Tibor Shanto

FEBRUARY 8, 2022

Some people hide from prospecting in their pipelines; pretending the opportunities, individually or collectively, are more real than they are. With a 4:1 closing average, every time I close a deal, I must get four more to stay afloat. When it comes to prospecting, there’s real, then there’s pipeline real.

Pipeline 282

Pipeline Quota Prospecting Follow-up 282

Tibor Shanto

NOVEMBER 16, 2021

Many reps and managers look at opportunities independently of one another, but the pipeline is a collective of opportunities. Unfortunately, many salespeople see their pipeline as a holding tank for opportunities, rather than a means of driving to quota. What is in your pipeline should meet specific and defined criteria.

Pipeline 257

Pipeline Quota Consult Prospecting 257

Veloxy

OCTOBER 22, 2024

Let’s face it: if you’re still relying on old-school sales prospecting methods , you’re falling behind. Now, CEOs and Sales Executives need something sharper, faster, and more precise: AI for sales prospecting. At Veloxy, we believe AI is the game-changer every sales leader needs.

Prospecting 130

Prospecting Technique Pipeline Sales 130

Martech

NOVEMBER 13, 2024

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.

Pipeline 128

Pipeline Campaign Objectives and Key Results Legal 128

Sales Pop!

APRIL 30, 2022

Today integrating email within Pipeliner CRM is easier than ever. Most companies have moved their email to either Office 365 or to Google G-suite, and Pipeliner fully supports either of these options. Now let’s look at some of our email tracking features—reasons why you should enable email tracking in Pipeliner right now.

Pipeline 246

Pipeline Customers CRM Appointment 246

Veloxy

JANUARY 7, 2025

In the world of sales, time is money. The quicker you can close a deal, the faster you can move on to the next one. This is where the concept of the sales cycle comes into play. A streamlined sales cycle can significantly boost your company’s efficiency and profitability. What is a Sales Cycle?

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Sales Pop!

NOVEMBER 5, 2021

At Pipeliner, we chose to go with AWS over a decade ago and have remained with them ever since. Continuing in our series on Pipeliner CRM security, here is our path and reasoning. The post Pipeliner Security: Why AWS? There are now several Cloud providers available, in addition to Amazon Web Services (AWS). Why have we done so?

Pipeline 246

Pipeline CRM Territory Contract 246

Veloxy

JUNE 8, 2022

Couple questions here – are your sales stagnating? If yes, then you’re probably looking for new ways to improve your sales performance. Perhaps the answer could be in your sales pipeline. Research shows that top performing companies and sales teams do extremely well when it comes to managing their pipeline.

Pipeline 195

Pipeline Technology Technology Cross-sell 195

Sales Hacker

OCTOBER 11, 2024

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).

GTM 114

GTM X-functional Pipeline Construction 114

SaaStr

NOVEMBER 30, 2024

Here’s an uncomfortable truth about SaaS companies: the majority of first-time VPs of Sales don’t make it past 12 months. The 30-Day Evaluation Framework Test #1: Did They Bring in 1-2 Great Sales Reps in the First Month? The 30-Day Evaluation Framework Test #1: Did They Bring in 1-2 Great Sales Reps in the First Month?

Pipeline 120

Pipeline Contract Sales Growth 120

Sales Gravy

APRIL 10, 2025

But let me give it to you straight: Sales isnt won with hacks. They talk a big game on Zoom, but when its time to dial the phone or ask for the sale, they freeze like a deer in headlights. Youre avoiding real sales conversations because theyre uncomfortable. But automation doesnt close deals. Same with sales.

Closing 87

Closing Objection handling Cold Call Contract 87

Understanding the Sales Force

JANUARY 18, 2025

Treat that appointment as you would a sales call and don’t cancel it or reschedule it. For example, keeping the math simple, if you need to close $100,000/month in new business, you have a win rate of 50%, and your average sale is $25,000, then you must close 1 sale per week.

Quota 132

Quota Appointment Meeting Sales 132

Sales Gravy

OCTOBER 15, 2024

On this episode of The Sales Gravy Podcast, Jeb Blount Jr. and special guest Victor Antonio, renowned sales expert and author, dive deep into the world of sales, AI, and mindset. This shift makes human skills even more essential in later stages of the sales process. In fact, it’s the opposite.

