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.

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Cold Call Commission Appointment Pipeline 80

Understanding the Sales Force

APRIL 16, 2025

Although this article will provide a blueprint for building a strong, full, and sustainable pipeline, we begin with a hospital analogy. But I long ago committed to becoming so good at prospecting that it wouldnt take much time, it wouldnt be frustrating or demotivating, and it wouldnt be exhausting and boring. Sure its difficult.

Pipeline 77

Pipeline Hospitality Drivers/motivators Sales 77

Understanding the Sales Force

JUNE 20, 2023

Last week, I wrote about how the criteria you use to choose your all-time favorite songs is essentially the same as the criteria your prospects use to choose between you and a competitor. Today, I am continuing the music analogy, but this time, as it relates to motivational tools.

Drivers/motivators 121

Drivers/motivators Pipeline Sales Prospecting 121

Understanding the Sales Force

FEBRUARY 1, 2025

If you are driving in your car, looking at your phone, fiddling with your radio, looking at people on the sidewalk, weaving in and out of traffic or speeding because you’re in a hurry, you are probably not a very good driver and bad things will happen.

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Drivers/motivators Sales Quota Pipeline 117

Partners in Excellence

JUNE 26, 2019

I’m surprising myself, I never thought I’d have to write an article about pipeline metrics. After all, the pipeline has been fundamental to professional selling since the very first sales transaction. In reality, they don’t understand the key drivers of performance for each sales person. You know the routine.

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Pipeline Drivers/motivators Gaming Prospecting 111

Understanding the Sales Force

MARCH 31, 2025

The AI behind those poorly written messages, calls to action, and workflows responsible for sending multiple, ineffective follow-up messages, are not the answer to your ever-shrinking pipeline challenges. Today, there is only one effective, manageable and controllable way to quickly build a quality sales pipeline.

Pipeline 77

Pipeline Cold Call Click Through Rate Territory 77

Anthony Cole Training

JANUARY 19, 2015

Chances are you won''t know for sure but you can describe the symptoms: Anemic pipeline. Not consistent in our prospecting. How motivated are our salespeople and how are they motivated? Can we improve our pipeline and forecasting accuracy? Not closing enough. Sales taking too long. Can we shorten our sales cycle?

Drivers/motivators 244

Drivers/motivators Pipeline Sales Consult 244

Sales Hacker

APRIL 24, 2020

It doesn’t matter what company you work for; what stage you’re at in your sales career; or whether you prefer to use emails, phone calls, or LinkedIn messages when you’re prospecting — the biggest problem that all sales and customer success reps struggle with is still the same: ensuring your ideal prospects convert. Think about it.

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Pipeline Prospecting Cold Call Contact 106

The Sales Hunter

MAY 21, 2019

We all wish every lead turned into a great prospect and in less time. Here are 10 things you need to do to prospect faster: 1. Use this list to as a guide as you prospect. Block enough time in your calendar to both lead development phase and qualify the prospect. Make your prospects earn the right to become prospects.

Prospecting 110

Prospecting Drivers/motivators Trust Technique 110

Cerebral Selling

JANUARY 14, 2023

You could also be well behind your quota, struggling to stay motivated and worried about job security. As a leader, your job is to motivate your teams, hold them accountable, ensure they’re performing at their absolute peak, and ultimately drive revenue. What type and quality of prospecting outreach is the rep doing?

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Quota Pipeline Drivers/motivators Negotiate 209

SaaStr

OCTOBER 1, 2024

In the latest edition of SaaStr’s Workshop Wednesday , Sara Varni, Datadog ‘s CMO, shares how to build pipeline and create alignment across sales and marketing. While these insights seem like pipeline 101, they aren’t always implemented. Let’s look at some high-level examples of these different pipeline models. #1:

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GTM Pipeline Drivers/motivators Growth 115

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 66

Meeting Pipeline Quota Sales 66

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.

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Territory Drivers/motivators Quota Pipeline 72

Sales Gravy

FEBRUARY 4, 2025

Im Jeb Blountbestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED. The conversation with Zack revealed practical strategies you can use to overcome these hurdles and keep your own pipeline healthy. Im Jeb Blountbestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED.

