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. Follow-up calls. Most reps send five emails and give up.

Closing 82

Closing Objection handling Cold Call Contract 82

Hubspot

JANUARY 8, 2025

Youre selling something to someone who just wouldnt budge. Somehow, the deal slips through your fingers, and so does the prospect. 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. Table of Contents: What is gap selling?

Intrinsic 79

Intrinsic Sell Objectives and Key Results Technique 79

Hubspot

SEPTEMBER 12, 2024

Car buyers 30 years ago might have shown up at the dealership wanting a truck, a sedan, or something as vague as a “good family car,” and the salesperson’s job was to help steer them in the right direction based on their needs. That process has changed dramatically. A 2024 HubSpot Blog Survey of 422 B2B professionals in the U.S.

B2B 81

B2B B2C Tradeshows Contract 81

Hubspot

SEPTEMBER 9, 2024

How to Build a Lead List My Tips for Building a Sales Lead List A prospect may have shown interest in a product or service by responding to an online offer, visiting your company’s booth at a conference, or engaging with social media posts. MQLs that your sales team has vetted and identified as worthy of direct follow-up. Opportunity.

Territory 83

Territory Cold Call SQL Campaign 83

Understanding the Sales Force

MAY 15, 2025

When I was growing up there was a well-traveled road with eight gas stations next to each other, and there were non-stop price wars with prices ranging from 17.9 Wouldnt it be easier for everyone if the prices were rounded up to the next full cent? Speaking of gasoline, what about the pricing? cents to 19.9 cents per gallon.

Engineering 129

Engineering Price Follow-up Pitch 129

RingDNA

JULY 2, 2025

CPSP – Certified Professional Sales Person The Certified Professional Sales Person (CPSP) program from the National Association of Sales Professionals (NASP) is designed for reps at any stage of their career looking to build a strong foundation in modern selling. It’s especially valuable for reps selling high-value, consultative solutions.

Retail 62

Retail Technical Sales Consult CRM 62

Hubspot

APRIL 9, 2025

Some, like scheduling follow-up emails or creating a repeatable framework for researching prospects, streamline your day without harming the quality of your work. Researching Your Prospect During the Call Researching your prospects while youre on the phone with them is better than not researching them at all but barely.

Real Estate 69

Real Estate Objectives and Key Results Follow-up Contact 69

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.” It's relatively self-explanatory. Let's get a little more perspective on the various kinds of business emails you can send.

Clients 78

Clients Referrals Prospecting Sales 78

Sales Gravy

JUNE 19, 2025

Focusing solely on the quick sale burns through pipeline leads faster than you can replace them, leaving you on a perpetual hamster wheel of prospecting just to stay afloat. They close the deal, celebrate briefly, then immediately move on to the next prospect. Why Churn Is Killing Your Commissions Let's talk numbers.

Commission 69

Commission Cross-sell Manufacturing Pitch 69

PandaDoc

JULY 9, 2025

It’s not just the steps in your sales pipeline ; it’s the philosophy and strategy behind how your reps engage prospects, qualify leads, uncover needs, and close deals. Consultative selling Full guide: Consultative sales This method is all about building trust and uncovering the deeper needs of the customer.

Objectives and Key Results 40

Objectives and Key Results Consult Education Sales 40

Understanding the Sales Force

MAY 4, 2025

In sales, the play is the salespersons conversation with a prospect, and the debrief is the managers chance to review it. A sales manager needs that same big-picture view: What was the prospects situation? A sales debrief requires the same close-up look, minus the fancy camerasthough a good managers questions can be just as revealing.

Objection handling 71

Objection handling Angle Gaming Consult 71

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. This provides insight into a prospect’s needs so you can zero in on qualified buyers who are a good fit for your product or service.

E-commerce 87

E-commerce Territory Pitch Sales 87

Hubspot

JUNE 16, 2025

You show you can identify hidden revenue opportunities and automate follow-ups that close deals faster. Leveraged Salesforce opportunity scoring to prioritize high-value prospects, increasing my team’s conversion rate by 32% and generating an additional $420K in pipeline.' Follow up post-interview.

