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! Demonstrate deep industry knowledge.

Prospecting 74

Prospecting Trust Consult Pitch 74

Understanding the Sales Force

JULY 9, 2025

Cedanne Rafaella is probably the best center-fielder in all of baseball but his offense has been inconsistent, highlighted by chasing way too many pitches off the plate. Roman Anthony had great plate discipline and he never swung at pitches off the plate, but he hit too many ground balls. By the way, he is only 20 years old!

Pitch 77

Pitch Sports Sales Pipeline 77

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.

Engineering 129

Engineering Price Follow-up Pitch 129

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. Dooly automates the process of updating CRM records by syncing notes from sales calls and meetings.

Objectives and Key Results 97

Objectives and Key Results GTM CRM Follow-up 97

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. Discovery Questions Stop pitching. Youre a consultant.

Closing 82

Closing Objection handling Cold Call Contract 82

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 69

Commission Cross-sell Manufacturing Pitch 69

Hubspot

JUNE 16, 2025

As a business owner, sales isn’t just a job — it’s baked into everything I do. Pitching clients, negotiating partnerships, growing a network. And if you’re looking for a sales role? But recruiters and sales leaders? Business Insider reports that Xumo, T-Mobile, and Netflix are all expanding their ad sales teams.

Objectives and Key Results 50

Objectives and Key Results Pitch Sales Follow-up 50

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

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 79

Intrinsic Sell Objectives and Key Results Technique 79

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 78

Clients Referrals Prospecting Sales 78

Sales Hacker

DECEMBER 17, 2024

Thats why HG Insights created The Next Generation of Sales AI report to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Plus, an analysis of the top 75 trending sales AI tools. Youre not alone.

GTM 101

GTM Engineering Electricity X-functional 101

PandaDoc

JULY 9, 2025

Picture this: you’re at dinner with a few other sales leaders, maybe even a couple of marketers or operations folks, and someone casually asks, “so, what methodology does your team use?” Sales methodologies can feel like a buzzword parade. What is a sales methodology? ” You pause. Or something else?”

Objectives and Key Results 40

Objectives and Key Results Consult Education Sales 40

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

APRIL 9, 2025

Not all sales shortcuts are created equal. Sales Shortcuts 1. Source My former colleague from Serpstats sales team learned this the hard way. During an enterprise software pitch, a prospect threw out an unexpected question one that shifted the conversation in the wrong direction. Dont let them out-research you.

Real Estate 69

Real Estate Objectives and Key Results Follow-up Contact 69

PandaDoc

JUNE 27, 2025

Sales teams are juggling more tools, more data, and higher buyer expectations than ever. But when it comes down to closing the deal, the content your reps are using is the most important piece that will make or break the sale. What is sales enablement content? See also What is sales enablement?

Objectives and Key Results 52

Objectives and Key Results Legal Contract Objection handling 52

Hubspot

NOVEMBER 22, 2024

But, oof, I don‘t need to tell you how challenging life in sales can be. Whether you win or lose, it doesn't stop the sales targets from rolling in each month. That‘s why I’ve contacted some sales pros and AI experts to learn how they or their clients use AI for sales lead generation. Long and skinny? But don’t be fooled!

Lead generation 50

Lead generation B2B Sales Campaign 50

Highspot

JANUARY 23, 2025

Key Takeaways Strong soft skills are just as important, if not more so, than technical expertise for sales success. Attributes such as empathy, communication, and critical thinking directly influence sales performance. Soft skills training helps sales teams learn to work well with colleagues and customers.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

Martech

SEPTEMBER 27, 2024

Ali Schwanke is founder of Simple Strat, a marketing and sales consultancy and a Diamond HubSpot Solutions partner. For example, I had pitched the idea of a blog and was quickly shut down because people would never read what was written for the internet. This interview has been edited for clarity and length.

Pitch 72

Pitch Launch Sports Consult 72

PandaDoc

JUNE 2, 2025

Todays sales teams face longer deal cycles, more stakeholders, and tighter budget scrutiny than ever before. That means that the sales qualification process the ability to identify which opportunities are worth pursuing is critical to business operations. Early in the conversation, sales reps focus on a clients measurable goals.

Objectives and Key Results 52

Objectives and Key Results Sales Legal Finance 52

SaaStr

JUNE 6, 2025

Build it into your core value prop or risk being eliminated before you even get to pitch The Opportunity : 4 out of 5 buyers report positive ROI on AI investments, and they’re willing to pay 20-30% premiums for proven AI value 2. Align sales comp with net revenue retention, not initial ACV 3.

Territory 59

Territory Pitch Price Finance 59

PandaDoc

MAY 2, 2025

Growth is great until your content cant keep up When your sales team is small, consistency is easy. And instead of speeding up the sales cycle, your documents become a liability. The hidden cost of inconsistent sales materials Lets start with the obvious: inconsistent docs slow things down. Sure, its scrappy but it works.

Legal 52

Legal Territory Contract Price 52

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?

