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. Simplify presentations, eliminate unnecessary details, and provide actionable next steps.

Conversion 96

Conversion Pitch Sales Trust 96

Sales Pop!

DECEMBER 4, 2024

It’s the final crunch time to reach sales goals by the end of the year. Your company might even have to close its doors for good if you’re expected to bounce back from your losses on your own. Launch sales campaigns that are centered around holiday themes. Be fully present wherever you are. The holidays are magical.

Launch 242

Launch Campaign Presentation Service 242

Martech

SEPTEMBER 11, 2024

Specifically, roughly 80% of closed sales deals we evaluated couldn’t be connected to marketing content. The types of content that resonate with clients We analyzed client sales and marketing data from five industries and conducted primary research with buyers and sales representatives (SDR/BDR/AM/CSMs).

B2B 136

B2B Campaign Represent Presentation 136

Understanding the Sales Force

JANUARY 18, 2025

On Christmas eve or Christmas day, you present the gift. Treat that appointment as you would a sales call and don’t cancel it or reschedule it. To close 1 per week, with a 50% win rate, you need 2 qualified opportunities, 4 prospects, and 8 new suspects per week. Go ahead, do that math, and we’ll continue.

Quota 135

Quota Appointment Meeting Sales 135

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 Contact Price 130

Martech

AUGUST 1, 2024

Our agency conducted an extensive two-year analysis of content consumption across four industries, examining over 50 closed deals. In other words, we only saw a connection between content engagement and the buyer’s journey in 20% of closed, won deals. This highlights the ongoing gap between sales enablement and marketing.

Customers 122

Customers Construction Presentation Trust 122

Martech

AUGUST 19, 2024

The benefits of programmatic ABM for small B2B marketing teams ABM presents multiple benefits for small B2B marketing teams striving to optimize resources and drive engagement. Sales and marketing alignment : ABM fosters stronger collaboration between sales and marketing teams, aligning them toward common goals.

B2B 120

B2B Objectives and Key Results Campaign Contact 120

Hubspot

OCTOBER 15, 2024

Sales is, in large part, the art of developing trust in a tight window — making credibility one of the most valuable assets you can have when engaging with prospects. With that said, cultivating and projecting credibility can be extremely tricky in a sales engagement. Deliver tailored insight and strategies.

Prospecting 74

Prospecting Trust Consult Pitch 74

Closing Bigger

NOVEMBER 3, 2024

In my most recent AI keynote at ChannelNext I shared with the audience some of the top AI tools I have found for sales and sales leadership. One of those AI tools for sales that I could not do without it Fathom. The post Excerpt from AI Keynote, “Amplifying Your MSP Growth with AI,” presented at ChannelNext West.

Presentation 52

Presentation Growth CRM Meeting 52

Salesforce

AUGUST 6, 2024

After years of steady sales and profit growth, the 2,300-employee company has hit a rough patch. Sell more, and faster, with AI With interested buyers lined up, now it’s up to the sales team to close deals. Learn how your sales reps can automate their processes with AI Second, AI speeds up data analysis. Sandstone is one.

Real Estate 128

Real Estate Non-Profits Click Through Rate CRM 128

SalesProInsider

MAY 23, 2025

The rush can lead to many advisors unknowingly shortcutting the most critical part of the sales process: genuine human connection. And thats where one simple shift, being fully present, can turn a scattered conversation into a confident commitment. Slowing down is what helps you close more efficiently. Be present.

Conversion 62

Conversion Objectives and Key Results Trust Presentation 62

Hubspot

OCTOBER 16, 2024

Even if that’s not the case for you specifically, I can assure you that it is for many sales professionals (even the ones that swear they’ve become immune to its fearsome effects). You see, cold calling – no matter which way you feel about it – is simply a part of the sales biz. Find your partner company. 50 and $3.00

Cold Call 73

Cold Call Sales Price Campaign 73

Hubspot

JANUARY 8, 2025

In this blog post, Ill break down what gap selling is, why its the secret sauce for successful sales, and how you can use it to connect with prospects on a deeper level. This step is crucial for understanding what isnt presently working for them. Lets get into it. Table of Contents: What is gap selling? Heres how it works: 1.

