Sales Gravy

FEBRUARY 4, 2025

Im Jeb Blountbestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED. Recognize the Real-World Obstacles Whether your customer has to bid on government contracts, secure large client projects, or get internal buy-in from multiple stakeholders, their success dictates your sale.

Sell

Hubspot

SEPTEMBER 12, 2024

B2B buyers will look at their business requirements and a product’s technical specifications to determine the initial fit, and they’ll sign contracts based on potential ROI, provider reliability and post-sale support, and the flexibility of pricing terms. Who Are Your B2B Buyers? The largest age group (38%) of B2B buyers is 35-44.

B2B

Partners in Excellence

FEBRUARY 12, 2025

Even when he was talking to a prospect, he would hang up at 5 minutes, then call the person back. As I dove in, I discovered the sellers were not entering opportunities into the pipeline until they were actually in the contract negotiation stage. ” Their focus and the deals they cared about were in the contracting stage.

Gaming

Hubspot

AUGUST 26, 2024

I identified a key stakeholder with purchasing authority, reached out with a simple yet elegant email pitch, and they responded asking me for a contract they could sign right away. No one is going to sign a contract on your first outreach, and they probably won’t even respond to your email or answer the phone.

Follow-up

Sales Pop!

NOVEMBER 30, 2024

Ponder also the changes in construction, transportation, and the consumables markets, verticals likely filled with your clients and prospects. And what about changes in seamless virtual alliances, channel and delivery partnering and the streamlining of contract vehicles? What’s the ongoing and long-term impact on your markets?

Transportation

Sales Gravy

JANUARY 1, 2025

For instance, a lead might take 20 months to convert into a customer due to factors like contract timing or budget availability. Patience allows salespeople to build meaningful relationships with prospects over time, which often leads to successful outcomes.

Follow-up

Hubspot

APRIL 30, 2025

The prospect had bombarded me with tough questions and objections, and the whole time I thought they were poking holes in my pitch because they werent interested. That prospect was deeply engaged, trying to gather justification to buy. Buying signals are behaviors or statements that indicate a prospect is considering a purchase.

Contract

Hubspot

AUGUST 27, 2024

I also recommend that before you implement your pricing strategy, you create a communications plan for your prospects, clients, and partners to explain how your new pricing model will impact their future purchases from your company. Make sure your sales team and other internal stakeholders are up to speed on it, too.

Price

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

RingDNA

JUNE 15, 2025

Even a major B2C purchase, such as a new car, for example, is tiny compared to the capital that changes hands monthly in large B2B enterprise software or services businesses, where contracts are routinely in the six or seven figures.

B2C

RingDNA

APRIL 11, 2025

Outbound Sales Metrics and KPIs Do you have sales development reps (SDRs) who are partially or completely focused on outbound prospecting? Dials Per Day Key Question it Answers: How productive are reps at dialing prospects? Emails Per Day Key Question it Answers: How productive are reps at emailing prospects?

Quota

Search Engine Land

JULY 25, 2024

But when defending our retainer or contract renewal, businesses want to know how their SEO spend will tangibly impact the bottom line. Turn these into a competitive advantage to create a conversation with new prospects. That’s great.

Campaign

PandaDoc

JUNE 27, 2025

PandaDoc, for example, can help you easily create, manage, and eSign your contracts and proposals all in one tool, simplifying your process. These are typically used during sales calls or demos when prospects ask about competing solutions. Engagement metrics: Do your prospects open, read, or interact with the content?

Objectives and Key Results

PandaDoc

JUNE 6, 2025

When you have access to the right data, you can create more relevant and personalized pitches that speak directly to your prospects and their needs. A strong call to action It’s essential you give your prospects a next step to take before leaving the conversation! It’s less about what the product does and more about how it helps.

Pitch

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

SaaStr

JULY 1, 2025

It spans marketing attribution, lead scoring, outbound sequencing, meeting booking, discovery calls, proposal generation, contract negotiation, and post-sale expansion. Sales Requires End-to-End Solutions, Not Point Tools The Challenge : Code generation is elegant in its simplicity—input code request, output working code. Sales is messier.

Territory

Hubspot

JANUARY 14, 2025

Theyre someone who takes initiative, inspires their fellow salespeople, and drives revenue growth through an innovative approach to prospecting and selling. When it comes to B2B sales, relationships, strategic alignment, and trust determine the success of everything, from initial prospecting to long-term client retention.

Negotiate

Hubspot

JUNE 16, 2025

Leveraged Salesforce opportunity scoring to prioritize high-value prospects, increasing my team’s conversion rate by 32% and generating an additional $420K in pipeline.' Maintained a 90% client retention rate, securing $1M in contract renewals.’ Instead of simply listing a tool, demonstrate impact.

