Sales Pop!

NOVEMBER 30, 2024

As we march towards the end of 2024 and another selling year, we work to close deals and position ourselves for a strong start to 2025. While focusing on these two selling success factors, we need to also consider a broader and more all-encompassing topic – our markets. And how well can you sell and serve remotely?

Transportation 261

Transportation Real Estate Construction Government 261

Understanding the Sales Force

MAY 18, 2025

When I wrote Baseline Selling in 2005, only 10% of all salespeople were following a sales process. Several sales methodologies, like SPIN Selling and The Challenger Sale are so difficult to execute because of their deep, probing questioning requirements that only salespeople with a Sales DNA of greater than 82 are capable of executing it.

Process 122

Process CRM Pipeline Sales 122

Sales Pop!

JULY 11, 2024

In the modern sales landscape, data-driven selling has become an essential strategy for success. Pipeliner CRM is a powerful tool designed to support data-driven selling, providing sales teams with the insights and capabilities they need to excel. What is Data-Driven Selling?

CRM 130

CRM Pipeline Sell Represent 130

Sales Pop!

MARCH 13, 2022

And Pipeliner aims to refocus, reengineer, and reimagine sales as one of the world’s most important workforces. First, they have to be nice in order to sell. The world is more customer-centric than at any time in the past, but is also more at risk than ever before from riots and, now, war. The Negative Connotation. Global Value.

Pipeline 207

Pipeline Sales Networking Cross-sell 207

Veloxy

JUNE 23, 2021

For most companies, selling virtually has become the new norm. And although some have taken to virtual selling like a fish to water, more and more businesses are struggling to adjust. So, how can we work on fixing a lot of these virtual selling challenges? 10 Steps to Building a Virtual Selling Team. Stop waiting.

Sell 317

Sell Education CRM Up-sell 317

Veloxy

JUNE 8, 2022

Perhaps the answer could be in your sales pipeline. Research shows that top performing companies and sales teams do extremely well when it comes to managing their pipeline. However, over 60% of sales teams say their companies are doing a bad job of managing the sales pipeline. What is a Sales Pipeline? But first….

Pipeline 195

Pipeline Technology Technology Cross-sell 195

Sales Gravy

DECEMBER 2, 2024

How to Look for Unused Budget With a Simple Question I’ve also had my sales team calling our customers and asking specifically about the unused budget that needs to be spent by the end of the year. The rep was frustrated because every proposal he’d given them had stalled in the pipeline. The strategy is working.

Sell 92

Sell Pipeline Contact Follow-up 92

Martech

SEPTEMBER 20, 2024

” Jason’s mission is clear: Lead the company through the final stage of go-to-market maturity, platform-market fit, where integrated solutions drive customer value and position the company for long-term growth. Platform-market fit is about scaling, improving execution and tracking key metrics by customer groups.

GTM 117

GTM Product Cross-sell Profit margin 117

Sales Pop!

FEBRUARY 16, 2022

It’s essential to stay relevant, provide the most up-to-date service, and ensure effective management of customer databases to establish higher customer retention. Undoubtedly, that can only come from sustaining customers. Get to Know Your Customers. Increased Retention of Customers.

Customer Relationship Management 245

Customer Relationship Management Relationship Management CRM Customers 245

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. Upselling is about moving a customer to a higher-tier option. Another key difference is timing.

Cross-sell 62

Cross-sell Sell X-functional CRM 62

Veloxy

FEBRUARY 22, 2022

When you’re engaging with buyers who expect a superior customer experience from the sales process (as most do and should), it often presents several challenges for the field sales warrior: How many hours a day should I invest in my sales technology stack without sacrificing customer satisfaction and engagement?

Sell 231

Sell Niche Referrals Sales 231

Veloxy

JANUARY 7, 2025

This is the foundation of your sales management, outlining the progression from prospect to customer. A sales cycle is the process your sales team goes through in order to close a sale with a customer. Every stage reflects adistinct interaction level between your team and the customer. What is a Sales Cycle?

