts simply out of necessity. [...]
Most sales and marketing professionals unequivocally agree that arming cold outreach with personalisation is one of the best ways to capture your prospect’s attention. Personalisation, however, rests on B2B data, as it is this data which helps you to get to know your prospect, segment them according to their similarities and craft targeted messages that would be meaningful to your contacts. [...]
When you are building or refining your own email prospecting strategy, it helps to see first-hand how others have done it successfully. That is why I compiled this list of tried and tested B2B cold email templates that have proved successful for a lot of our customers. At the end of this blog, you will also find a winning formula for writing that perfect cold email regardless of which template you go with. [...]
The scale of the world construction industry has been on the rise in recent years, and it is now growing at an ever-increasing rate. The construction industry’s market was valued at USD 11.4 trillion in 2019 according to market survey data. Moreover, it is expected that the growth will continue upwards, despite the obvious challenges post 2020. If you are looking to target the construction industry and get construction companies as customers for your products or solutions, this post is for you. In this post, I will outline some of the current trends in the construction industry, and then show you why and how to use outbound sales to target these companies online. [...]
Did you know only 25 percent of leads are legitimate sales qualified, and 79 percent of marketing leads never convert? Moreover, on average 73 percent of leads are not sales-ready, and 50 percent are qualified but not yet ready to buy. The stats from this study spotlight the importance of prioritising the right leads and letting go of the irrelevant ones to better manage the time of your sales teams. In this post, I will define the process of lead qualification, when to use it, followed by a comprehensive guide into the most effective methods for filtering leads.
In cold outreach, one of the most impactful metrics is open rate. Email deliverability, sender name, even the email preview will impact your performance, but no element has quite as much pull as the subject line. It is no wonder that 47% of recipients open an email by looking at the subject line alone.
If you are in marketing and sales, you have likely noticed the term Revenue Operations (“RevOps” for short) on the rise lately. Case in point, Revenue Operations job titles on LinkedIn are increasing across the board, based on a SiriusDecisions report. It also reveals titles Director Revenue Operations surpassed Director Sales Operations titles by a whopping 68% on the social platform.If you are also one of the many who are confused about what RevOps means, why you need it and how to do it, this post is for you. [...]
A sales methodology is an essential ingredient if your B2B sales team wants to close large, complex deals, manage your opportunities and challenges, and coach your sales reps through the sales process.
There is an abundance of sales methodologies, all guaranteeing increased revenue and success. Selecting the right one is the key to giving your team a structured approach and keeping them focused on the right steps to close deals.
To help you make that choice, I have assessed 13 effective sales methodologies for closing complex deals. I reviewed the content and what they offer in the field.
The only way to stay ahead of the curve when it comes to selling into the pharmaceutical industry is through in-depth research and proactive outbound sales. This blog post will define a step by step guide of how to get pharmaceutical companies as customers using the same strategy. [...]
B2B data enrichment (CRM enrichment) is the process of enhancing B2B contact data with additional variables at prospect and company levels. Sometimes referred to as data appending, data enrichment can be performed manually or with the help of a data enrichment service. [...]
Since the pandemic hit, we saw companies in the manufacturing industry face severe challenges which uncovered new risks as well as highlighting areas that exposed them to major disruptions. Depending on how they were affected, a wide range of tasks is at hand for many manufacturing companies to fulfil from recovering lost revenue to streamlining their supply chain. [...]
You start browsing for a product on one device and end up buying it on a different one, or you start online and complete the sale in the store. Sound familiar? You are not alone.
A study conducted by Google found that 98% of Americans switch between devices every day, manoeuvring from mobile devices to desktop to tablets.
Grasshopping is the essence of a shopper’s journey these days. [...]
If you are like the tens of thousands of salespeople in B2B sales filling their sales pipeline online, you know that social media can be a powerful tool to bring in growth. But it is not a magic bean that can sprout growth overnight and provide you with leads. [...]
Sales has always been portrayed in movies in a very stereotypical manner. For the purpose of entertainment, some of these sales movies can be hugely enjoyable to watch, on the other hand, other movies show a more realistic and solemn side to sales.The following sales movies span across different decades and showcase the ups and downs of sales. As you’ll see, these films depict what it takes to takes to succeed as well as the stories of those where things didn’t turn out so well for them. [...]