Objectives and Key Results 50

Objectives and Key Results Pitch Sales Follow-up 50

Hubspot

JULY 22, 2024

I’ve found that cold calling is an excellent way to engage prospects one-on-one and move them to the next step in the buying process. Cold calling is most effective when paired with strategies such as prospecting and sales qualification. Cold Call Script Examples **The prospect's phone rings** Prospect: Hello?

Cold Call 78

Cold Call Hospitality Objectives and Key Results Follow-up 78

Salesforce

DECEMBER 17, 2024

Of all the sales prospects in the market for your product or service, an ICP outlines the ones most likely to become paying customers. It informs everything from prospecting to qualification to pitching. Sign up now Thanks, you’re subscribed! Learn more What is an ideal customer profile (ICP)?

Prospecting 52

Prospecting Customers Territory E-commerce 52

Understanding the Sales Force

JULY 1, 2025

If you saw my Baseline Selling posts on LinkedIn this week (week of July 4th 2025) then this is a far more comprehensive version of three of those short posts. The 3 -minute video rant below answers the question, “Why don’t more companies follow a systematic, scientific, strategic, tactical, consultative sales process?”

Process 71

Process Sell CRM Consult 71

Hubspot

NOVEMBER 22, 2024

Boo, you were ghosted by a prospect you thought for sure would convert. According to HubSpot’s 2024 State of Sales Report , 23% of sales pros find cold emailing the best way to reach prospects. For a start, these AI sales tools can help you quickly draft and personalize prospecting emails. Long and skinny? But don’t be fooled!

Lead generation 50

Lead generation B2B Sales Campaign 50

RingDNA

JUNE 15, 2025

Author Robert Louis Stevenson once stated that “everyone lives by selling something.” ” No matter the products or services you’re selling, sell them better and you’re likely to live better. When formulating an ideal sales strategy, what you are selling matters less than to whom you are selling.

B2C 62

B2C B2B Contract Objection handling 62

Hubspot

MARCH 13, 2025

And even with revenue up in 2024 , reps are still struggling to meet their sales goals. This begins at the sales rep level but can become an enterprise-wide problem when sales staff, from reps up to SVPs, focus on their year-to-date (YTD) positions against quota. Why are revenue targets so hard to hit? Getting stuck on YTD sales.

Meeting 66

Meeting Pipeline Quota Sales 66

Highspot

JANUARY 23, 2025

In sales, interpersonal skills, such as empathy, patience, and EQ, shape how reps communicate effectively with prospects, handle objections with care, and build meaningful customer relationships. In other words, hard skills guide what sales reps sell, and soft skills determine how they sell to prospects.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

Highspot

MAY 15, 2025

The prospect tunes out. It helps you tell a story, highlights value, and guides the prospect to buy your product. Sharing a story that resonates with the prospect is the best way to connect emotionally and shows that you’ve done your homework and can offer a solution worth their time. The deal slips away.

Pitch 52

Pitch Objectives and Key Results Presentation Price 52

PandaDoc

MARCH 27, 2025

If youre looking to increase revenue without acquiring new customers, cross-selling is one of the best ways you can do that. Effective cross-selling helps customers find new products they genuinely need, so theyll leave more satisfied with your business and remain more loyal, too. What is cross-selling in sales? Lets dive in.

Cross-sell 52

Cross-sell Sell Customers Legal 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. Would you show up to an important meeting wearing shorts and a Panama hat? Source: Gartner ​.

Closing 62

Closing B2B Sell Referrals 62

criteria for success

MAY 4, 2025

Here are the5 categories of a Sales PlayBook template and some guiding questions get you started: Prospecting What are your buyer personas? What is your process for following up with leads? In what way do you engage with high-value prospects? Selling How should you run sales meetings with buyers? Where do you find them?

Growth 52

Growth Sales Quota Follow-up 52

PandaDoc

JUNE 26, 2025

This could include targeting the right prospects, using persuasive messaging, and following a structured sales process. See also 5 ways to tell when you should use lead generation or sales prospecting 2. Prioritize high-quality leads Targeting the right prospects is key for higher success rates.