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Partners in Excellence

SEPTEMBER 19, 2023

Building and maintaining robust/healthy pipelines is a problem with most organizations. And if my social feeds are any indication, filling anemic pipelines is the number 1 problem facing organizations. And yet, the pipeline generation problem is still a problem, seemingly getting worse every day. It is never about what we sell.

Pipeline 141

Pipeline Tradeshows High impact Technique 141

Partners in Excellence

JANUARY 2, 2025

We script every conversation, yet the customers we are engaging don’t have the same script. Customer engagement plummets. Yet, our customers don’t want to talk to us. We assign pipeline metrics, identifying the number of opportunities each person must have for a “healthy” pipeline.

Pipeline 127

Pipeline Government Education Conversion 127

Veloxy

OCTOBER 22, 2024

In sales, this means AI doesn’t just take a snapshot of your customer base and stop there. It continuously refines its predictions, analyzing: New data Customer behaviors Market trends The more data it processes , the smarter it becomes, helping your sales team zero in on the leads that matter most. Let’s talk tools.

Prospecting 130

Prospecting Technique Pipeline Sales 130

Sales Pop!

OCTOBER 31, 2023

Our guide on this journey is none other than Jamie Shanks, the Founder and CEO of Pipeline Signals. Defining the Ideal Customer Profile (ICP) The first step in this transformative journey involves defining the Ideal Customer Profile (ICP). This leads us to the third and final step: social selling and spear selling training.

Prospecting 173

Prospecting Sell Pipeline Strategize 173

SaaStr

OCTOBER 25, 2024

For the subsequent ten years in software, we’ve optimized every little bit of how we sell it. But today, it’s different because the kinds of software we sell aren’t the same. In 2020, we transitioned from a physical selling universe to a virtual selling universe. It isn’t predictable. ‘ Great!

Go To Market 132

Go To Market Quota GTM Price 132

Partners in Excellence

JANUARY 23, 2025

Anyone entering into selling immediately sees the obsession we have with numbers. We become obsessed with forecasts, pipelines, and their health. They create revenue models, bow ties, and related models reducing selling to a math equation. On the customer side, we see increasing No Decision Made.

Gaming 123

Gaming Up-sell Quota Pitch 123

Veloxy

FEBRUARY 12, 2025

Sales teams today spend 70% of their workday on non-selling activities a massive roadblock to hitting quotas. Sales Reps are swamped with 1,400 non-selling hours every year. Our customers tell me how our 360 degree customer view eliminates the need to switch between different platforms. Lets dive in.

Product 130

Product CRM Price Objectives and Key Results 130

Martech

JULY 11, 2024

They could be the 10 biggest or most important (based on pipeline value) accounts. They’re building a relationship based on interest, not jumping to selling a solution they have shown no real interest in pursuing. It tells sales who to spend their time with and how to start a relationship so they could one day become new customers.

B2B 136

B2B Cross-sell Drivers/motivators Pipeline 136

Hubspot

SEPTEMBER 30, 2024

A solid social selling strategy falls somewhere between “nice-to-have” and “need-to-have” in the modern sales landscape. But navigating social selling isn‘t always straightforward. That’s why we here at The HubSpot Sales Blog reached out to some experts for their takes on the mistakes you need to avoid while social selling.

Sell 75

Sell Relationship building Trust Networking 75

Sales Gravy

OCTOBER 29, 2024

Key Takeaways – Success in outbound selling relies on maintaining strict discipline, consistent activity, and following a structured process to keep momentum and drive results. Results in prospecting don’t happen overnight; staying consistent over time is key to building a strong pipeline and generating lasting success. –

Appointment 96

Appointment Negotiate Sales Represent 96

Sales Pop!

OCTOBER 14, 2023

Mastering the Art of B2B Sales: A Conversation with Greg Nutter In the realm of B2B selling, the journey to success is often fraught with pitfalls. Mistake #1: Redefining the Essence of Selling The journey commences with the fundamental blunder of forgetting what selling truly means.

B2B 162

B2B Sell Management Consulting Pipeline 162

Partners in Excellence

JULY 19, 2024

More marketing programs, more outreach, higher levels of activity, more pipeline, and on and on. We focus on the things we do, losing sight of our customers. In too many conversations, the customer becomes an abstraction. The customer is a market group, an industry segment. Sometimes, the customer becomes an enterprise.