Gone are the days when cold outreach was only used for outbound sales. There are now much more nuanced ways of using cold outreach to your advantage. Collated below in this blog post are 8 use cases where cold outreach will be your number one tactic to use and apply. [...]
Whether you are a business owner, a long time sales leader or a first-time sales rep, these sales books will cover sales methodologies, mindset, entrepreneurship, negotiation and much more that will benefit you in becoming the best salesperson you can be. [...]
At hubsell, I advise customers to avoid spammy outreach behaviour to not get your domain blacklisted. Unfortunately, there are salespeople that do not know of all the guidelines. So, in this post, I want to share with you what is a blacklist and its different types. Also, what can cause your domain to get blacklisted and what to do in this case. [...]
Email deliverability and high open rates are key to all email outreach and how it impacts campaign performance. Consider the following: any email that is not delivered into the inbox of the intended recipient will not be opened. Stronger even, the snippet of it will not be seen by the intended recipient. Effectively, those prospects are not part of the overall potential of the campaign. [...]
Multi-channel outreach is definitely one of the best ways to go about generating sales opportunities, but I think we can confidently say that most prospects you reach out to are being bombarded by cold calls, cold emails, social messages, and so forth. So how do you stand out from the crowd? [...]
There’s a huge number of technical and informal B2B sales and marketing terms. New terms are created by companies too keeping us all on our toes.Therefore whether you’re in an office or working from home, it’s essential to get a good handle on the terms used as soon as possible.This glossary has been compiled to give you an overall understanding of B2B sales and marketing terms. So here’s our complete list of the words and phrases used in sales and marketing right now. [...]
It’s a great feeling when a prospect thanks you after a very pleasant discovery call and looks forward to working further with you. This is the goal we all want and should be why you’re here to find out how to achieve this. [...]
B2B landing pages are a great way to have a passive stream of leads flowing into your business. But, have you ever wanted to know what components drive conversions? Or what you can do to optimise your landing pages? [...]
B2B lead generation is a hot topic for every company in the B2B market. Sales and marketing teams battle to be more creative and adventurous when it comes to finding more potential customers to keep the sales pipeline filled. But, with so many ways to generate B2B leads, it can be challenging to find a method that is repeatable, scalable and (most importantly) profitable. [...]
Companies have to use technology to aid them in acquiring new customers. The average amount of tools that a company deploys is between five to seven for sales alone. Research is often required to identify and trial software in the market to check for company fit. At hubsell I have gone through the same process. So, in this post I would like to share with you the types of tools and some examples that have improved our ROI and efficiency. [...]
Whatever industry you are in, if you are a business selling a product or service to another business, you will need B2B data. There are many use cases involving B2B data but this guide will help you define what it is, how to manage it, and how to convert it to sales. [...]
As we cross over half a year of living in times of COVID, it is clear that the crisis is far more than just a health crisis - we are seeing societies and economies be affected at their core. However, it is estimated that the novel vaccine for COVID will be ready in less than 2 years and progress is being made to bring the crisis to its end which may be in sight by early to mid 2021. [...]
As a B2B company grows, more leads start coming in which makes it difficult to manage and keep track of them. So, companies tend to look for the best CRM software, which can be exhausting with all the ones available in the market. Therefore, in this blog post, I will analyse the best CRM systems and their benefits. [...]
There is a reason we idolise certain people in our industries. They have accomplished far more than the average person and have guided many people along the years. So, I wanted to write a blog post that would pay homage to the sales influencers of our industry, B2B sales. [...]
The journey of a prospect starts with the subject line. A bad one will bring lower open rates. So, in this post, I will explain what makes good cold email subject lines to get high open rates. And a few important rules to keep in mind. [...]
In a B2B company, sales is what makes the machine keep going. And, a successful sales team is comprised of productive salespeople. So, in this blog, I will examine seven methods to improve the productivity of each salesperson. And the biggest factors that contribute to sales inefficiency. [...]
