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. Once theyve got a potential client on the hook, the rep has motivation to find the answers.

Cold Call

Martech

JULY 11, 2024

Unless you understand a buyer’s personality, which would give you real insight into their behaviors and motivations, and you can observe this over time, you can not assume that they are “actively searching” for what you are offering because they have “purchase intent.” This is simply not true; it’s an assumption.

B2B

SaaStr

MARCH 23, 2025

Balance Structure with Founder Knowledge When Graham joined, he discovered the founders had “unconscious competence” in selling to certain customer segments (particularly financial services). They understood patterns of behavior that led to positive outcomes.

GTM

RingDNA

MAY 8, 2025

What follows is a curated set of 25 motivational sales quotes, insights that cut through the noise and speak to what drives revenue. They impact pipeline, forecasting, enablement, and every revenue conversation that follows.” — Matt Miller, Sr. These 25 quotes are more than motivational soundbites. Now, Revenue.io

Drivers/motivators

Veloxy

DECEMBER 9, 2024

When your sales team sees that using the system benefits them personally, they’ll be more motivated to adopt it. For instance, if lead conversion is a priority, customize dashboards to provide real-time visibility into pipeline stages and conversion metrics. Incentivize Field Sales Software Adoption People respond to incentives.

Objectives and Key Results

Hubspot

MARCH 13, 2025

Its relatively straightforward to do simply take your current pipeline, multiply the gross at each milestone times your historical close rates (actual or estimated), and determine if a seller can reasonably expect to be YTD one sales cycle ahead. Relying upon seller opinions when grading pipeline health. Current pipeline.

Meeting

SaaStr

OCTOBER 25, 2024

That elongated sales cycle created pipeline supply shocks. It’s no surprise that sales cycle length is the biggest driver of optimism or negativity in the ecosystem. And she said ‘you would not believe the amount of pipeline we’ve been able to generate with an AI SDR. She said yes, so he asked how it’s going.

Go To Market

Hubspot

AUGUST 7, 2024

The Best SaaS CRM Software Marketing automation, lead generation, and an improved sales pipeline are at your fingertips. and see everything important at a glance in your sales pipeline management dashboard. The unique Motivator feature creates a leaderboard to engage sales reps and motivate them to stay on top of data entry.

CRM

SaaStr

JUNE 26, 2025

This ensures the VP gets paid promptly for their performance, which builds trust and keeps them motivated. Draws (Sometimes) : Early-stage startups might offer a guaranteed draw for the first 3-6 months, essentially front-loading some of the variable comp while the VP builds their pipeline.

Commission

Martech

JULY 17, 2024

Pipeline coverage and efficiency metrics become key indicators of success, ensuring that marketing aligns with sales and revenue goals. The shift from prioritizing individual leads to prioritizing accounts reflects the importance of understanding customers as part of a larger ecosystem.

GTM

SaaStr

JUNE 9, 2025

You want your reps to stay motivated and not quit because they can’t make money. Quotas should be tied to metrics like pipeline coverage, opportunity-to-close rates, and historical data. Balance Quality and Quantity : Early on, focus on quantity—getting more demos and deals in the pipeline.

Quota

Salesforce

NOVEMBER 12, 2024

Truck drivers would pull up to a truck stop, go inside, get a cup of coffee and come back out. Then, create an outline using these six steps: Identify your target customer: Pinpoint your ideal customer, their motivations, and why they’re a good product-market fit. Learn more What is a customer value proposition (CVP)?

Transportation

Sales Gravy

FEBRUARY 4, 2025

The conversation with Zack revealed practical strategies you can use to overcome these hurdles and keep your own pipeline healthy. While its easy to be frustrated by this extra layer, its crucial to acknowledge a few realities: Your Customers Motivation: Theyre laser-focused on winning their own deal.

Sell

Sales Gravy

APRIL 2, 2025

Much like elite athletes, sales professionals need ongoing input to fine-tune their mechanics, recharge their motivation, and keep small errors from turning into big problems. Even the best reps lose their edge if theyre left on their own for too long. Everything depends on people which is why you cant afford not to coach.

Objectives and Key Results

Sales Gravy

MARCH 30, 2025

The most important thing you can do right now is conduct a deep dive analysis of your pipeline. Get your calculator out and do the math on how much you need in your pipeline to crush your Q2 number. But be very careful if your pipeline needs work, the failure to take immediate action will come back to bite you.

Quota

Search Engine Land

AUGUST 19, 2024

Yes, they will have a marketing manager, but they are the business’s CEO and main driver. However, for any agency to reach that volume of business, there needs to be a pipeline. Phase 1: 10-person agency Agency owner Sitting on top of the tree is the agency owner. Their job is to be the agency’s voice and marketer.

Account management

SaaStr

MARCH 5, 2025

Key Growth Drivers 1. Developing a Culture of Pipeline Ownership A critical element of Codiums success was fostering a culture where reps owned their pipeline. Codium implemented weekly pipeline generation days to make prospecting a team event, ensuring accountability and momentum.

Territory

RingDNA

MAY 16, 2025

G2 research reveals that 58% of pipeline stalls occur when reps fail to add value. Revenue intelligence systems track deal progress, surface gaps, and monitor key behaviors across the pipeline. These questions uncover scale, complexity, or growth drivers that justify a smarter, more valuable product version. What Is Upselling?

Cross-sell

SaaStr

JULY 20, 2025

Ron’s Top Advice : “Hire the best, inspire them, motivate them, mentor them. Early days, it’s a lot of grit and prospecting and pipeline building. Pipeline equals effort.” Forgetting That Culture Scales Revenue The Mistake : Focusing only on processes and metrics while neglecting team culture.

