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On this episode of The Sales Gravy Podcast, JBJ sits down with Amy Franko, a sales expert specializing in the mid-market, to discuss pipeline velocity, qualifying deals, and the importance of asking the right questions in sales. Monitoring how quickly deals move through the pipeline can significantly impact quarterly and yearly outcomes.
Heres what stood out from our conversations this year: Objections Are Opportunities: Objections arent something to avoid, theyre invitations to build trust. Acknowledge the issue, ask thoughtful questions, and use the conversation to demonstrate your understanding of their needs. When a buyer pushes back, its a sign theyre engaged.
So, closing more deals more quickly is a win for everyone sales representatives, sales managers, the finance department, and a company’s leadership. Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast.
Im hearing sob stories from leaders and individuals everywhere who are waking up to the cold, hard truth that they are staring down the barrel of a thin or empty pipeline. They focus on closing deals and finishing the year strong but fail to balance that with prospecting activity for the future. Theres no magic to it.
Speaker: Matt Sunshine, CEO at The Center for Sales Strategy
From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it.
Youre avoiding real sales conversations because theyre uncomfortable. But automation doesnt close deals. Whatever the flavor, the phone remains your fastest path to building pipeline. Because conversationsclose dealsperiod. Youre avoiding real sales conversations because theyre uncomfortable. Warm calls.
Start for free The Role of AI in Sales Strategy As someone who’s spent years working closely with sales teams, I’ve seen firsthand how time-consuming and inconsistent traditional sales methods can be. Increase in Lead Conversion Rates AI ranks leads based on their likelihood to convert.
How it helps you This update allows marketers to engage in live, two-way conversations with customers, transforming SMS into a powerful relationship-building tool. It is not designed for 1-to-1 sales or customer support conversations.
The quicker you can close a deal, the faster you can move on to the next one. It can help you close deals faster, increase your sales volume, and improve your bottom line. A sales cycle is the process your sales team goes through in order to close a sale with a customer. Closing: Locking in the sale and getting commitment.
Key Takeaways: – The Role of AI in Sales: Sellers are being inserted deeper into the sales process, with AI managing much of the early stages such as lead generation and pipeline building. Action Over Avoidance: Procrastination in sales, such as delaying difficult customer conversations, can lead to missed opportunities.
Product : Vanta Your deal is almost closed, and all that’s left is the security review. With Vanta Questionnaire Automation, go-to-market teams can complete security reviews up to 5 times faster, helping you close deals in less time than ever. improving questioning techniques can lead to a higher close rate).
Conversica is an AI-driven assistant that engages leads through conversational emails. Benefit : AI automates the repetitive task of sending follow-up emails, making it easier to scale outreach without sacrificing personalization. It allows SDRs to prioritize leads with the highest likelihood of conversion. and Apollo.io
Lead generation advertisers today have access to tools like broad match keywords and offline conversions – powerful when used right, but chaotic and expensive if left unchecked. We might call these conversions, but it’s important to remember that no actual sale is being made. I love the challenge of learning something new.
Personalized engagement : Using tailored messaging addresses specific challenges, increasing the likelihood of conversion. Dig deeper: How to find your next, best customers with ABM Collaborate with sales teams Work closely with your sales team to identify segments or specific accounts showing interest in your products or services.
If you havent defined clear performance metricslike call activity, lead generation, conversion rates, or daily prospecting targetsthen you dont really have a plan. Consider: Conversion Rates from Inbound Leads Speed to Lead (How fast are you following up?) You have a wish list. Looking Back at Last Year: Which Metrics Matter?
We have the largest pipeline we’ve had in years and have inked more big deals in the last three weeks than we have in the last three months with more to come. The rep was frustrated because every proposal he’d given them had stalled in the pipeline. Initiate the conversation by asking about their post-election outlook.
Is it increased lead conversion? Show your team how these features can do the following: Save time with AI for sales Close deals faster Improve their performance The more value they see, the more they’ll use it. How does it help them close more deals? Good data builds trust, and trust drives adoption.
Results in prospecting don’t happen overnight; staying consistent over time is key to building a strong pipeline and generating lasting success. – The opening of a conversation is just as important as closing a deal, making daily prospecting essential for building new relationships.
Build a single source of truth for all revenue-related metrics—pipeline, churn, CAC, LTV, NRR, etc. Create shared goals and metrics, like pipeline contribution from marketing or NRR targets for customer success. Optimize the Sales Process Streamline your sales process to reduce friction and improve conversion rates.
This means that enriched data can be automatically synced with your CRM, enabling you to keep your sales pipeline updated without manual entry. Your team can act faster with real-time information, boosting productivity and conversion rates. You don’t need to be a technical expert to create complex workflows or data pipelines.
Build Pipeline Relentlessly At seed stage, pipeline is everything. Don’t wait to hire an SDR team—start building pipeline immediately. Sell Half of The Next $1M Yourself (Or Close To It) At this stage, you’re not just managing—you’re selling just as much as the likely 1-4 sales reps you’ll inherit and/or hire.
You should have a plan that identifies the number of attempts, conversations and new meetings you must schedule each day in order to meet your new business goals based on your current win rate. To close 1 per week, with a 50% win rate, you need 2 qualified opportunities, 4 prospects, and 8 new suspects per week.
Conversation intelligence is the future of smarter selling—helping you close more deals, coach more effectively, and drive continuous improvement. Our conversation intelligence platform empowers sales teams to sell with confidence, turning every interaction into actionable insights. What is conversation intelligence?