Intrinsic 79

Intrinsic Sell Objectives and Key Results Technique 79

Hubspot

DECEMBER 2, 2024

Getting anything over the finish line as the holidays approach is a struggle in any facet of life, and sales is no exception. The end of Q4 is one of the — if not the — most stressful, frustrating stretches of any sales professional's year. Q4 Sales Strategies 1. They‘re your best shot to close deals as Q4 wraps up.

Sales 69

Sales Closing Up-sell Prospecting 69

Sales Gravy

APRIL 2, 2025

Dennis from Chesterfield, Missouri, wants to know if sales coaching truly moves the performance needle, especially when shifting from transactional approaches to more consultative selling. Why Sales Coaching Is Essential Sales is a skill position. Why Sales Coaching Is Essential Sales is a skill position.

Objectives and Key Results 60

Objectives and Key Results Appointment Territory Technique 60

SalesProInsider

JUNE 13, 2025

Great sales conversations don’t just happen. Ask any top-performing financial advisor their secret to closing more clients and you’ll hear a consistent theme: preparation. They were prepping everything except the close. If you want to close like a human, here’s where to shift your prep: 1. They’re crafted.

Closing 62

Closing Pitch Finance Follow-up 62

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

FEBRUARY 13, 2025

In reality, salespeople at all experience levels often hesitate, tiptoe around, or dodge direct closes because theyre afraid of rejection, worried about coming across as pushy, or insecure about asking. But before all that, he spent hours watching his father prep for sales calls in the mirror, honing his language and mastering his message.

Sales 54

Sales Pipeline Presentation Closing 54

RingDNA

MARCH 26, 2025

How to Use LinkedIn to Find and Engage B2B Sales Prospects While the cold call has hardly disappeared from inside sales, social media tools such as LinkedIn give you the ability to warm up cold calls with research. This means that you should take care to present yourself as professionally as possible. But what about calls?

Closing 62

Closing B2B Sell Referrals 62

Search Engine Land

AUGUST 20, 2024

Whether good or bad, stay in close contact with your sales and CS teams, and you’ll get some great nuggets.) Go for objectivity over quick sales I love teaching clients that presenting opposing or alternate viewpoints is great for rankings. Covering topics pulled directly from audience feedback.

CTR 100

CTR Cross-sell Promote Presentation 100

Understanding the Sales Force

MAY 15, 2025

Sales has its own set of traditions where we could reasonably ask, Why are we still doing that?” When legal documents are required, it will be a formality to complete the sale, rather than a first attempt at closing. This is my recollection of how the first-ever sales call went. ” Sales Caveman: Why so long?”

Engineering 129

Engineering Price Follow-up Pitch 129

Hubspot

NOVEMBER 22, 2024

But, oof, I don‘t need to tell you how challenging life in sales can be. For every exhilarating win — yay, you closed a deal — there’s an all too humbling loss. Whether you win or lose, it doesn't stop the sales targets from rolling in each month. I had some of the best times and work experiences during those years.

Lead generation 50

Lead generation B2B Sales Campaign 50

SaaStr

MARCH 6, 2025

4 Unexpected Learnings from Brex and Plaid’s Presidents: The Enterprise Trap Is Real : Companies often fall into the trap of constantly adding features to close enterprise deals rather than focusing on the core 20% that drives actual growth. Here’s what we learned. This means delivering on performance, security, and reliability.

Product 86

Product Finance Trust User Experience 86

Sales Gravy

JUNE 19, 2025

Every sales professional has felt that impulse to rush the process, to push for the immediate "yes," because, well, the numbers demand it. What if chasing the fast buck is actually costing you the lucrative, lasting relationships that define an elite sales career and build a lasting book of business? You know the drill.

Commission 72

Commission Cross-sell Manufacturing Pitch 72

Martech

JULY 29, 2024

This presents a huge change in point-of-view that greatly benefits marketers who work closely with activation points for customer data (throughout all channels) and not only at the top-of-funnel activities (such as promotions, advertising, lead generation, etc.). This understanding is less technical and more business-related (i.e.,

Technology 122

Technology Technology Strategize Lead generation 122

Search Engine Land

AUGUST 14, 2024

Aligning marketing and sales efforts. Sales process. We might call these conversions, but it’s important to remember that no actual sale is being made. To know if you’re approaching this correctly, ask yourself questions such as: What does our sales process look like? Do we even have a sales process?