Objectives and Key Results

Salesforce

NOVEMBER 15, 2024

SDRs play a vital role in building business, managing inbound inquiries, booking meetings, qualifying leads, and prospecting. They identify potential customers, present product or service offerings, negotiate contracts, and ensure customer satisfaction. However, the role of the SDR is often thankless.

Tradeshows

Salesforce

MARCH 13, 2025

In addition, TAM can attract prospective investors because it shows your full revenue potential, with research and calculations to back up the opportunity. This makes TAM a valuable tool in sizing up new features and products. Back to top ) TAM, SAM, and SOM: What’s the difference?

Minimum Viable Product

Salesforce

JULY 3, 2025

Instead of manually entering data or trying to remember when to check in with a prospect, automation does it for you — so you can focus on building relationships and closing deals. Instead of guessing, you can focus on the most promising prospects. Why sales automation is important for startups The numbers say it all. Get it now 2.

Technique

Hubspot

NOVEMBER 12, 2024

Every once in a while, the conversation with a prospect is going to die down and never pick back up — but you don't have to take those fizzle-outs lying down. There are some strategies you can leverage to give yourself a fighting chance at re-engaging a prospect who seems like a lost cause. Let's see what they had to say!

Prospecting

Highspot

FEBRUARY 20, 2025

Marketing’s job is to promote the product’s value so prospects will come and talk to you. Product Training for Sales Teams Sales reps need comprehensive knowledge to present the product as valuable to prospects, address unique challenges, and handle objections.

Product

PandaDoc

MARCH 27, 2025

By surfacing complementary products or services during the quoting process, sales teams can increase average order value (AOV) without additional prospecting. Another example: Say youre already utilizing PandaDoc for contract management , allowing you to create, manage, and sign contracts digitally and all in one place.

Cross-sell

PandaDoc

MAY 2, 2025

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. You can structure your pricing to reflect discounts for higher quantities, longer contracts, or multi-product purchases all without adding confusion or extra steps for the customer.

Price

SaaStr

NOVEMBER 27, 2024

Mangomint has one onboarding manager for every two sales reps, but with no contracts and a 30-day free trial, onboarding starts during the trial. Mangomint has managed such a high NRR despite having no long-term contracts. What’s worked is going deep on the product experience. The impact is so much greater, and there’s no substitute.

Appointment

Highspot

JULY 3, 2025

Think deals tied to software subscriptions that require annual or multi-year contracts.) Revenue enablement , sales operations, and related business leaders at your company know they still need highly skilled sales team members to proactively interact with prospects passed to them via lead-generation activities from marketing.

B2B

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. Elongated deals are common, with sales cycles that may last for months before the contracts are finally signed. The problem?

Objectives and Key Results

PandaDoc

JUNE 27, 2025

A CRM is software that helps you manage interactions with current customers and prospects by centralizing contact data, communication history, and deal status. CPQ tools can help you generate quotes and contracts all from within your CRM. What is a CRM? Want to create proposals and close deals even faster?

CRM

PandaDoc

APRIL 28, 2025

Accelerated sales cycles : By reducing the time required to generate and approve quotes, sales teams can respond to prospects more swiftly, increasing the chances of closing deals. Top benefits of quote automation Implementing quote automation can yield several significant advantages: 1.

Price

PandaDoc

MARCH 25, 2025

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. Customize the solution: You know your prospects needs, so now its time to put together a package that will work for their needs and budget.

Objectives and Key Results

Martech

JUNE 26, 2025

It signals a lack of understanding, frustrates prospects and creates lasting friction. Prospects who are bombarded with irrelevant, high-frequency outreach quickly lose trust. The short-term gain of mass AI-driven prospecting risks long-term brand equity, shrinking your future pipeline and undermining sustainable revenue growth.

GTM

Salesforce

DECEMBER 20, 2024

You have to identify when deals are near the finish line and take action, or pivot when a prospect stops responding. This way, youre addressing individual prospects pain points to help close those important, large deals. Contracts expire and requirements change as companies scale thats the world we live in. Timing is crucial.

B2B

Hubspot

MARCH 6, 2025

Sales Whether youre trying to convince a company to sign a seven-figure contract or you want your CTO to scrap a half-baked feature, so many outcomes are determined by your ability to sell. From there, you can make the most of whatever time youre allotted with a prospect or potential investor.

Cold Call

Sales Hacker

JANUARY 14, 2025

Cause like Monday, most like on the prospect side, like everyone’s in like internal operating rhythm meetings. And, you know, I think of a company called Memo who hosts 10 to 15 prospective buyers at each dinner event. Um, you know, being a student of your prospect or customer can actually go like a really long way.

GTM

Salesforce

NOVEMBER 8, 2024

Your clinical and research and development teams can take advantage of generative AI to intelligently and more accurately match prospective trial participants to eligible trials. AI for life sciences can improve clinical trial recruitment and segmentation.

Healthcare

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. I’ve found that prospects seem quite receptive to InMail. Source: Gartner ​. LinkedIn from CEOs to SDRs 1.

Closing