Customers 143

Customers GTM Meeting Technique 143

Partners in Excellence

SEPTEMBER 14, 2023

Time Available For Selling is a critical issue for everyone in sales. But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling. Sellers have responsibilities outside just engaging customers. There is a certain amount of administrative work.

Sell 152

Sell CRM Technique Up-sell 152

Sales Gravy

MARCH 18, 2025

Gaius, who runs an insurance brokerage in Ohio wants to know how to get his new sales agents cold calling and building pipeline earlier in their training cycle, without making them feel overwhelmed and sabotaging their confidence. The Team-Selling Approach When new agents dont have full carrier knowledge, theyll naturally hit roadblocks.

Cold Call 74

Cold Call Commission Appointment Pipeline 74

Sales Hacker

MAY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. Why customer experience is a competitive differentiator in vertical SaaS.

GTM 78

GTM Engineering Customers Cross-sell 78

Veloxy

MAY 3, 2022

Customer lifetime value. With HubSpot’s Sales Metric Calculator , you can calculate your win rate, commissions, customer lifetime value, and more. With this sales calculator, you can discover what’s slowing down your sales process and how much more revenue you can make with an accelerated pipeline. Sales Calculators.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Search Engine Land

AUGUST 14, 2024

In other words, you’ll be spending money for the opportunity to sell to people. Unlike ecommerce where broader targeting works better, with highly specialized lead gen, I find that specific audiences work well on both Meta and Google: Lookalikes of your existing customers. Meta also allows you to set up custom conversion actions.

CRM 116

CRM Campaign Niche Negotiate 116

Veloxy

SEPTEMBER 29, 2021

Salesforce Adoption Pain Point #1 : Sales representatives report spending 66% of their day performing tedious, non-selling activity in Salesforce. This is a conundrum for most sales managers, as sales productivity is one of the common selling points of the Salesforce CRM platform. The key is Salesforce automation. Table of Contents.

Territory 342

Territory Represent Sales Lead generation 342

Sales Pop!

FEBRUARY 27, 2022

For example, selling to a person who is more advanced in age is considerably different from someone young or middle-aged. Salespeople must have a good grasp of who they are selling to with regard to preferences. When you truly service a customer, you have made an ally. What made items or services valuable to people?

Cross-sell 245

Cross-sell Sales Pipeline Represent 245

Veloxy

AUGUST 10, 2021

But not to worry, the additional free time will allow your employees to spend more time actually selling and connecting with prospects. The same goes for eliminating manual data entry which frees up precious sales time for customer engagement. This also ties with the ability of AI to provide meaningful customer information.

Process 328

Process Sales Technique Pipeline 328

Veloxy

SEPTEMBER 22, 2022

It delivers results by using a mix of sales technology and a value-driven approach to selling. Start selling faster, easier. Second , most salespeople spend most of their time not selling. The goal of your sales enablement strategy is to give your salespeople the things they need to sell more efficiently.

CRM 262

CRM Quota Sales Pipeline 262

SaaStr

MARCH 23, 2025

Technical customers report that tasks that previously took weeks are now completed in hours. When Graham joined in February of last year, Codeium had approximately 200 customers generating low single-digit millions in revenue, combining self-service and enterprise annual contracts.

GTM 89

GTM Territory Pipeline Growth 89

RingDNA

MARCH 26, 2025

Here are some ways that top salespeople can use LinkedIn to add to their pipeline. If you live for weekend trout fishing trips you might slip it in there, but not at the expense of describing the products or services you are selling. For example, say you sell commercial property insurance. Forget cold calling as your only tool.

Closing 62

Closing B2B Sell Referrals 62

Sales Gravy

DECEMBER 25, 2024

Whether its calls, emails, or social touches, keeping your pipeline full is the foundation of success. Maintaining a "proud posture," standing tall with shoulders back and chest open, not only boosts confidence but also improves breathing and communication, essential for effective selling.

Conversion 95

Conversion Pitch Sales Trust 95