Objectives and Key Results 52

Objectives and Key Results Commission Legal Sales 52

Hubspot

JULY 22, 2024

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. If you're in a hurry, skip to the script or download free sales call templates.) Cold calling is most effective when paired with strategies such as prospecting and sales qualification. So, what does a typical cold call look like in sales?

Cold Call 78

Cold Call Hospitality Objectives and Key Results Follow-up 78

PandaDoc

JUNE 2, 2025

In B2B sales, the best deals are won by sales reps who can challenge assumptions, reframe conversations, and bring unexpected insights to the table. Its an ideal approach for inbound sales teams working in crowded markets or working with indecisive buying committees. What is the Challenger method and why does it matter?

Process 52

Process Objectives and Key Results Sales Angle 52

Salesforce

NOVEMBER 15, 2024

The SDR, or Sales Development Rep, is the backbone of many successful sales organizations. Despite these hurdles, SDRs are a driving force behind sales growth and revenue generation. Despite these hurdles, SDRs are a driving force behind sales growth and revenue generation. However, the role of the SDR is often thankless.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

PandaDoc

MARCH 25, 2025

The sales process varies greatly depending on the purchase. In this article, well explore the challenges of complex sales and the strategies your team can use to close deals more efficiently. What is considered a complex sale? Complex sales typically involve high-value products or services, which are often highly customizable.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

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. Here are some ways that top salespeople can use LinkedIn to add to their pipeline. But what about calls?

Closing 62

Closing B2B Sell Referrals 62

Salesforce

DECEMBER 17, 2024

These are the questions an ideal customer profile (ICP) helps sales organizations answer. In fact, the State of Sales report found that 86% of business buyers say they’re more likely to buy when their goals are understood. It informs everything from prospecting to qualification to pitching.

Prospecting 52

Prospecting Customers Territory E-commerce 52

Sales Gravy

FEBRUARY 27, 2025

You nailed the pitch. From the first phone call to the initial meeting and every touch after, establish yourself as a consultative seller whos more interested in eliminating pain points tha. 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 74

Pitch Presentation Clients Trust 74

Hubspot

NOVEMBER 4, 2024

Sales engagements are pretty strange interactions when you really think about them. That means you have to strike a balance between approachability and authority — but that's easier said than done, making rapport building equal parts essential and screw-up-able for sales professionals. It risks damaging trust.

Technique 69

Technique Trust Prospecting Conversion 69

Sales Gravy

JULY 1, 2025

Here's a question that'll keep you up at night: What do you do when your emotions are sabotaging your sales performance? That's the exact challenge posed by Kurt O'Donnell and the sales team from Joyland Roofing in Lancaster County, Pennsylvania. How do I show up at the door and be that consultant. Think about it.

Appointment 63

Appointment Objection handling Pitch Quota 63

Hubspot

FEBRUARY 24, 2025

Objection handling is one of the trickier, more grating aspects of sales life. Pushback is natural and often productive in a sales engagement, but in many cases, a piece of you is going to think, Oh, come on, when a prospect brings up concerns. Check it out! 6 Mistakes You Can Make When Handling Objections 1.

Objection handling 66

Objection handling Price Prospecting Start-ups 66

Hubspot

FEBRUARY 24, 2025

Benefits of Conceptual Selling How to Start Conceptual Selling Conceptual Sales Questions What is conceptual selling? Conceptual selling is a consultative approach that focuses on the clients needs and motivations rather than pushing product features. Heres how it works. Table of Contents What is conceptual selling?

Sell 46

Sell Drivers/motivators Objectives and Key Results Cross-sell 46

Adaptive Business Services

OCTOBER 23, 2024

Once qualified, they could be turned into a potential deal and placed in a Sales Pipeline. While there could be many euphemisms and analogies for this, the most popular as of late is pitch-slapping. For our purposes, let’s use a Lead Qualification Workflow. Automations can also be built into workflows. Are you thinking about a CRM?

CRM 62

CRM Prospecting Contact Follow-up 62

Sales Hacker

MARCH 4, 2025

As a key GTMfund partner, they equip sales and marketing teams with top performers. If you’re hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member. is we looked at what product signals tended to indicate that somebody was ready to talk to sales.

GTM 74

GTM X-functional Start-ups Campaign 74

Hubspot

JANUARY 3, 2025

The accelerator taught me how to do a pitch deck, financials, and also how to pitch, so I went into my first investment pitch day very confident, Bailey says. Then, once I got five samples, I added them to my website and started pitching myself to bigger brands (like HubSpot). The knowledge is there for the taking.

Networking 36

Networking Finance Non-Profits Referrals 36

Partners in Excellence

MAY 29, 2025

It’s the star metric in every SaaS pitch deck, with ARR growth as the bedrock of business models. Afterall, SaaS represents about 3-5% of the global GDP and 2% of sales jobs (Thank you Aaron Evans), while all these other businesses represent the remainder. We’ve been trained to worship the recurring revenue model.

Real Estate 78

Real Estate Healthcare GTM Construction 78