Prepare responses to common purchase concerns to address doubts confidently and move deals forward rather than being surprised by predictable pushback.
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Your sales pipeline works exactly like a marketing funnel, you just need to know how to optimise it. Build the assets that help your team close: proposals that win, workflows that keep deals moving, and materials that answer objections before they kill opportunities.
This playbook is for sales reps who need to configure their HubSpot account for daily pipeline management, deal tracking, and customer communication. Learn how to set up your personal workspace, manage your pipeline effectively, log activities consistently, book meetings efficiently, and track your performance. By the end of this playbook, you'll have a fully configured HubSpot account that helps you close more deals faster.
Qualify prospects and uncover needs through structured discovery conversations that build trust, surface pain points, and position your solution as the obvious choice.
Keep deals moving forward with automated outreach cadences, task reminders, and nurture sequences that prevent qualified leads from going cold or slipping through the cracks.
Close qualified opportunities with proposal formats that clearly communicate value, address objections before they arise, and make buying decisions straightforward.
Neil Rackham
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A clear walkthrough of Situation, Problem, Implication, Need payoff with examples that match complex deals.
David Hoffeld
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Research backed techniques for discovery, framing and closing that marketers can support with better assets.
Position upgrades and cross-sells as solving customer problems, not hitting your sales targets, so offers feel helpful instead of pushy.
Conduct exploratory conversations to understand prospect situations and qualify fit before investing time in demos or proposals that might waste both parties' time.
Flag leads who meet defined engagement or fit criteria, creating a qualified handoff between marketing and sales for efficient follow-up.
Prepare responses to common purchase concerns to address doubts confidently and move deals forward rather than being surprised by predictable pushback.
Identify individuals who've shown initial interest in your offering, separating them from cold prospects for targeted nurture.
Sequence multiple touchpoints across channels and time to increase response rates through persistent but respectful follow-up that prospects don't perceive as harassment.
Gradually collect information across multiple form submissions rather than overwhelming new leads with long forms that decrease conversion rates.
Require email addresses in exchange for valuable content to generate leads whilst ensuring the asset provides enough value to justify the friction.
The percentage of proposals sent that result in a signed contract.
The percentage of discovery calls where the prospect is confirmed as a qualified sales opportunity.
Identify prospects that sales has vetted as qualified opportunities, establishing the handoff from marketing to active deal pursuit.
Offer specific downloadable resources related to blog content to convert readers into leads by providing deeper value on topics they're already interested in.
Qualify leads systematically by assessing budget, authority, need, and timing to focus sales effort on high-potential opportunities.
Use specific tactics that ask for the sale and overcome final hesitation to convert qualified prospects who need a clear signal that it's time to commit.
The percentage of qualified opportunities that receive a formal proposal or quote.