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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.
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.
But automation doesnt close deals. Whatever the flavor, the phone remains your fastest path to building pipeline. Because conversations close dealsperiod. But automation doesnt close deals. Whatever the flavor, the phone remains your fastest path to building pipeline. Because conversations close dealsperiod.
Hit your number with 100 Pipeline Plays. Use our proven data-driven plays to grow your pipeline and crush your revenue targets. Close more deals with these winning plays! Meet your modern sales playbook - See how high-performing sales and marketing teams increase pipeline year-over-year.
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. With traditional methods, it’s easy to focus on the wrong ones, wasting time on leads that will never close.
Top VPs take the opposite approach—they quickly remove underperformers to protect your pipeline and maintain high standards. The 90-Day Revenue Test While 30 days is enough to evaluate their hiring decisions, you should see clear revenue improvements within 90 days (or one full sales cycle).
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. Attendees can network with peers, gain insights from successful speakers, and improve productivity, prospecting, and sales pipeline strategies.
60 Days: Build Pipeline and Close Early Deals By the second month, they should be actively building pipeline and closing smaller, faster-moving deals themselves. At this stage, if they’re not generating momentum in the pipeline, it’s time to dig into why. It really is. It’s a bad sign. It’s a bad sign.
Intent data can be a great way to fill your pipeline and close more deals. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Make sure you have the right kind of data for your organization. To learn more, get the infographic!
Status: Public Beta Applicable HubSpot Hubs: All Hubs Applicable HubSpot Tiers: All Tiers Centralize sales tasks with the new Sales Workspace What’s new: The Prospecting Workspace is evolving to become the Sales Workspace, allowing salespeople to manage both pipeline building and deal closing from one centralized location.
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.
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).
At SaaStr Annual, Tomasz Tunguz presented the results of their survey, along with a great story of a public company CRO who had deployed AI SDRs and generated a ton of pipeline … but no closed deals. Tons of B2B companies deploying AI SDRs already, but few deals closed so far. That was the overall result of their survey.
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.
Jason’s team emphasizes Velocity, working quickly to move accounts through the pipeline and deliver value faster. Pipeline velocity doesn’t just help close deals; it helps onboard customers swiftly, creating opportunities for upselling as their needs evolve. Speed is also crucial in ensuring ABM success.
Relentless Prospecting Wins Deals: The deals you close tomorrow start with the work you do today. Whether its calls, emails, or social touches, keeping your pipeline full is the foundation of success. Relentless Prospecting Wins Deals: The deals you close tomorrow start with the work you do today.
Benefit : These tools provide real-time feedback and post-call analysis, enabling SDRs to refine their approach and close more deals. How to Choose the Right AI Tool Choosing the best AI tool can feel overwhelming with the wide array of solutions available. Missing a follow-up often means missing out on a potential deal. and Apollo.io
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.
Today, ZoomInfo is essential to how we prospect, grow pipeline, Eric in Lewiston, Maine, asks how to use last years data to create and accurate sales plans and evaluate software tools (like CRMs and ZoomInfo) to make those goals happen. Consider: Conversion Rates from Inbound Leads Speed to Lead (How fast are you following up?)
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.
This means that enriched data can be automatically synced with your CRM, enabling you to keep your sales pipeline updated without manual entry. You don’t need to be a technical expert to create complex workflows or data pipelines. Your team can act faster with real-time information, boosting productivity and conversion rates.
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. So, here’s the moral of this story. So, here’s the moral of this story.
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. The goal is to make it as easy as possible for reps to close deals.
The real challenge is closing this gap. An all-encompassing attribution pipeline is essential in connecting digital advertising to real-world outcomes. Measuring online impressions without considering offline actions is like watching only a movie’s first half.
A great VP of Sales should take the leads you already have and close more deals or drive higher deal sizes. Pipeline Metrics : Are they growing the pipeline? You should see more demos, more contracts being drafted, and a noticeable lift in pipeline metrics. If the pipeline isn’t growing, that’s a red flag.
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? When Salesforce helps close a big deal or streamline a complex process, celebrate it.
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.
If you can’t go from lead to closed deal often enough, you might need to rework one or more of these areas. Make sure you connect your CRM and map your sales pipeline in the ad platforms, so that you can later highlight which conversions were most valuable to your business. Recreate your sales pipeline. Quality of leads.
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.
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. Develop your ICP by combining insights from your sales team with data about your current customers from your CRM.
Here’s how to think about it: Smaller Enterprise Deals ($25K-$50K ACV) : Reps will likely struggle to close more than $400K-$600K annually. Reps can close fewer deals but still hit their number because the deal sizes are larger. These deals require a lot of effort for a relatively small return, so quotas should be on the lower end.
But too many teams are still focused on vanity engagement metrics that don’t translate to pipeline. Don’t Just Measure Backward: Use Forward-Looking Metrics Pipeline acceleration and customer growth depend on early indicators, not just closed-won data. If you’re still optimizing for form fills, you’re missing the real cues.
In either case, HubSpot’s team works closely with the business’s internal teams, advising on the implementation process. That means also being clear on each stage of the sales pipeline. If a deal closes, what does that look like in the CRM? And the other is ‘do it with me.’”
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.
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 have a single pipeline metric, it’s a variant on pipeline coverage. pipeline coverage. We have pipeline quality, win rates, sales cycles, average deal sizes dialed in. With these three focus areas, we know we are doing enough to generate the volume of opportunities to feed our pipelines.
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.
This vision of an autonomous marketing pipeline represents the future of AI in marketing. As we shift from today’s point solutions to autonomous marketing pipelines, I’ll explore what will change, why it matters and how marketing teams can prepare for success. Other marketers will support pipelines in different ways.
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. to USD 165.00
Learn how this approach supports a comprehensive channel strategy that aligns with brand objectives, addresses consumer needs and optimizes the content pipeline. the intro, visual, body copy, closing and call to action) and can be reassembled in various combinations to create customized, channel-agnostic content experiences.
Heres what to include: Pipeline Health : Review the pipeline metricsdeal velocity, win rates, average deal size, and pipeline coverage. Reps who get just three hours of coaching per month can increase close rates by 70%. A related deep dive here: 7 Tips to Close 7,000 Customers From Gorgias’ VP of Sales
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. Reducing hold time can have a dramatic effect on the revenue your team closes from inbound calls.
As we march towards the end of 2024 and another selling year, we work to close deals and position ourselves for a strong start to 2025. Of course, it’s very appropriate to have that dual focus as deals and accounts are typically the two areas most closely connected to wins, commissions and bonuses. Is the list comprehensive?
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