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! Im Jeb Blountbestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED. In other words, they must sell a project to their own clients before Zacks solution can come into play.

Sell 75

Sell Customers Contract Construction 75

Sales Pop!

JANUARY 25, 2025

Selling online isnt what it used to be. Weve spent years helping businesses boost their sales by standing out online. Below, youll learn how to identify your unique selling points, communicate them effectively, and turn them into real sales advantages. And if they dont see it, they move on.

Product 262

Product Customers Real Estate Trust 262

Sales Gravy

MAY 1, 2025

Here's the brutal truth: Self-awareness is the ultimate sales skill. Sales Without Self-Awareness is a Wrecking Ball Lets get honest. When you dont know how best to connect with your prospect because youre not listeningthats a dangerous place to sell from. You cant be consultative without being conscious.

Objection handling 84

Objection handling Consult Sales Technique 84

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. Lets get into it.

Intrinsic 79

Intrinsic Sell Objectives and Key Results Technique 79

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. They don’t listen. They didn’t qualify.

Sell 62

Sell Angle CRM Repeat business 62

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

Understanding the Sales Force

MAY 18, 2025

This logic makes sense to nearly ever human being but when you apply a filter for only those in the sales profession, including salespeople, sales managers, sales leaders and senior executives who oversee the sales function, that logic goes right out the window. The stats represent salespeople who follow a sales process.

Process 125

Process CRM Pipeline Sales 125

RingDNA

JULY 2, 2025

The best sales certifications in 2025 include programs like the Certified Professional Sales Person (CPSP), Certified Inside Sales Professional (CISP), and Salesforce Sales Operations certification. These credentials help sales reps and managers build skills, improve credibility, and advance their careers.

Retail 62

Retail Technical Sales Consult CRM 62

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! Exhibit thorough product knowledge.

Prospecting 74

Prospecting Trust Consult Pitch 74

RingDNA

MAY 16, 2025

The main difference between cross-selling and upselling is what you are offering. Upselling recommends a more advanced version of the same product, while cross-selling suggests a different product that complements the original one. Cross-selling introduces a new product that supports or extends the original purchase.

Cross-sell 62

Cross-sell Sell X-functional CRM 62

ClickFunnels

JUNE 17, 2025

The post Why Social Media Belongs in Your Sales Funnel appeared first on ClickFunnels. TikTok, Instagram, LinkedIn, and Facebook: these platforms might not immediately come to mind when mapping out your sales funnel. When used strategically, social media becomes a powerful way to bring new people into your sales funnel.

Sales 130

Sales Follow-up Trust Contact 130

Martech

AUGUST 19, 2024

Dig deeper: 22 must-have reports for measuring CRM health The 6 high-churn personas marketers need to watch closely There are at least six high-churn personas marketers and sales teams need to watch closely. The short-term project manager or consultant Project-based work isn’t supposed to last forever. Processing.

B2B 120

B2B Contract Consult Price 120

Sales Gravy

APRIL 2, 2025

Dennis from Chesterfield, Missouri, wants to know if sales coaching truly moves the performance needle, especially when shifting from transactional approaches to more consultative selling. Why Sales Coaching Is Essential Sales is a skill position. Why Sales Coaching Is Essential Sales is a skill position.

Objectives and Key Results 59

Objectives and Key Results Territory Appointment Technique 59

Sales Gravy

APRIL 10, 2025

But let me give it to you straight: Sales isnt won with hacks. The Fancy Stuff Is Failing You We see it all the timesalespeople hiding behind automation tools, social selling gimmicks, and relationship-building fluff. Youre avoiding real sales conversations because theyre uncomfortable. Youre a consultant. The quick fix.

Closing 84

Closing Objection handling Cold Call Contract 84

Martech

JULY 25, 2024

This approach assumed that targeting a CEO, CFO or CMO would likely result in a sale. Typically, multiple people identify the need for a solution, conduct research and consult decision-makers. Does your selling team understand the value of inputting those additional buyers into your CRM? Here are a few examples.

B2B 132

B2B Legal CRM Lead generation 132

Martech

SEPTEMBER 20, 2024

Source: GTM Partners, 3Ps GTM Maturity Model It’s not just about selling more products. This streamlines sales, strengthens loyalty and expands revenue through seamless upgrades and bundled offerings. He partners with resellers, technology integrators and industry consultants to extend the platform’s reach.