Sell 98

Sell Pipeline Lead generation Networking 98

Veloxy

JULY 14, 2022

What is your closing ratio? Your closing ratio (or close rate) measures your overall sales efficiency. It’s calculated by dividing the number of sales you’ve closed by the number of leads or opportunities in your pipeline (and multiplying that by 100 to generate a percent). Do me a favor. Want proof?

Outside Sales 200

Outside Sales Closing Sales Commission 200

Veloxy

FEBRUARY 12, 2025

Sales teams today spend 70% of their workday on non-selling activities a massive roadblock to hitting quotas. In my experience, the biggest culprits behind this inefficiency are bloated, disconnected sales tech stacks with poor training and low user adoption. Double Sales Productivity in only 1 Minute. Lets dive in.

Product 130

Product CRM Price Objectives and Key Results 130

Sales Gravy

MARCH 30, 2025

It can also make life much easier if your sales plan and quota gets bigger in the back half of the year as many do. The most important thing you can do right now is conduct a deep dive analysis of your pipeline. Get your calculator out and do the math on how much you need in your pipeline to crush your Q2 number.

Quota 102

Quota Pipeline Sales Up-sell 102

Sales Gravy

APRIL 24, 2025

Lets kill the myth: sales coaching isnt just for newbies or underperformers. Its for closers, leaders, and the ones who want moremore pipeline, more wins, more control over their career. If you're in sales, you need coaching. Sales is a performance sport. Sales coaching forces you to stop guessing and start fixing.

Sports 98

Sports Referrals Sales Pipeline 98

Sales Gravy

OCTOBER 29, 2024

as he welcomes legendary sales expert, Mark Hunter, to The Sales Gravy Podcast! In this episode they dive into actionable Outbound strategies, discuss the latest AI trends, and reveal why authentic relationships are the cornerstone of every successful sale. Join host Jeb Blount Jr.

Appointment 97

Appointment Negotiate Sales Represent 97

Iannarino

APRIL 24, 2023

In any pipeline, you will find many potential deals. Many records that show up as opportunities are not close to being deals worth pursuing. Instead, they live in your B2B sales pipeline because the salesperson must enter the record after a first meeting.

Growth 268

Growth Pipeline Sales B2B 268

Sales Gravy

DECEMBER 25, 2024

In this episode of The Sales Gravy Podcast, take a look back at the best insights from the year. These moments arent just memorable, theyre actionable advice that sales professionals can take into 2025 to thrive in an ever-evolving landscape. Leading with empathy and emotional intelligence helps uncover the real problems you can solve.

Conversion 96

Conversion Pitch Sales Trust 96

Sales Gravy

JANUARY 14, 2025

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. Sales planning is vitalwithout a roadmap, youre just hoping your revenue targets magically come to life. Success in sales is about balance across the entire funnel.

Appointment 98

Appointment Cross-sell CRM Pipeline 98

SaaStr

NOVEMBER 8, 2024

So clearly AI is rapidly changing the way we do sales, but how will it all shake out? Over in the contact center and post-sales space, we can already see 20%+ of customer support execs been routinely replaced by AI. But what about the more personal sales side? That was the overall result of their survey.

Pipeline 130

Pipeline Gaming Price Contact 130

Martech

AUGUST 12, 2024

Sales teams, get ready to level up with awesome new tools for managing leads. How it helps you Sales, marketing and service teams can safely manage sensitive data, creating a comprehensive and unified customer profile to improve operational efficiency and customer interactions.

CRM 124

CRM Pipeline Contact Conversion 124

Veloxy

SEPTEMBER 29, 2021

Salesforce Adoption Pain Point #1 : Sales representatives report spending 66% of their day performing tedious, non-selling activity in Salesforce. This is a conundrum for most sales managers, as sales productivity is one of the common selling points of the Salesforce CRM platform. The key is Salesforce automation.

