Salesforce

JANUARY 9, 2025

So, closing more deals more quickly is a win for everyone sales representatives, sales managers, the finance department, and a company’s leadership. Say hello to the sales acceleration process. What you’ll learn: What is sales acceleration? Why is sales acceleration important?

Closing 98

Closing Represent Territory Lead generation 98

Hubspot

SEPTEMBER 6, 2024

When a prospect first reaches out for more information, I’ve found that engagement is at its peak. Many times I’ve been frustrated trying to chase down a once-excited prospect whose priorities have already shifted to the next item on the list. Wondering how to achieve this lofty goal? AI can help.

Closing 80

Closing Contract Technique Sales 80

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

Hubspot

JULY 30, 2024

As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size. Read on to hear my tactics for ending a sales email.e Read on to hear my tactics for ending a sales email.e

Closing 85

Closing Quota Healthcare Tradeshows 85

Iannarino

JANUARY 28, 2023

One of the most difficult challenges in B2B sales is building consensus. When you accepted your job in B2B sales, the job description didn't mention you would need to lead your prospect and their team through this most difficult outcome. For B2B salespeople, the lack of consensus crushes average close rates.

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B2B Prospecting Sales Closing 278

Sales Gravy

DECEMBER 19, 2024

In this episode of The Sales Gravy Podcast, discover how Alex Niswander used the Fanatical Prospecting framework to maximize outreach and build meaningful client relationships. Learn about creative touchpoints, High-Intensity Prospecting call blocking (HIPs), and actionable tips to fill, move, and close your sales pipeline effectively.

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Prospecting Pipeline Follow-up Gaming 97

Iannarino

FEBRUARY 8, 2023

The same is true of an ineffective sales presentation. If your presentation isn't airtight, you'll soon find your prospect poking at loopholes and raising objections. Before you know it, your prospect has abandoned ship (and your sales funnel ) and your sale is a wreck on the ocean floor.

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Presentation Closing Sales Prospecting 277

Sales Pop!

OCTOBER 24, 2024

Lifelong sales learner that I am, I’ve always been a voracious reader of selling books, posts, blogs, podcasts and the like. But over a long sales career, my best and most memorable insights have come from first-hand experiences involving real colleagues and real clients – direct experiences both good and bad. First, some background.

Technique 246

Technique Represent Education Clients 246

Hubspot

AUGUST 7, 2024

After some initial discovery, the capable sales rep dove into the platform to give me a look at one of the functionalities I was most interested in. Table of Contents What Is a Sales Demo Environment? You can think of a sales demo environment in the same way. But during the live demo, disaster struck.

Closing 72

Closing Pitch Sales Prospecting 72

Understanding the Sales Force

JANUARY 18, 2025

A similar scenario where salespeople spend time getting ready before conducting an act happens with prospecting for new business. While not all salespeople are required to prospect, those who do often follow the gift giving ritual where they spend quite a bit of time getting ready before making their calls. So it’s the opposite.

Quota 132

Quota Appointment Meeting Sales 132

Sales Gravy

JANUARY 7, 2025

Welcome to a new segment of the Sales Gravy Podcast called Ask Jeb! I believe sales professionals are the heartbeat of the economy. 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. No Silver Bullet, But.

Prospecting 98

Prospecting Appointment Referrals Gaming 98

Sales Pop!

JANUARY 7, 2025

Enthusiasm The first indicator prospects and clients observe for whether to conduct business is the sincerity plus enthusiasm in our voice. Informal Questions of Importance Most representatives are too focused on making the actual sale, but Telling-Selling rarely works well. In Conclusion: How Can I Improve in the New Year?

Appointment 299

Appointment Clients Represent Follow-up 299

Sales Gravy

JANUARY 28, 2025

to prospect consistently, these tips are for you. 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. Be like teflon: no excuses stick.

Drivers/motivators 86

Drivers/motivators Prospecting Appointment Follow-up 86

Understanding the Sales Force

NOVEMBER 15, 2024

I spent some extra time with them and realized they were both swinging with their eyes closed. If I could get them to swing with their eyes at least partly open, they might get their hands and bat close enough to the ball so that maybe the ball might hit their bats. The answer depends on a salesperson’s Sales DNA.

Prospecting 69

Prospecting Cold Call Pipeline Gaming 69

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 82

Closing Objection handling Cold Call Contract 82

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. Check out what they had to say!

