Throughout my 20+ year journey in sales and marketing, with a strong focus on the HubSpot Sales Methodology, I’ve witnessed significant shifts in the industry. However, like many professionals caught up in client work, I realized that my sales skills needed a boost, especially considering the evolving landscape over the past 7 years as a HubSpot Solutions Partner.
With changing customer behaviors and search patterns, it’s essential for us to adjust our sales methods accordingly. That’s why I was thrilled to have the opportunity to attend the HubSpot Sales Bootcamp, where I gained valuable insights to sharpen my sales efforts.
In this brief blog post, I’ll share four key takeaways from the bootcamp that have helped me adapt to the dynamic consumer market. These tactics are seamlessly integrated into our coaching methodology and sales hub solutions, ensuring that when you work with us, you’ll experience the same level of effectiveness and alignment with the changing sales landscape.
1. Utilize Video Prospecting
One highly effective strategy in sales prospecting calls is incorporating video. By creating a brief video that highlights 2-3 ways you can help prospects increase leads, traffic, or sales, you can grab their attention and prompt them to schedule a call. Prospects appreciate the effort put into researching their needs and offering valuable advice to help them achieve their goals.
2. Embrace the Inbound Sales Process
The inbound sales process is structured around a 3-stage buyer’s journey, which includes Awareness, Consideration, and Decision.
- Identify: Find businesses that align with your offering, niche, and industry.
- Connect: Engage with leads to determine if they’re worth pursuing and gain insights into their goals and challenges.
- Explore: Delve deeper into their goals, challenges, and related implications to gain a comprehensive understanding.
- Advise: Present different options and position your solution as the best choice.
3. Optimal Times for Lead Engagement
When it comes to prospecting for leads, it’s important to reach out at the most opportune moments. According to a study by sales professional Marc Wayshak, the phone remains a highly effective sales tool, with 41.2% of respondents recognizing its value. The best times to contact leads are typically Thursday and Friday afternoons. The Lead Management Study revealed that the optimal time to qualify leads is between 4:00 PM and 5:00 PM in their local time zone, with the second-best time being around 8:00 AM. Conversely, it’s advisable to avoid contacting leads between 11:00 AM and 2:30 PM in their local time zone.
4. Harness the Power of the Pause
The pause is an incredibly powerful tool when engaging with prospects. By strategically using pauses during conversations, you convey confidence and encourage the prospect to participate more actively in the discussion. This tactic can significantly enhance your ability to connect with leads and make meaningful progress.
In summary, by implementing video prospecting, following the inbound sales process, timing lead engagements effectively, and utilizing the pause technique, you can elevate your sales performance and forge stronger connections with potential customers. The bootcamp was challenging with daily sales role play and prospecting that pushes you out of comfort zone. The instructors were top notch and overall it was fun. As Garrison Everest moves into the fall and what is sure to be a busy sales season, we’re out hunting for new leads and ready to help businesses who want to grow better.