CRM 52

CRM Legal Sales Price 52

PandaDoc

MAY 2, 2025

Sometimes, all it takes is rethinking how you present, package, and position what youre already selling. When buyers see that committing to a larger quantity or a longer-term contract earns them a better price, theyre more likely to scale up their purchase. And the data backs it up. This tactic isnt just effective its proven.

Price 52

Price Drivers/motivators Legal Contract 52

RingDNA

MARCH 18, 2025

Conversation intelligence is the future of smarter selling—helping you close more deals, coach more effectively, and drive continuous improvement. Our conversation intelligence platform empowers sales teams to sell with confidence, turning every interaction into actionable insights. Ready to see how the Revenue.io

Conversion 62

Conversion Objectives and Key Results Sales CRM 62

PandaDoc

JUNE 23, 2025

Love them or hate them, there’s a right and wrong way to conduct a discovery call to make the biggest impact for both you and your prospects. So, how can you set your team up for success during these crucial conversations? Discovery calls help sales reps: Know what a prospect wants to achieve and what’s stopping them from succeeding.

Objectives and Key Results 52

Objectives and Key Results Commission Legal Sales 52

Salesforce

NOVEMBER 15, 2024

SDRs play a vital role in building business, managing inbound inquiries, booking meetings, qualifying leads, and prospecting. Sign up now Thanks, you’re subscribed! The sales role involves closing deals and meeting sales objectives through effective communication and understanding prospect and customer needs. Learn more

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Sales Gravy

FEBRUARY 27, 2025

Before a prospect buys from you, they have to buy into you. Your appearance tells a prospect what to expect before you even open your mouth. If this is a more informal environment, dont show up in a suit. Trust in yourself and display confidence, and your prospect will see you as confident, too. It might be you.

Pitch 74

Pitch Presentation Clients Trust 74

Hubspot

NOVEMBER 4, 2024

Shocking as this sounds, you’re actually trying to sell something when selling. 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. Let's take a look!

Technique 69

Technique Trust Prospecting Conversion 69

PandaDoc

JUNE 2, 2025

Decision criteria Especially for multi-faceted solutions like SaaS software or custom components, a prospects needs can quickly become overshadowed by the number of features that are available. Often, reps attached to these teams end up selling into larger organizations that have a formalized buying process.

Objectives and Key Results 52

Objectives and Key Results Sales Legal Finance 52

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. Identifying product/customer fit: Once youve learned more about your prospects goals, challenges, budget, and timeline, you can use this information to decide if theyre a good fit for your business. The sales process varies greatly depending on the purchase.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Hubspot

DECEMBER 4, 2024

In this post, I’ll explore specific ways that AI is transforming businesses of all sizes, why it could be a worthwhile investment, and I’ll also share what you need to know to get your business up to speed, equipped for anything, and ready for future developments in tech. Salespeople are using AI to personalize prospecting.

Service 64

Service Manufacturing Prospecting Campaign 64

PandaDoc

JUNE 2, 2025

Thats the core idea behind the Challenger sales method, a framework designed to help sellers guide complex deals by teaching prospects something new rather than just asking them what they need. They were the ones who could teach prospects something new about their business. Heres how the methodology unfolds in practice: 1.

Process 52

Process Objectives and Key Results Sales Angle 52

Hubspot

FEBRUARY 24, 2025

Five years into my B2B marketing career, I noticed a pattern: The clients who said yes were the ones whom I understood not just their stated needs but their underlying motivations through conceptual selling. Table of Contents What is conceptual selling? While traditional selling asks, What do you need? Heres how it works.

Sell 46

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

PandaDoc

MARCH 25, 2025

Big-budget enterprise sales teams arent out-selling you because they have deeper pocketstheyre winning because they have better systems. Your sales reps juggle administrative work and struggle to keep up while larger companies delegate to sales automation software and spend their time building relationships and closing deals.

E-commerce 52

E-commerce Contract Legal Sales 52