Matt from Grand Rapids says, If I dont make my cold calls, our pipeline will go dry. In this Ask Jeb segment of the Sales Gravy Podcast I walk Matt through practical strategies to carve out time for prospecting and target the right prospects so that he can keep his sales pipeline fulleven while being pulled in a dozen directions.
This interconnectivity helps sales teams optimize their workflows and dedicate more time to what matters most: building customer relationships and closing deals. I built Veloxy to work alongside platforms like this, and I’ve watched Outreach help sales teams build qualified pipelines that turn into actual revenue.
Build Pipeline Relentlessly At seed stage, pipeline is everything. Don’t wait to hire an SDR team—start building pipeline immediately. You need to close deals yourself to figure out what works. Once you’ve closed a few deals, you can start to build a repeatable process and teach it to others.
We track 3 things: We have a single top of funnel metric: Number of high impact conversations within our ICP per week. We have a single pipeline metric, it’s a variant on pipeline coverage. pipeline coverage. pipeline coverage. We have pipeline quality, win rates, sales cycles, average deal sizes dialed in.
That elongated sales cycle created pipeline supply shocks. The GTM survey shows a 10% increase in sales-qualified conversions and a 40% increase in sales-qualified conversions for the top third of these businesses. There’s no change in the ultimate conversion rate as a function of using AI or not. ‘ Great!
Here's a question that exposes one of the most dangerous myths in modern sales: How do you set the right pipeline creation target to consistently hit quota? The obsession with pipeline multipliers is creating more problems than it's solving, and it's time we had an honest conversation about what actually drives predictable revenue.
But they were still struggling to make their numbers and fill their pipelines. And despite doing this, why were they struggling to maintain healthy pipelines? As I dove in, I discovered the sellers were not entering opportunities into the pipeline until they were actually in the contract negotiation stage. It is human nature.
Its relatively straightforward to do simply take your current pipeline, multiply the gross at each milestone times your historical close rates (actual or estimated), and determine if a seller can reasonably expect to be YTD one sales cycle ahead. Relying upon seller opinions when grading pipeline health. Current pipeline.
Heres what to include: Pipeline Health : Review the pipeline metricsdeal velocity, win rates, average deal size, and pipeline coverage. Look at quota attainment, activity levels (calls, emails, demos), and conversion rates. Reps who get just three hours of coaching per month can increase close rates by 70%.
But beyond merely revealing insight into reps’ performance, tracking the right sales KPIs is critical to assessing they overall health of your sales pipeline. And a lot of companies are finding it harder to build pipeline than ever before. What it Measures: The number of times reps have actual conversations with leads each day.
Zack faces a unique challenge that may sound specific at first but is more common than you think: he can only close a deal if his customer closes a deal of their own first. The conversation with Zack revealed practical strategies you can use to overcome these hurdles and keep your own pipeline healthy.
Get instant pipeline insights with the mobile lead summary widget. How it helps you This update improves the mobile prospecting experience by giving sales reps a quick overview of their pipeline and highlighting the number of leads at each stage. Let’s recap the biggest HubSpot updates for October 2024.
But too many teams are still focused on vanity engagement metrics that don’t translate to pipeline. But that’s how you burn out your SDRs and tank your conversion rates. Don’t Just Measure Backward: Use Forward-Looking Metrics Pipeline acceleration and customer growth depend on early indicators, not just closed-won data.
If youre converting leads too early, youll clog your pipeline with low-quality deals. Once accepted, the lead is converted into an opportunity and entered into the pipeline. This process reduces friction and ensures only high-quality leads make it into the pipeline. If youre converting too late, you risk losing momentum.
Proven S-Tier ROI: Real Case Studies Artisan AI: Immediate Pipeline Impact While Event is Still Live “We just closed our first deal from our SaaStr sponsorship (while it’s still happening), a $60k ARR deal. influenced pipeline from single event Sales enablement platform : $75K investment → $2.1M
On this Sales Gravy Podcast segment, I answer your burning questions on driving revenue, growing your pipeline, leading your teams, and staying ahead of the competition. Im the first to say theres no magic wand in salesno easy button that instantly books appointments or closes deals. Ask Jeb is about you and your real world challenges.
Codeium made this a centerpiece of their recruiting strategy: Competitive comp plan openly discussed during interviews 7 out of 10 sellers who’ve been with Codeium 6+ months have already exceeded annual targets Several on track to earn $500K+ in W2 income One seller closed $1.6M It’s a commission-driven role.
In this guide, we’ll break down the top certifications, who they’re for, and how they help you close more deals. The course emphasizes trust-building, persuasive communication, and consultative closing techniques. Topics include lead conversion, pipeline management, reporting, and automating daily tasks.
My pipeline felt bloated with names that had no business being there. These journeys have generated 335 meetings, closed $287K in a startup from scratch, and helped drive $40 million in enterprise deals across multiple continents and industries. Because that’s how you turn a lead into a conversation. But, it didn’t convert.
That annual trade show that eats 20% of your budget but generates zero pipeline? Her team stopped hiding behind automation and started engaging in real customer conversations. Partnering closely with sales Not through fancy slide decks about “alignment” but by embedding marketers directly into major deal pursuits.
Here are some ways that top salespeople can use LinkedIn to add to their pipeline. Use LinkedIn to Have Smarter Conversations Let’s face it – if you use LinkedIn to send out spammy emails to prospects, it’s not likely that you’ll get the traction you desire. In B2B sales, it often takes north of six contacts to close deals.
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