Tag Archives: sales cycle

The End of Self-Centered Selling

by Mark Roberge In 2007, I was tasked with building a sales team from the ground up at HubSpot. One of the first things I did was set up coffee meetings with dozens of VPs of sales at software companies, … Continue reading

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Turn Leads into Prospects: A Sales 2.0 Approach

Recently we read a post on the Introhive blog, “Why Relationships Trump Leads.” In it, the author (Patrick Ewers) makes an interesting point about control. Namely, that salespeople actually have a lot of control over how they approach leads. In … Continue reading

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