Heinz Marketing

SEPTEMBER 24, 2024

By Sarah Threet , Marketing Consultant at Heinz Marketing In a fast-paced sales environment, Sales Development Representatives (SDRs) face the constant challenge of balancing high-volume outreach with personalized engagement. It can flag common objections or challenges and offer SDRs real-time suggestions to improve their pitch.

Objectives and Key Results

Sales Gravy

APRIL 10, 2025

Fancy decks, CRM tagging, and custom email flows feel like progressbut they dont get the contract signed. Discovery Questions Stop pitching. Youre a consultant. Fancy decks, CRM tagging, and custom email flows feel like progressbut they dont get the contract signed. Discovery Questions Stop pitching. Start digging.

Closing

Hubspot

JULY 23, 2025

Since then, I’ve built customer journeys that do work. Here’s what it really takes to build a customer journey sales funnel that works — not just in theory, but in the trenches. Here’s what it really takes to build a customer journey sales funnel that works — not just in theory, but in the trenches. In Awareness, I don’t pitch.

SQL

Hubspot

OCTOBER 15, 2024

To help you out on that front, we connected with some sales leaders for the strategies they leverage to establish themselves as credible, consultative resources for prospects. Then, during the conversation, offer customized insights that address their specific pain points and goals. Check out what they had to say!

Prospecting

ClickFunnels

JULY 24, 2025

Whether you’re a coach, a course creator, a consultant, or an e-commerce seller, you can turn one well-built funnel into a revenue machine. It’s a guided experience that moves your prospect from cold lead to loyal customer through a series of steps. Offer it after your customer has received value from the first product.

E-commerce

Sales Hacker

DECEMBER 17, 2024

Building ‘opinionated products’ and the importance of customer intimacy Lessons learned from scaling Twitter’s ad business from zero to $650 million in three years. Highlights: (5:22) The power of customer intimacy in product development. (15:41) The consulting mindset was quite helpful there.

GTM

Hubspot

JUNE 16, 2025

Pitching clients, negotiating partnerships, growing a network. The job market is crammed with candidates all claiming to be “results-driven” and “customer-focused.” That's because their customers were CFOs and financial controllers who needed someone who spoke their language,” Wickett says. You can’t escape it. Same story.

Objectives and Key Results

Sales Gravy

JUNE 19, 2025

According to SimplicityDX, customer acquisition costs have increased by 222% over the last eight years, while customer lifetime value has remained flat. It's getting harder and more expensive to find new customers, making the ones you have incredibly valuable. Yet most salespeople treat customers like one-time transactions.

Commission

Hubspot

JANUARY 8, 2025

No matter how you angle your pitch, how well you attempt to align your solution with their needs, or how many glowing testimonials you share, theyre just not buying it. However, once youve done so, you wont be stuck in the endless loop of pitching and hoping something sticks. Youre selling something to someone who just wouldnt budge.

Intrinsic

Hubspot

APRIL 9, 2025

During an enterprise software pitch, a prospect threw out an unexpected question one that shifted the conversation in the wrong direction. Your demo should be highly customized to your audiences needs, desires, and goals -- and you cant achieve that level of customization without doing prep work. Dont let them out-research you.

Real Estate

Salesforce

OCTOBER 22, 2024

Pioneered in the 1990s by Jack Napoli, the MEDDIC framework transforms teams into sales powerhouses by delving deep into the elements of the customer buying experience. And by the end, you’ll know more about your customer than you have before. Learn more What is the MEDDIC sales process? Let’s start with what MEDDIC means.

E-commerce

Hubspot

JULY 18, 2025

When I first started consulting for B2B SaaS companies, I made the mistake of thinking the buyer journey and the customer journey were basically the same thing — just two sides of the same funnel. We were winning buyers but losing customers. What is a customer’s journey? They aren’t.

Referrals

Hubspot

JULY 22, 2024

I'm always saying, “Sound, well-structured business email templates are central to effective sales communication, initiating productive sales conversations, and sustaining relationships with prospects and customers.” Referral Request Emails Happy customers are some of the most lucrative resources any sales org has at its disposal.

Clients

PandaDoc

JULY 9, 2025

Consultative selling Full guide: Consultative sales This method is all about building trust and uncovering the deeper needs of the customer. Instead of pitching a product, you act like an advisor. Challenger sa les Full guide: Challenger sales process This method flips the idea of “the customer is always right.”

Objectives and Key Results

Highspot

AUGUST 10, 2025

Key takeaways Sell sheets help go-to-market teams deliver relevant, consistent messaging to potential customers, making it easier to tell a unified product story in deal discussions and accelerate leads’ decision-making. You likely have go-to pitches, customizable scripts and templates, and a wealth of sales collateral to choose from.

Closing

RingDNA

JUNE 15, 2025

This can be accomplished through evidence-based pitches, successful content marketing, and an aggressive follow-up strategy. Losing a single client over a fracture in the customer or client relationship can be devastating, leading to restructuring and even layoffs. FAQs: B2C vs. B2B Sales Strategy Differences 1.

B2C

Salesforce

DECEMBER 17, 2024

If you could create your ideal customer in a lab, who would they be? What would make them so uniquely suited to your product or service that they become a lifelong customer? These are the questions an ideal customer profile (ICP) helps sales organizations answer. What you’ll learn: What is an ideal customer profile (ICP)?

Prospecting

Hubspot

NOVEMBER 22, 2024

In the context of using AI in sales , this means helping customers do their own research before interacting with a sales rep from your organization. Blog posts from third parties, industry-specific data, case studies, and customer stories also have the biggest influence on B2B buyer decision-making. Re-target churned customers.