Engineering

Heinz Marketing

MAY 15, 2025

Knowing who you’re selling toand how they make buying decisionsis key to building effective campaigns, aligning sales and marketing, and accelerating pipeline. It includes job responsibilities, goals, pain points, buying motivations, and how that person evaluates vendors. Buyer Personas What is a B2B buyer persona?

Drivers/motivators

Salesforce

NOVEMBER 15, 2024

So as an SDR manager, how can you ensure your team stays motivated, engaged, and productive in such a demanding and often thankless role? Together, we will uncover actionable insights that will elevate your team’s performance and ensure they remain motivated and fulfilled throughout their journey.

Tradeshows

Highspot

APRIL 1, 2025

Offering specific feedback ensures sales reps stay motivated. Team Management Managing team members while juggling an already overburdened pipeline can negatively impact even great sales managers , especially if some sales reps work remotely. How do you distribute workloads fairly and still motivate team members?

Objectives and Key Results

Sales Gravy

FEBRUARY 2, 2025

But as time goes by and sticking with new habits gets more challenging, its easy to forget what motivated us to make the changes in the first place. Visualize what it was that motivated you. Visualize what it was that motivated you. Its easy to let down our guard and go back to our comfort zone. Its just human nature.

Quota

Salesforce

JULY 29, 2024

Table of contents Motivational marketing quotes Marketing quotes from the experts Great quotes about email marketing The lighter side: Funny quotes about marketing Motivational marketing quotes Let’s start strong. Not to get all Don Draper on you, but great marketing should inspire emotion.

Sports

RingDNA

MARCH 31, 2025

To streamline workflows and improve data accuracy, sales ops teams are consolidating their tech stacks by: Choosing integrated platforms that combine multiple functions, like conversation intelligence , pipeline management, and coaching tools. Pipeline velocity and average deal cycle length. Ensure high-quality data.

Government

Highspot

OCTOBER 29, 2024

Everyone has different learning styles, is at different stages in their career, and even different motivations. Integrations with other sales tools: Combine rich conversation analytics with CRM integrations, email, content, and digital sales rooms to give your sales teams more visibility into sales pipelines.

Objectives and Key Results

Heinz Marketing

JUNE 25, 2025

Traditional funnel metrics like MQLs or pipeline velocity don’t tell the full story of how your best customers drive long-term growth through retention, expansion, and advocacy. Customer-Led Growth (CLG) requires a new lens for measurement. Got a question we didn’t answer?

B2B

Martech

JUNE 12, 2025

Unfortunately, the cost of that decision shows up in pipeline gaps, missed revenue targets and stalled growth. It rarely pays off and is certainly not a sustainable pipeline strategy. When aligned with sales, marketing doesn’t just hand off leads; it fuels pipeline velocity and increases win rates. Many do not.

GTM

Salesforce

NOVEMBER 14, 2024

The right commission plan motivates your reps to do more of the right behaviors that lead to closed deals. A sales capacity plan can also help you optimize the resources you already have on hand and keep your focus on selling more effectively rather than worrying about having a big enough team to handle increased demand.

Growth

Closing Bigger

FEBRUARY 10, 2025

Many top salespeople excel because they are self-motivated, competitive, and independent qualities that dont always translate into being great managers. Proactive leaders: Build a talent pipeline before they need it. The assumption is that if they can sell, they can teach others to do the same. The reality?

Objectives and Key Results

Highspot

FEBRUARY 20, 2025

Product training techniques like gamification keep teams motivated. To motivate reps, incorporate gamification tactics, such as quizzes, contests, and leaderboards. Key Takeaways Product training is essential for anyone responsible for taking a product to market. Imagine for a moment that you are a buyer investigating a product.

Product

Partners in Excellence

JUNE 19, 2025

Yeah, yeah, Dave, we get it, but we gotta build pipeline, make more calls, do more demos… Yeah our win rates are sliding, percent of people making goal is declining (14% of our sellers do 80% of our revenue). There were some that were hyper motivated, and some slackers. Our ability to hit our revenue/ARR targets is plummeting. .”

Customers

Martech

APRIL 23, 2025

The Pipeline360 2025 State of B2B Pipeline Growth Report found 69% of marketers value delivered insights or “done-for-you” services over adding new tools to their tech stack. B2B marketers want solutions that deliver results, not more tools to add to their martech stack, according to a new survey.

Technology

Highspot

MARCH 6, 2025

Conducting sales performance reviews flips the script, offering clarity, coaching, and motivation. Raise the performance bar: Actionable feedback helps reps refine their sales techniques, objection handling , sales presentation skills, and pipeline management. Praise improves employee engagement and keeps them motivated.

Objectives and Key Results

Highspot

MAY 15, 2025

And in smaller verticals, your reps may struggle to build pipeline consistently. To help your team stay motivated, keep things fair so everyone has a real shot at hitting their numbers. Sales onboarding also takes longer, especially in niche markets where reps need to build expertise before they sell well.

Territory

Highspot

JULY 3, 2025

Only when marketing and sales enablement stakeholders sync early and often regarding what collateral will most help reps conduct cold outreach to prospects, engage leads already in their sales pipeline, and close more deals can they execute enablement efforts that drive tangible results.

B2B

Sales Hacker

MARCH 30, 2025

Despite all the AI buzz, the phones are still ringing and still driving pipeline. Motivate with gamification and incentives. Well be sharing more content soon on how AI is reshaping GTM, and this weeks podcast dives deep into what you need to know about AI agents. But one unassuming topic that kept coming up? Cold calling.

Cold Call