Territory 342

Territory Represent Sales Lead generation 342

Veloxy

AUGUST 10, 2021

AI and machine learning have given wings to digital sales and marketing techniques. Not only does this make them more effective, it also boosts the chance of sales conversion. Research already shows that over 40% of sales and marketing teams wholly recognize the importance of AI. How to Improve Sales Processes with AI.

Process 328

Process Sales Technique Pipeline 328

Force Management

FEBRUARY 22, 2024

Healthy sales pipelines and accurate forecasts are grounded in structured territory, account and opportunity planning processes. These processes provide sales managers with an unrestricted line of sight into their sales organizations.

Pipeline 128

Pipeline Territory Quota Sales 128

Martech

SEPTEMBER 20, 2024

This streamlines sales, strengthens loyalty and expands revenue through seamless upgrades and bundled offerings. Jason’s team emphasizes Velocity, working quickly to move accounts through the pipeline and deliver value faster. U nification: Integrate marketing, sales and customer success seamlessly.

GTM 114

GTM Product Cross-sell Profit margin 114

Partners in Excellence

FEBRUARY 12, 2025

But they were still struggling to make their numbers and fill their pipelines. What were they doing that drove such high win rates and short sales cycles? And despite doing this, why were they struggling to maintain healthy pipelines? Why weren’t they showing those opportunities much earlier in the qualified pipeline?

Gaming 122

Gaming Contract Pipeline CRM 122

Sales Pop!

FEBRUARY 27, 2022

What was the original purpose of sales? Let’s go back in time and look at a fundamental of sales that all salespeople should understand: economy. Sales had its origins in the exchange of goods, before the time of currency. Of course, the worst kind of sales is lying to close a deal, and this will never make an ally for you.

Cross-sell 245

Cross-sell Sales Pipeline Represent 245

Sales Pop!

MARCH 17, 2023

Sales enablement is a process that helps businesses equip their sales teams with the resources, tools, and information they need to improve their performance and close more deals. In today’s competitive market, sales enablement has become an essential strategy for any business that wants to stay ahead of the competition.

Cross-sell 236

Cross-sell Technique Sales Pipeline 236

Partners in Excellence

DECEMBER 31, 2024

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.

Minimum Viable Product 127

Minimum Viable Product Pipeline GTM Drivers/motivators 127

Sales Gravy

MARCH 4, 2025

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.

Cold Call 55

Cold Call Pipeline Niche Referrals 55

Sales Pop!

JULY 11, 2024

In the modern sales landscape, data-driven selling has become an essential strategy for success. The ability to harness data to inform decisions, personalize interactions, and optimize sales processes is no longer optional—it’s a competitive necessity.

CRM 130

CRM Pipeline Sell Represent 130

SaaStr

APRIL 30, 2025

Dear SaaStr: What Should I Do in a Sales Audit? A sales audit should be comprehensive and focus on identifying strengths, weaknesses, and opportunities across your sales process. Heres what to include: Pipeline Health : Review the pipeline metricsdeal velocity, win rates, average deal size, and pipeline coverage.

Cross-sell 72

Cross-sell Pipeline Legal Contract 72

Sales Pop!

DECEMBER 2, 2022

The rapid road to a closed sale is only through revenue intelligence. Revenue intelligence contains all that is required for your sales leadership to create accurate quotas and forecasts, and for your team’s pipeline management. Activities are connected to the pipeline, leads, and upsells. Look No Further.

Quota 243

Quota Pipeline CRM Closing 243

Sales Pop!

JULY 2, 2022

Today’s sales scenario is, to say the least, baffling. We have more books on sales than ever, along with unheard-of numbers of sales seminars and an amazing amount of sales training. Yet sales closing rates remain stagnant—80 percent of salespeople fail, and salespeople only last 18 months on a given job.

CRM 236

CRM Pipeline Education Sales 236

SaaStr

MARCH 23, 2025

5 Key Learnings from Scaling from 3 to 75 Go-To-Market Team Members in Less Than 12 Months The latest SaaStr CRO Confidential is out and Sam Blond did a great deep dive with Graham Mareno, VP of Worldwide Sales at Codeium. Create Compelling Economic Incentives For sales talent, compensation is critical.

GTM 93

GTM Territory Pipeline Growth 93