Sales Gravy

APRIL 10, 2025

The Fancy Stuff Is Failing You We see it all the timesalespeople hiding behind automation tools, social selling gimmicks, and relationship-building fluff. Youre hoping your sequence will nurture your prospect into buying without you having to actually sell. But automation doesnt close deals. But automation doesnt close deals.

Closing 87

Closing Objection handling Cold Call Contract 87

Iannarino

OCTOBER 26, 2022

Selling is challenging enough without having to do it at a distance. While the combination of video and audio is better than audio alone, it doesn't come close to being in the room with your prospective client. However, post-pandemic, virtual selling is here to stay.

Sell 278

Sell Clients Conversion Meeting 278

SaaStr

MAY 1, 2025

So Clari put together the data that I’ve known and so many of us have known for a long time in B2B sales, across 10,000,000 opportunities it analyzed: The best reps can closed 2x-9x more than “ordinary” reps. And the bottom reps often close close to nothing. All the rest still close 35% of your revenue.

Closing 79

Closing Up-sell B2B Start-ups 79

Sales Gravy

OCTOBER 15, 2024

Value-Based Selling: One of the major challenges in sales is convincing prospects to see beyond the initial costs and focus on the long-term benefits. At OutBound, participants will learn how to use AI to their advantage while refining their interpersonal skills to close deals.

Sell 98

Sell Pipeline Lead generation Networking 98

Anthony Cole Training

FEBRUARY 23, 2022

If you consider all the things that you do as a salesperson throughout the day, you’ll notice you spend a lot of time virtually prospecting, qualifying, closing, and building relationships.

Sell 295

Sell Closing Prospecting Process 295

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! 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.

Sell 78

Sell Customers Contract Construction 78

SaaStr

DECEMBER 29, 2024

Top Posts of the Week: #1: Salesforce: Actually Were Going to Hire 2,000 Sales Execs Now To Sell AI #2: Gong: $100k Deals Take About 70 Days to Close #3: Why The Greatest Sales Teams Just Kill It On Dec 31. When Everyone Else Has Gone Home. #4: appeared first on SaaStr.

Price 116

Price Sell Engineering Growth 116

Hubspot

JULY 30, 2024

Then, the game changed when I leveled up my sales email writing game with curiosity-provoking subject lines, strong body text, and compelling closing statements. Personalized offers that aligned with my company’s unique selling proposition (USP) tended to be the best way to wrap up my emails and generate positive campaign outcomes.

Closing 85

Closing Quota Healthcare Tradeshows 85

Hubspot

AUGUST 7, 2024

Benefits of Using Sales Demo Environments How to Create a Demo Environment That Closes Deals I like to think of it like this: it’s common knowledge that Super Bowl halftime performances are mostly pre-recorded. How to Create a Demo Environment That Closes Deals Step 1: Formulate a narrative. How closely were you able to follow it?

Closing 72

Closing Pitch Sales Prospecting 72

Veloxy

NOVEMBER 15, 2022

Account based selling is a B2B concept that has gained a lot of interest in recent times, but implementing it can feel rather daunting. Studies show that at least 94% of B2B teams have adopted account based selling in a bid to deliver improved buying experiences that lead to increased conversions and loyalty. It doesn’t have to.

Sell 246

Sell Objectives and Key Results SQL B2B 246

Search Engine Land

OCTOBER 2, 2024

However, Amazon’s advertising ecosystem has expanded significantly, now offering options for service and local businesses that don’t sell physical products on the Amazon marketplace. Both of these display ad types are available for businesses not selling goods on the marketplace.

Customers 103

Customers Sell Campaign Engineering 103

Iannarino

APRIL 26, 2023

Selling effectively has never been easy, regardless of what you sell. In B2B sales, both buying and selling have become more complex and more complicated. Buyers are trying to decide without speaking with salespeople, and they struggle to build consensus among their teams.

Closing 269

Closing B2B Sales Sell 269

SaaStr

NOVEMBER 3, 2024

I’m not talking about any close friends in sales here. He’s done selling, and probably, being curious. Someone that wants to sell. Go deeper and really ask during the interview process. If their answer is all about systems and process, and not selling … don’t make the hire. But not anymore.

Sell 116

Sell Sales Up-sell Start-ups 116

Iannarino

MARCH 7, 2023

Having the best product or solution on the market isn’t enough to close more deals. You can have all the best features and functionality and still lose out to inferior products if you don’t have the right sales strategies.

Sell 286

Sell Sales Closing Product 286

Adaptive Business Services

OCTOBER 30, 2024

Mantra – a word or phrase that is repeated often or that expresses someone’s basic beliefs – The Britannica Dictionary – The following are the six simple business (selling) rules that I live by … You must be perceived as being different … It’s crowded out there. Replicate the good and avoid the bad.

Sell 62

Sell Angle CRM Repeat business 62

Veloxy

DECEMBER 14, 2022

Back in 2018, Salesforce discovered that sales reps were only spending 34% of their time selling (707 hours a year). Salesforce just found that salespeople are only spending 28% of their time selling. That’s a stunning 125 hours of less selling time than in 2018 ! You’ll add another 300+ selling hours to each rep’s year.