Lead generation

Highspot

JANUARY 23, 2025

Sales reps often juggle multiple demandsmeeting quotas, showcasing product value, and forming authentic customer connectionswhich require a healthy mix of soft and hard skills. Soft skills training helps sales teams learn to work well with colleagues and customers. What is Soft Skills Training?

Objectives and Key Results

PandaDoc

JUNE 27, 2025

Sales enablement content gives your sales reps the resources they need to build trust, help with objection handling , and move potential customers through the sales funnel. Effective sales enablement content directly supports your reps when making a sale, meaning they can deliver a smoother sales experience for the customer.

Objectives and Key Results

SaaStr

AUGUST 6, 2025

Free isn’t a customer acquisition strategy. Sales Pitch Surgery in Real-Time Upload your pitch deck, paste your email outreach, or just describe your value prop, and SaaStr.AI The new SaaStr.AI The Training Data That Makes it Epic SaaStr.AI When founders succeed using our AI, they remember where they got help.

B2B

Salesforce

NOVEMBER 15, 2024

They identify potential customers, present product or service offerings, negotiate contracts, and ensure customer satisfaction. The sales role involves closing deals and meeting sales objectives through effective communication and understanding prospect and customer needs. Elevator pitch assessment 2. Assigned AE 2.

Tradeshows

ClickFunnels

AUGUST 5, 2025

Whether you’re a coach, consultant, or service provider, book funnels help demonstrate your knowledge, all while attracting potential clients. It’s a complete system that turns your book into a customer acquisition tool. When you later offer coaching or courses, it feels like the logical next step rather than a sales pitch.

Up-sell

Hubspot

JULY 22, 2024

I found your information while searching for business consultants in Wichita, and I think you could be a great fit for our services. Think about who your best customers are (or who you’ve had the most success calling in the past) and look for common attributes. Voila — a list of potential customers. Rep: Good morning.

Cold Call

PandaDoc

JUNE 2, 2025

Fortunately, sales teams dont need to invent a decision criteria that aligns with an established buying process or an ideal customer profile. That way, pitches and messaging can be further refined to align with their unique business perspective. Many established systems and frameworks already exist. MEDDIC is one such framework.

Objectives and Key Results

Sales Gravy

FEBRUARY 27, 2025

You nailed the pitch. Your Online Brand Matters In this digital age, you cant be surprised to know that potential customers might Google you, find you on LinkedIn, or otherwise look you up online. You nailed the pitch. The budget was there. The decision-maker was engaged. So why did the deal go cold? It might be you.

Pitch

PandaDoc

MAY 2, 2025

Customers notice when your proposals feel cobbled together. And unless you establish a system to manage them, theyll start to erode both customer trust and internal efficiency. Meanwhile, reps still have the freedom to personalize intro copy, customer use cases, or value props to match the deal. The simplest way to start?

Legal

PandaDoc

JUNE 2, 2025

They shape those needs by reframing perspectives, taking control of the sales process, challenging customers to look past outdated assumptions, and help buyers see problems in a new light. In the Challenger model, the true sales pitch happens after the buyer is already leaning forward. In many cases, its a transactional relationship.

Process

ClickFunnels

JUNE 24, 2025

The starting point of the customer journey. Your repeat customer gets the same generic pitch as a first-time visitor. Your homepage just sits there, doing nothing to turn visitors into customers. Step 1: Choose Your One Main Offer Pick the service or product that solves your customers’ most urgent problem.

Conversion

PandaDoc

JUNE 23, 2025

Still, if your sales reps can’t communicate how it addresses your customers’ unique challenges, you risk losing valuable sales opportunities. Through sales discovery calls, we can identify customer needs and pain points, and match them with the perfect solution: your product. What is a sales discovery call? Don’t be a yes-man.

Objectives and Key Results

RingDNA

MARCH 26, 2025

The whole point of social sales is to get more data about potential customers so that you can spend more time talking to the right prospects and, more importantly, ensure that those conversations are successful. Sharing personal wins, sales tips, and customer success stories shows that you’re in the trenches, driving real results.

Closing

PandaDoc

MARCH 25, 2025

You choose a price based on size, add any extras, and send your customers on their way. Transactional sales typically involve minimal customer relationship development and focus on brief, individual purchaseslike movie tickets or coffee. Objection handling: Customers may have concerns about pricing, competitors, or implementation.

Objectives and Key Results

Hubspot

NOVEMBER 4, 2024

A mismatch could also make the conversation seem awkward, which is the last thing anyone wants during a sales pitch. "A Good preparation shows we value the customer's time. Let's take a look! 6 Key Mistakes You Can Make When Trying to Build Rapport 1. This involves subtly mimicking the prospect‘s tone, pace, and choice of words.

Technique

Hubspot

SEPTEMBER 16, 2024

If you use a lot of filler words, prospective customers may begin to question your competence or confidence. To give you the correct answer, I will need to consult with an expert at our company.’ It’s always a good thing to make a customer think that they are the final decision-makers.” The client actually asked if I was okay!

Trust

Hubspot

FEBRUARY 24, 2025

Conceptual selling is a consultative approach that focuses on the clients needs and motivations rather than pushing product features. My most successful content partnerships began by focusing on the metrics that drive real impact like email sign-ups, conversion rates, and customer lifetime value (CLV).

Sell

Hubspot

FEBRUARY 13, 2025

If your team is motivated, fulfilled, and excited about their job, then sales calls will be better, and the customer experience will be enhanced. As a consultant, I work with a variety of businesses. Popoff says, Customers connect with concrete outcomes, not abstract data.

Objectives and Key Results

Sales Hacker

MARCH 4, 2025

And it’s certainly a red thread we see with all our kind of like top performing guests is this idea of, you know, regardless of your role, you are there for one reason only to make the cust The company and your customers successful and you know, it takes wearing many different hats, um, on many different days. Um, but, uh, I love that.

GTM