GTM 112

GTM Product Cross-sell Profit margin 112

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

Understanding the Sales Force

MAY 4, 2025

So I put two and two together and and instructed Grok3 to do the following: “read my blog articles at [link] and using my voice, write a new article about the similarities between the MLB replay centers call challenge analysis and a sales manager debriefing a salespersons sales call.” ” It was pretty freakin amazing!

Objection handling 71

Objection handling Angle Gaming Consult 71

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 71

Commission Cross-sell Manufacturing Pitch 71

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?

Cross-sell 52

Cross-sell Sell Customers Legal 52

Martech

JULY 19, 2024

It is often easier to sell something when no one has it but many people need it. The bad news is that growth in a mature market becomes more focused on a few strategies, including cross-sell, upsell and competitive displacement. Sales Hub is gaining popularity and customers are consolidating on HubSpot. That stabilized in Q1.

Cross-sell 116

Cross-sell Growth CRM Up-sell 116

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

Salesforce

JULY 18, 2024

By anchoring into this digital transformation best practice, oil and gas giant MOL Group used generative AI to boost hot dog and coffee sales across Central Eastern Europe. Results : Using this AI and Gen AI pilot, in addition to their existing loyalty program, MOL Group was able to further segmentation and focus on coffee sales.

A/B testing 98

A/B testing Retail CRM Consult 98

Hubspot

SEPTEMBER 12, 2024

Very rarely did a sale require just a single signature, which meant the sales process and accompanying assets needed to be built around a variety of personas. These selling points are powerful because they’ll also make managers themselves more successful, helping them climb the ladder and reach their career goals.

B2B 81

B2B B2C Tradeshows Contract 81

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

JUNE 16, 2025

As a business owner, sales isn’t just a job — it’s baked into everything I do. And if you’re looking for a sales role? But recruiters and sales leaders? I talked to recruiters and sales leaders to find out what separates the “maybe” pile from the “must-interview” list. You can’t escape it. Same story.

Objectives and Key Results 50

Objectives and Key Results Pitch Sales Follow-up 50

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

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. For example, say you sell commercial property insurance. A connection can only help you if they know how.

Closing 62

Closing B2B Sell Referrals 62

Salesforce

OCTOBER 15, 2024

Sales invoices might seem inconsequential in the bustling day-to-day of your business, but they’re key to keeping things running smoothly. Not only does a well-crafted sales invoice keep track of what’s been sold and how much is owed, but it also helps keep your finances in check and ensures you get paid on time.

Finance 104

Finance Territory Price E-commerce 104

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

Partners in Excellence

OCTOBER 22, 2024

Whether it’s a new business/start-up, a new idea or approach to something, a new sales or marketing program, leveraging a new tool or technology, a new selling process, training on a new product/methodology…… And the list goes on. We get consultants and other “experts,” to help us figure out something new.

Start-ups 117

Start-ups Consult Up-sell Technology 117

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

MARCH 13, 2025

According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that year. And even with revenue up in 2024 , reps are still struggling to meet their sales goals. Getting stuck on YTD sales. Projecting a sales cycle ahead of time gives sellers a better chance of making their numbers.

Meeting 66

Meeting Pipeline Quota Sales 66

Hubspot

SEPTEMBER 9, 2024

During my time as a sales rep, building a lead list was one of my first activities when I took on a new sales role, territory, or industry vertical. Many organizations may closely meet your company’s ideal customer profile (ICP) criteria and warrant sales reps to proactively reach out to them. Sales Qualified Leads (SQLs).

Territory 83

Territory Cold Call SQL Campaign 83

Martech

NOVEMBER 7, 2024

They unlocked digital marketing superpowers at the company level, helping marketers communicate more effectively with executive leaders and colleagues in sales. The result is supposed to be a finely tuned list of accounts, giving sales and marketing teams clarity on where to focus their time and resources.

B2B 129

B2B Contract CRM GTM 129

Understanding the Sales Force

JANUARY 9, 2025

Timing in selling isn’t very different from timing in baseball but I have a lot to say about it. First, watch this short video rant on Timing and then come back for the rest of the story about Chris Cagle, timing, and selling. ” You’ll discover there isn’t a budget.

Consult 71

Consult Sales Meeting Launch 71

Heinz Marketing

JULY 9, 2025

By Win Dean-Salyards , Senior Marketing Consultant at Heinz Marketing With B2B growth increasingly powered by customers—not just marketing and sales—traditional funnel models are falling short. At this point, the goal isn’t to push or sell—it’s about being discoverable when buyers are quietly conducting their research.

Growth 88

Growth B2B Strategic partnership Customers 88