Prospecting 74

Prospecting Trust Consult Pitch 74

Martech

JANUARY 8, 2025

The faster the sales process, the faster the revenue growth. This isnt just a sales problem, either. This isnt just a sales problem, either. Marketing teams play a crucial role in optimizing tools, content and communication throughout the sales process. The easier prospects can book, the faster sales can move.

CRM 128

CRM Follow-up Sales Prospecting 128

Iannarino

APRIL 20, 2022

Is your close rate where you want it to be? In fact, 86% of prospects aren’t satisfied with their phone sales experiences. But a phone sales conversation—especially cold calling — is nothing to sneeze at. If not, the problem may be in your phone game. I know firsthand just how challenging they can be.

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Cold Call Gaming Sales Closing 345

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?” There are three primary reasons as to why they start with a pitch rather than taking a consultative approach: Prospects ask, What do you have? This is my recollection of how the first-ever sales call went. ” Hunter: Wow.

Engineering 127

Engineering Price Follow-up Pitch 127

Understanding the Sales Force

JANUARY 6, 2025

Although we’ve attended for close to 23 years, this year I noticed something different and that experience will help you better understand the important role that sales process plays in the context of a modern sales methodology. A well designed sales process has so many benefits. We are happy to help with that!

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Process Sales Conversion Sell 131

Understanding the Sales Force

APRIL 11, 2025

Good salespeople know that the key to a sales process that will result in a sale, is uncovering their prospects compelling reason to buy. Is it compelling to the prospect? We teach them to get the prospect emotional, as in, How does that make you feel? The same thing can happen to salespeople. Easy (to state).

Hospitality 125

Hospitality Sales Prospecting Up-sell 125

Anthony Cole Training

APRIL 19, 2024

From prospecting to closing, today’s mobile, social, big data, and cloud technologies are revamping the sales process in ways that would have been inconceivable a few decades ago.

Technology 328

Technology Technology Sales Closing 328

Iannarino

JULY 19, 2021

The Gist: The legacy approaches to the sales conversation have created a form of commoditization. For salespeople who want to be treated as partners, there is a new sales conversation that creates greater value. Here is the order in which sales conversations were (and mostly still are) conducted in legacy approaches to B2B sales.

Conversion 334

Conversion Clients Sales Presentation 334

SaaStr

MAY 26, 2025

So what does that mean for inside sales? A 50/50 Sales Team. At least for SMB and more routine mid-market sales. By 2026, these same AI systems will have evolved to manage entire sections of the sales process autonomously. It’s close. We’re close here. Probably something similar by 2026.

Inside sales 98

Inside sales Sales Commission Territory 98

Sales Gravy

OCTOBER 24, 2024

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. Balancing Quality and Speed: Sales teams often struggle to balance quality with pipeline velocity.

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Pipeline Launch Sales Up-sell 98

Iannarino

FEBRUARY 27, 2023

It's important to be organized in sales. You always have open loops you need to close, like sending a new contact the case study they requested. Or perhaps you owe another client an edited contract for a new offering they are interested in buying.

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Meeting Prospecting Contract Contact 286

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 96

Appointment Negotiate Sales Represent 96

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.

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Product CRM Price Objectives and Key Results 130

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 95

Conversion Pitch Sales Trust 95

Iannarino

AUGUST 2, 2021

The Gist: It’s heresy to say so, but the sales process was designed to solve the sales organization’s problems. In particular, the standard “sales process” sought to provide a blueprint for success, a repeatable formula to ensure that every salesperson could win deals. You need to make sales.

Process 328

Process Sales Clients Conversion 328

Anthony Cole Training

MAY 23, 2024

Business or sales acumen is the ability to connect with prospects and clients on a deeper level by understanding their unique problems, anticipating their needs, and leveraging knowledge of their business and industry to recommend the best possible solution — regardless of whether or not it results in a closed deal.

Sales 312

Sales Clients Closing Prospecting 312

Iannarino

JULY 24, 2021

There are (still) only two things we do in sales: we create opportunities and we pursue them. Build your sales workday around the outcomes you need to create, working in the order that enables the next outcome. There is an order of importance in sales, prioritizing certain tasks over others. In Order of Unimportance.

Sales 321

Sales Clients Prospecting Meeting 321

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.

Sell 97

Sell Pipeline Lead generation Networking 97

Hubspot

APRIL 30, 2025

Most salespeople face the same persistent challenge: Their prospects lack urgency. While this technique might result in an initial sale, I advise against it because the companys margins and the reps commission bonus both take a hit. Company] is doing some really interesting things around [business area prospect is interested in].

Prospecting 69

Prospecting Objectives and Key Results Sales Follow-up 69