Salespeople are what makes a B2B company keep going. If they are not effective then deals will not be made and the company will run out of money. A key factor to not let that happen is to hire the right people with the right selling skills. So, today I will examine the essential sales skills to have as a salesperson and why they are paramount. [...]
If you do not get good at closing deals, then all your hard work of getting leads and moving them down to the BOFU will be for nothing. So, in this post, I am going to show you how to close a deal by learning the top skills necessary in the bottom of the funnel. [...]
B2B salespeople are busy, so any time-saving automation is welcome. Unfortunately, a lot of their time is spent on tasks that could be automated. At hubsell, we have gone through the process of automating sales to free up time for more relevant tasks. So, in this post, I want to share seven steps of outbound sales that you can automate. [...]
In B2B sales is what makes the machine keep going. The more deals the sales team closes the better off the company will be. But, there are usually productivity mistakes that sales team commit. Or even parts of the process that can be improved. So, in this post, I will show you how to increase sales productivity and the benefits of doing so. [...]
Multi-channel outreach is outperforming single-channel outreach. That is why only two percent of sales teams are using just email to reach out to prospects. Multi-channel is a rather new method in the B2B world so there are misconceptions about it. So, in this post, I will explain why a multi-channel approach is better and how to do it the right way. [...]
Cold outreach can be an effective channel to find prospects interested in your product. And, there are multiple approaches to reaching out, from low to high aggressiveness. So, in this post, I would like to share with you a few B2B outreach strategies and how to choose one. [...]
The stage of following-up after the first contact can be one of the most frustrating for companies. You put in all the work to get replies from prospects but then none of those conversations lead to anything. I have also experienced the disappointment and have learned a few tricks along the way. So, I want to share those with you in this post. You will learn how to separate types of leads, set sales goals and accomplish them. [...]
Buyer’s anxiety is the hesitation you feel when thinking about purchasing a big-ticket product. In B2B, sales reps need to constantly monitor and appease prospects’ emotions to get the deal done. So, in this post, I will discuss the reasons for buyers' anxiety and how to deal with it like a sales veteran. [...]
Prospecting is one of the most important steps of successful outreach campaigns. Salespeople can spend upwards of a third of their time gathering prospects. Unfortunately, there are common mistakes in that process that should be avoided. So, I will analyse them and offer a solution for each in this post. [...]
A customer profile is a list of factors that describe the ideal customer. They can be at the company or individual level. In B2B sales, a customer profile is needed to reach and connect with the ideal decision-makers. The process of defining a profile can lead to mistakes, so, in this post, I will discuss why it matters to have a customer profile and its factors. And, how to apply that information to your campaigns. [...]
The skill of giving a demo is one of the most important to have in the process of closing a deal. If the salesperson fails to present the product correctly and handle the objections, then the demo to close ratio will be much lower. We have given many demos at hubsell and made a lot of mistakes along the way. In this post I share our demo structure and why it is so powerful in B2B sales. [...]
To get the best open and reply rates, you need to personalise your messages for the recipient. Dynamic and static placeholders can be used to do that. So, in this post, I am going to show you a few impactful placeholders and why should you personalise your messages in the first place. [...]
Following up after a demo to close a B2B deal can be quite frustrating for companies. That is because SQLs are so close to becoming customers. But, if the process goes awry, then all the time and effort invested will go to waste. So, in this post, I want to share our guidelines for following up after the demo, as well as common pitfalls to avoid. [...]
Our best campaigns' messages at hubsell had strong Call to Actions. The job of a CTA is not to charm or convince the reader. It is to confidently and smoothly advance the relationship. However, it is common to make mistakes in the CTA creation process. So, I would like to share with you the top CTA mistakes you want to avoid in B2B cold outreach. [...]
The summer is approaching and professionals tend to take time off to enjoy it with their friends and relatives. So, you may be asking yourself: ‘Will this period negatively impact the results of my cold outreach campaigns?’. The answer is, somewhat. However, it might also be a defining period for your company and its progress. In this post, I will discuss the seasonal factors that impact cold outreach and the pros and cons of reaching out to prospects in the summer. [...]
