HOW TO SELL LIKE A HUMAN
I think it’s safe to say that, for a lot of our listeners out there, one of their primary focuses for this year is to meet (and hopefully exceed) their sales targets. As a business owner myself with my own revenue targets for 2023, I get it!
However, in our rush to hit those numbers, I think we can miss what great selling actually looks like. Yes, you need the tools HubSpot Sales Hub affords you with pipeline management, playbooks, sequences, and more — plus video tools like Vidyard or Loom to bring video into your sales process. Then there are the documented tactics and strategies you can use to make your sales team (even if it’s a team of one) more effective throughout your sales process. I could go on!
But much like HubSpot Marketing Hub is only as effective and powerful as the human-centered strategy you build, the same holds true in a way for how you sell.
HubSpot, Vidyard, Loom … they’ve totally got your back when it comes to making your scalable, streamlined sales strategy sing. But it’s the selling soft skills — your ability to sell like a human, more specifically — that will make the difference for you in how well you crush those revenue goals for the year.
Sadly, Liz has abandoned us this week. But in her place, we’ve got my old pal and former Wild Boy Zach Basner, who is now a digital sales and marketing coach at IMPACT, a HubSpot Elite Partner Agency, joining us! Why? Because we’re going to dig deep and talk about why selling like a human is your pathway to profitability, and how to do it well.
Here's what we cover in this episode ...
- What tactics and strategies are no longer effective in selling today?
- What should you be doing more of, from a sales training perspective?
- Why is role-playing such a powerful practice for sales reps, and how are most getting the idea of role-playing wrong for training?
- Why is using video in the sales process so effective, and what can it look like for your sales process?
- What should you want your prospects to say about you after they go through the sales process with you?
- Why do prospects who are outstanding fits fall off the face of the planet when it comes time to make a decision?
- Why is getting feedback as a sales rep so important to your ability to crush your targets, and how can you make sure you're getting the right kind of feedback?
And a heck of a lot more!
Creators and Guests
Host
Devyn Bellamy
Devyn Bellamy works at HubSpot. He works in the partner enablement department. He helps HubSpot partners and HubSpot solutions partners grow better with HubSpot. Before that Devyn was in the partner program himself, and he's done Hubspot onboardings, Inbound strategy, and built out who knows how many HubSpot, CMS websites. A fun fact about Devyn Bellamy is that he used to teach Kung Fu.
Host
George B. Thomas
George B. Thomas is the HubSpot Helper and owner at George B. Thomas, LLC and has been doing inbound and HubSpot since 2012. He's been training, doing onboarding, and implementing HubSpot, for over 10 years. George's office, mic, and on any given day, his clothing is orange. George is also a certified HubSpot trainer, Onboarding specialist, and student of business strategies. To say that George loves HubSpot and the people that use HubSpot is probably a massive understatement. A fun fact about George B. Thomas is that he loves peanut butter and pickle sandwiches.
Host
Liz Murphy
Liz Murphy is a business content strategist and brand messaging therapist for growth-oriented, purpose-driven companies, organizations, and industry visionaries. With close to a decade of experience across a wide range of industries – healthcare, government contracting, ad tech, RevOps, insurance, enterprise technology solutions, and others – Liz is who leaders call to address nuanced challenges in brand messaging, brand voice, content strategy, content operations, and brand storytelling that sells.
Host
Max Cohen
Max Cohen is currently a Senior Solutions Engineer at HubSpot. Max has been working at HubSpot for around six and a half-ish years. While working at HubSpot Max has done customer onboarding, learning, and development as a product trainer, and now he's on the HubSpot sales team. Max loves having awesome conversations with customers and reps about HubSpot and all its possibilities to enable company growth. Max also creates a lot of content around inbound, marketing, sales, HubSpot, and other nerdy topics on TikTok. A fun fact about Max Cohen is that outside of HubSpot and inbound and beyond being a dad of two wonderful daughters he has played and coached competitive paintball since he was 15 years old.