Quota 246

Quota Sell CRM Contact 246

Iannarino

OCTOBER 29, 2022

After nodding in agreement, ask that salesperson what makes them consultative, and you will hear many ideas, none close to correct. Ask a salesperson if they are consultative, and you will find most answer in the affirmative. Some of my favorites include:

Consult 269

Consult Sell Closing Sales 269

Sales Pop!

JANUARY 7, 2025

Informal Questions of Importance Most representatives are too focused on making the actual sale, but Telling-Selling rarely works well. Extra Steps for Earning the Smooth Sale One big differentiator for successful salespeople is they view the sale not as the close, the end, but as a new beginning.

Appointment 298

Appointment Clients Represent Follow-up 298

Iannarino

MAY 26, 2023

Are you tired of using the same old sales techniques that fail to close deals and bring in new clients?

Technique 278

Technique Sell Clients Closing 278

Hubspot

MARCH 12, 2025

SNAP Selling is designed to help you cut through the noise and make buying easier for prospects. Table of Contents What is SNAP selling? The 3 Decisions SNAP Selling Terms to Know How to Start SNAP Selling What is SNAP selling? I dont go there so their team can sell me random tools.

Sell 61

Sell Objectives and Key Results Pitch Sales 61

Veloxy

JANUARY 7, 2025

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. Presenting: Showing the value of what you sell.

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Hubspot

JANUARY 8, 2025

Youre selling something to someone who just wouldnt budge. If I just described a familiar struggle one you might know all too well Im here to share a solution that might be the answer to your prayers: Gap selling. Truthfully, gap selling takes patience, practice, and persistence to master.

Intrinsic 79

Intrinsic Sell Objectives and Key Results Technique 79

Sales Gravy

DECEMBER 2, 2024

What you need to do is pick up the phone, call your existing customers, your inactive customers, and even your closed/lost deals from earlier this year, and simply initiate a conversation. Prime Time for Unused Budget So here’s the deal: if you’re in sales, now is prime time. So, here’s the moral of this story.

Sell 95

Sell Pipeline Contact Follow-up 95

Iannarino

OCTOBER 9, 2024

Unlock the secret to closing more deals by focusing on decision-making over pitching your solution.

Clients 242

Clients Conversion Pitch Sell 242

SaaStr

APRIL 14, 2025

Dear SaaStr: How Do I Learn to Close Big Enterprise Deals Better? Closing high-ticket enterprise deals is a different beast compared to SMB or mid-market sales. Sometimes, you have to close the whole org, or someone bigger will go around your little pilot and close everything. Read the opportunity correctly.

Closing 65

Closing Contract Pitch Finance 65

Salesforce

DECEMBER 2, 2024

Marketing and sales alignment is a big key to engaging accounts and closing B2B deals. If no one owns lead management, then no one is paying close attention to which leads are actually working and why. It allocates time, budget and efforts toward closing deals. I challenge marketers to rethink how they align with the sales team.

Closing 59

Closing Objectives and Key Results Manufacturing B2B 59

Sales Gravy

APRIL 8, 2025

Steve from Portland, Oregon, faces and an all-too-common consultative selling dilemma: how to sell to prospects who claim they already know everything, have already done the research and question what value he can bring. Thats where consultative selling comes in, but only if you do it right.

Consult 55

Consult Sell Clients Pitch 55

Understanding the Sales Force

MAY 15, 2025

” Starting with a pitch or demo : We have been teaching salespeople to use a consultative approach for decades and while the most successful salespeople do sell this way, and whether on the phone, via email, or face-to-face, most salespeople still begin with a pitch. This large group of salespeople are primarily order takers.

Engineering 127

Engineering Price Follow-up Pitch 127

Sales Gravy

APRIL 6, 2025

We are coming off of a week that can only be described as a stock market bloodbathamping up uncertainty and making selling even harder. Starting today, selling just got even harder. You Must Sell Better During Times of Uncertainty To win consistently, during times of uncertainty you must sell better. No mistakes.

Sell 55

Sell Appointment Government Finance 55

Sales Gravy

MARCH 6, 2025

The Power of Personal Development In sales, it's easy to get caught up in the grindcalls to make and deals to close. The reason top performers prioritize learning new skills and pushing their boundaries is because it makes them better and helps them sell more. So, how do you pull yourself out of it? The answer: invest in yourself.

Growth 64

Growth Sell Gaming Start-ups 64

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. The video showed the generic Baseline Selling sales process.

Process 131

Process Sales Conversion Sell 131

Understanding the Sales Force

NOVEMBER 1, 2024

A lot of sales leaders and their salespeople believe that sales cycles are determined by their industry, or are specific to the industries they sell to. You must sell your value to differentiate to the point where the decision maker will spend more to buy from you. It’s easier to sell value when there is urgency.

Objectives and Key Results 140

Objectives and Key Results Consult Sales Government 140

Veloxy

JANUARY 19, 2022

Rather, let the results, numbers, and value do what most mere names cannot—close the deal! I’ve worked with dozens of regional sales managers at telecom companies T-Mobile and Comcast, multiplying revenue by eliminating non-selling activities that bog down field sales reps. Don’t exaggerate. Don’t create acronyms or use hyperbole.

Cold Call 358

Cold Call Territory Quota Up-sell 358

Anthony Cole Training

APRIL 19, 2024

Technology is transforming businesses and disrupting entire industries, including the world of selling, which has traditionally been categorized as primarily a “people business”.

Technology 328

Technology Technology Sales Closing 328