CRM 116

CRM Campaign Niche Negotiate 116

Salesforce

OCTOBER 22, 2024

Attracting qualified prospects — companies that are a good fit for your product or services — is more important in B2B (business-to-business) sales than earning a large number of leads. Identifying high-quality leads can be challenging though, which is where a sales methodology like the MEDDIC sales framework comes in.

E-commerce 87

E-commerce Territory Pitch Sales 87

Sales Gravy

FEBRUARY 4, 2025

Ask Jeb: How to Sell When Your Customer Has to Sell First Welcome to another Ask Jeb segment on the Sales Gravy Podcast! Im Jeb Blountbestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED. By helping them present stronger bids or more compelling proposals, you become integral to their success.

Sell 76

Sell Customers Contract Construction 76

RingDNA

JUNE 15, 2025

The main difference between B2C and B2B sales strategies is the decision-making process. B2C sales focus on quick, emotionally-driven decisions, often influenced by personal desires or immediate needs. In contrast, B2B sales involve longer sales cycles , multiple stakeholders, and decisions driven by logic, ROI, and business impact.

B2C 62

B2C B2B Contract Objection handling 62

Hubspot

MARCH 12, 2025

Buyers face the same challenge every day, making simplicity a superpower in sales. Lets take a look at the basics of SNAP and how you can start using it in your sales cycle. SNAP selling is a sales methodology created by sales strategist Jill Konrath , based on her book, which covers the process extensively.

Sell 61

Sell Objectives and Key Results Pitch Sales 61

Hubspot

JUNE 16, 2025

As a business owner, sales isn’t just a job — it’s baked into everything I do. And if you’re looking for a sales role? But recruiters and sales leaders? I talked to recruiters and sales leaders to find out what separates the “maybe” pile from the “must-interview” list. You can’t escape it. Same story.

Objectives and Key Results 50

Objectives and Key Results Pitch Sales Follow-up 50

Search Engine Land

SEPTEMBER 20, 2024

Within the ads, test two copies: One variation that closely resembles the existing metadata. Organic teams should collaborate closely with PPC to maximize conversions from organic traffic through remarketing efforts. Targeted keywords: Ensure your targeted keywords are present throughout each product. Create a PPC campaign.

CTR 108

CTR UX Campaign Education 108

Sales Gravy

JANUARY 28, 2025

In this episode, I answer a question from Paul in Rancho Cucamonga, California, whos building and leading a remote sales team in the logistics industry and needs to find a way to get his salespeople to prospect consistently. We also addressed a question from a leader who was attending one of our Sales Gravy Live events.

Drivers/motivators 88

Drivers/motivators Prospecting Appointment Follow-up 88

Highspot

MAY 15, 2025

You’re in a big sales meeting feeling confident. Many sales teams build a sales pitch deck once and never touch it again. What is a sales pitch deck? A sales pitch deck is a presentation that supports your sales conversation. What is the difference between a sales pitch and a sales pitch deck?

Pitch 52

Pitch Objectives and Key Results Presentation Price 52

ClickFunnels

MAY 20, 2025

In this guide, we’ll show you how to use pop-ups the right way in your sales funnel to boost your funnel page’s performance. Scroll-Activated Pop-Ups These pop-ups trigger when users scroll past a certain percentage of the page, ensuring they have already consumed some content before being presented with an offer.

E-commerce 130

E-commerce A/B testing Strategize Follow-up 130

Search Engine Land

SEPTEMBER 16, 2024

Inflation: As the cost of goods and services rises, businesses may increase their ad spend to maintain sales, driving up CPCs. Shift your focus to cost per acquisition (CPA): It may be acceptable to spend more on clicks if you’re generating more revenue from sales. Have you considered a Target CPA smart bidding strategy?

A/B testing 76

A/B testing User Experience B2C Campaign 76

ClickFunnels

JULY 10, 2025

A one-page funnel is a complete business system that handles lead generation, sales, upsells, email automation, and customer onboarding all from a single page. More pages often mean more problems, not more sales. Why Less Structure Leads to More Sales Most business owners assume that more information equals more credibility.

Objection handling 130

Objection handling Follow-up Price Trust 130