In sales, measuring the effectiveness of cold outreach is paramount. Why is it important to have all those metrics measured? To prove the effectiveness of your cold outreach, to analyse what works and adjust accordingly, and to predict the path to the periodical goals. So, I want to share with you the campaign results our customers have achieved and give you an estimate of conversion metrics that you should shoot for. [...]
Research is often required to identify and trial the best software in the market to check if it fits with the company, and at hubsell I have had to go through the same experience. So today, I would like to share with you my favourite types of sales tools to increase ROI. [...]
2018 was an important year for the B2B outbound sales world. Both good and bad things happened that forced companies to adapt.
I am going to focus on what we learned last year and predict what the trends will be in 2019. Some of the points are inspired by a webinar hosted by Litmus. [...]
Having a successful follow-up strategy when doing cold outreach is a hard task to accomplish, because the structure and content of your outreach campaign, including the follow-up, is impacted by many factors. In this post, I want to address some of the key factors, why you should follow-up and how to do it right in order to maximize your opportunities with prospects. [...]
Cold outreach is a very effective strategy for B2B companies to acquire new customers. However, there are many moving parts in the process and it is easy to make mistakes which we have seen through our customers' experiences and our own. In this post, we are going to explain these mistakes and give you some tips on how to avoid them in the future. [...]
Writing successful subject lines can be a challenge for businesses because it requires a mixture of ongoing testing and a certain expertise in the field. At hubsell we've seen the best and worst subject lines and committed almost all of the mistakes possible. This article consists of our top nine insider tips to help your subject line game go to the next level. [...]
If you are a business to business company, then chances are you are relying on conferences to generate new opportunities and meet potential investors. Learn in this post the tactics that we deployed to get the most out of WebSummit. [...]
In this blog post, I will be explaining the importance of a qualitative outbound lead generation process by tackling the consequences of a non-qualitative approach, outlining the dangers of spam and highlighting the attributes of good email copy and how to improve it so that it becomes qualitative. [...]
Are you wondering why the average open and response rates to your cold emailing campaigns are low? A while back I wrote a blog post about the importance of copy in the outbound lead generation and how to do it right. Now, to help you better understand why your cold emails are not converting, I've handpicked some of my "favorite" cold email failures and explained why they're marked as SPAM by Google or/ and by prospects themselves. [...]
Sales automation, in this case, refers to deploying a system that allows you to automate prospecting, list building, outreaching and following-up. Scalability with an automated system is 5-10 times higher than without one because you can increase the volume that you want to target, without the need to hire more SDRs to manage everything, as you would do with cold calling for example. When you’re targeting prospects via automated outbound lead generation the average deal size that you're getting per customer can be increased, something that I'm tackling here point by point. [...]
The question here is a simple one: why should I read your email and not any of the other 20 in my inbox? Why should I click on your subject line and not just send the email to trash? Because you convinced me that it would be worth it. How? Through the copy, you've used. Just as spoken words make all the difference during calling campaigns, when it comes to outbound lead generation, copy is king. It's also the only way to differentiate yourself and establish a relationship with the person you're writing to. [...]
The rules for outbound sales used to be quite simple: the more calls you made, the more opportunities you generated and the more deals you closed. This worked for a while until cold-calling became the norm and synonymous with prospects feeling pressured, stressed and in need of finding excuses to end the call before the salesperson could even say what it was all about. [...]
In this blog post, I want to show you how outbound lead generation and sales development can be used to boost key growth metrics in ways that are not as easily possible through other methods. I will do that by focusing on the above-mentioned case studies that are extremely relevant not only for sales but also for expanding your supply-side stakeholders. [...]
Knowing where to draw the line between sales and marketing is a key strategic decision which heavily influences a company’s growth. This article discusses some of the key considerations related to that decision. [...]
In this post, I'll write about the reasons prospects say no and why their no is not a deal breaker. Then we'll take a look at why it is important that sales people close deals with clients that initially said no. In the end, I'll talk about what to do when the prospect says "no." [...]
As a growing SaaS company every expense you make needs to be scrutinised, because there are several different channels you can invest in in order to generate sales. One of the traps that SaaS companies should avoid is spending money on low ROI activities. A great metric to take as the rule of thumb while determining the ROI is the customer acquisition cost (CAC). [...]