HubSpot's Entire SaaS Sales Process (Step-By-Step Guide) | Salesman Podcast

Dan Tyre is a 14-year-veteran of HubSpot, hired as employee number six, and the company’s first salesperson. On this episode of the Salesman Podcast, Dan Tyre explains, from start to finish, the entire HubSpot SaaS sales process. Resources: Dantyre.com Dan’s LinkedIn Book: Inbound Organization: How to Build and Strengthen Your Company's Future Using Inbound Principles Book: Inbound Selling: How to Change the Way You Sell to Match How People Buy Crystal Knows – The personality platform for growing businesses. Transcript Will Barron: This episode of the show is brought to you from the salesman.org HubSpot Studio.   Will Barron: Coming up on today's episode of The Salesman Podcast.   Dan Tyre: There's a tonne of things we're going to talk about today that have changed. The one thing that hasn't changed is the hardest part is getting to the right people.   Dan Tyre: If you're engaging professionally, people love it. They will respond to you. And in fact, in the classes that I teach, cohort-based training for HubSpot, the average connection is about 12%.   Dan Tyre: The empowered buyer is they don't talk to a salesperson until they're damn good and ready. First of all, globally, about 93% to 96% of people will Google or social media something before they talk to a salesman.   Will Barron: Hello, SalesNation. My name is Will Barron, and I'm the host of The Salesman Podcast, the world's most downloaded B2B sales show.   Will Barron: On today's episode, we have the absolute legend, absolute legend, Dan Tyre. He was the original of HubSpot Sales Team. He is now a speaker, an author, an executive over at HubSpot. On today's episode. Dan, step by step, tells you how to prospect for new buyers in 2021 and moving forward to 2022 and beyond. Everything that we talked about in this episode is available in the show notes over at salesman.org/Dan. And with that said, let's jump right into it.   Will Barron: Dan, welcome to The Salesman Podcast.   Dan Tyre: Boom. I've been the waiting for this three weeks, bro, super excited. As you know, I did my research. I want to make sure I'm bringing the big energy for all of your listeners, and I'm super excited to be here.   The Reason Why Most Salespeople Struggle Having Conversations with Prospects · [01:39]    Will Barron: I'm glad to have you on, mate. Okay, so you kind of posed me in our pre-interview back and forth, the topic of this show. I purposefully, I've not dove into it more of it with you, I purposefully left the open-ended. So Dan, with that, get us started, mate.   Will Barron: In your opinion or if there's facts of there's data, there's anything goes alongside this, perfect. What is the biggest hurdle that me, as a sales person, and the thousands and thousands of people are going to watch and view this over the next few weeks, those salespeople as well, what's the biggest hurdle that we have to booking meetings, getting conversations started right now?   “The one thing that hasn't changed in sales in the last 50 years is actually the hardest part and this is getting to the right people to even have a conv...