Sales Prospecting Perspectives

Do you wish more of your qualified opportunities would move farther down the sales pipeline?

I would assume the answer is yes.  

Part of the sales process for most technology companies is to conduct a web demonstration to a prospect or a group of prospects.  In my experience, this demo usually happens very early in the relationship building stage, at a critical time when the two companies are still rather unfamiliar with each other.

Niti Shah is the Head of Sales Content and editor of the new Inbound Sales section of HubSpot’s media hub. You can follow her at @nitifromboston

You’ve just hired a new rock star salesperson for your organization – she’s had a few years of experience in complex sales and knows her way around the block. She’s a prospecting guru, great at building rapport, and can negotiate like a pro. There’s one problem – she’s never heard of inbound sales, and that’s going to affect your sales and marketing alignment unless you teach her these three lessons during training.