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Part 3 of 20: HubSpot Sales Statistics…With Secret Sauce Added

Hi everyone….

This is my third in this series of posts. I am taking apart and talking about a data set that HubSpot published in 2018 on Sales Enablement Statistics. These are great bits of information for salespeople and sales managers to know in order to impact the actions they take with prospects and with selling and coaching time. Over time, I will address all 20 points.  I encourage you to share how they impact YOUR actions with your team or with your prospects.

3. 95% of buyers buy from some…

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HubSpot Sales Statistics…With Secret Sauce Added

Hi everyone….

In my next series of posts, I am going to be talking about a data set that HubSpot published in 2018 on Sales Enablement Statistics. These are great bits of information for salespeople and sales managers to know in order to impact the actions they take with prospects and with selling and coaching time. I intend to address all 20 of them over time and I welcome you to share how they impact YOUR actions with your team or with your prospects.
  1. 50% of sales time is wasted on poor pro…

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A Measure of Relationship Value

For everyone, everywhere

I once had a customer who was a bit of a maverick in his marketplace and in the industry. He has since passed away, but Chuck Forcey was a character. When he was in the military, he flew planes and was on an elite fighter team…and he brought his irreverent ways with him.

Fortunately, he had a commander who was tougher and more focused than Chuck was and while he respected and appreciated what Chuck brought to the team, he refused to let the team be defined by one of its me…

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Ask Commitment Questions

For sales professionals, everywhere.
 
In keeping with the lifelong practice of asking questions is my lifelong practice of talking about them. Imagine a conversation where YOU really drive the exchange by completing EVERY response you have with a question. Think about it. Even if you answer a question posed by the other person, you keep the volley going with a question of your own. You: “Lobster is my favorite food…what’s yours?”
One of the more challenging types of questions is Commitment Que…

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Ask Questions vs. Just Answer Them

For sales professionals, everywhere.
When I roleplay/practice with salespeople and play the part of the salesperson as a way of demonstrating the behavior I want them to follow, I am very conscious of my intention and behavior in the interaction: I am focused on what they are saying, use voice and body match, listen deeply and reframe their words and recreate their emotion, and ask more questions in response to what they say. These are all teachable actions and they all require repeated practic…

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