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!