No two sales reps are the same. They all have their share of strengths and shortcomings — qualities that ultimately shape how they sell. Similarly, every prospect has their own…

Forecasting is one way to understand the effectiveness of your sales teams and the activities they undergo to drive revenue and achieve success. The process can help you understand what you’re…

What's a plan without a strategy? As the economist and business strategy guru, Michael Porter, says, "The essence of strategy is choosing what not to do." With strategic planning, businesses…

Return on sales is one of the most important metrics involved in gauging the health of your business and testing the logic behind your sales strategies and budget. The figure…

Your sales team is working harder than ever to differentiate your product or service and close new business. Reps need to prospect, sell, and close — and that doesn’t always…

Demand planning in sales helps make sure your literal and metaphorical shelves are stocked, but not overflowing. While some people may have clairvoyant skills to predict the future, the rest…

Business development. It’s usually confused with sales, often overlooked, and only sometimes given the strategic focus it deserves. Having a business development strategy, however, is crucial to long-term success and…

Sales and marketing alignment is a hot topic for most sales and marketing organizations and has been since the beginning of business. Here on the HubSpot blog, we’ve published several…