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Sell Customers Contract Construction 78

Veloxy

JUNE 23, 2021

How to Empower, Develop, and Motivate Your Inside Sales Team. On the flip side, inside sales is handled remotely without face-to-face interaction with prospective buyers. These reps spend their days reaching out to prospects, qualifying them and building relationships by helping clients solve their business problems.

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Inside sales CRM Sales Drivers/motivators 232

Sales Pop!

MARCH 17, 2023

The goal of sales enablement is to improve the productivity, efficiency, and effectiveness of the sales team, by providing them with the necessary resources to engage and convert prospects into customers. Develop buyer personas to identify the needs, pain points, and motivations of your target customers.

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Cross-sell Technique Sales Pipeline 244

Sales Pop!

FEBRUARY 27, 2022

An older person will probably not be a good prospect for a new home or a new car, whereas someone of prime earning age will be perfect for these items. For example, when we are selling Pipeliner, we’re targeting companies with (among other qualifications) a specific preference to succeed in today’s digital transformation.

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Cross-sell Sales Pipeline Represent 246

Engage Selling

AUGUST 30, 2018

Generally, the first thing I’ll do is look at their pipeline. The number one reason that sales stay stagnant is due to anemic pipelines. I get called in a lot when organizations are struggling to hit their sales targets. Let’s face … Read More »

Pipeline 25

Pipeline Sales Clients Quota 25

Heinz Marketing

SEPTEMBER 28, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Matt: Welcome to another episode of Sales Pipeline Radio. This and a lot more.

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Pipeline Outside Sales Sales Up-sell 135

Martech

DECEMBER 3, 2024

“You need twice as much pipeline as you thought you needed to hit the same revenue. And that pipeline is harder to get than it used to be. When Hopping was at Gartner, just a few years ago, the simple way to grow pipeline was to crank up paid search. “Now it’s like 12% to 17%,” said Hopping.

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B2B GTM Pipeline B2C 122

Sales Hacker

JANUARY 30, 2024

Part of this re-evaluation has led many to believe it’s time to bid farewell to the Marketing Qualified Lead (MQL) as a primary metric and embrace the concept of pipeline as the new kingpin of success in marketing efforts. Kevin White (Head of Marketing) of Common Room explains why replacing MQL with pipeline is the way to go.

Pipeline 117

Pipeline Represent Pitch Drivers/motivators 117

Veloxy

JANUARY 2, 2024

Improve Lead Prospecting At the heart of successful sales efforts is lead generation. As such, improving your lead prospecting is a great way to enhance sales productivity. With the right people promoting your brand, you won’t have to focus on discounts to close prospects. This is why you should invest in sales training.

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Product Territory Objectives and Key Results Sales 246

Heinz Marketing

MARCH 28, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Capturing attention from a lead prospect. By Matt Heinz , President of Heinz Marketing.

Pipeline 115

Pipeline Territory Legal Sales 115

Anthony Cole Training

JANUARY 23, 2019

In selling, properly qualifying a prospective buyer is crucial in order to move an opportunity through the pipeline and ultimately close in your favor. In this blog, we cover the 3 things to remember about all prospects and how to fully understand and qualify their motivation to make a change.

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Conversion Drivers/motivators Pipeline Prospecting 159

Veloxy

MARCH 23, 2023

Encourages salespeople to perform better Sales quotas provide salespeople with a specific target to hit, motivating them to perform better. By setting achievable targets and motivating sales teams to hit these targets, businesses can increase their sales revenue and profitability. Find prospects from anywhere, at any time.

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Quota Profit margin Non-Profits Teamwork 246

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. This includes customer motivations and behaviors based on their personality traits, goals, and social status.

Prospecting 52

Prospecting Customers Territory E-commerce 52

Sales Pop!

FEBRUARY 13, 2022

The sales teams willing to embrace the suggestion of welcoming a wide range of thought are likely to experience their sales staff being highly motivated to do well and become more adept with clientele. Prospective clients you meet the first time are surprised by your interest in their experiences and insights.

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Negotiate Appointment Represent Meeting 246

Veloxy

AUGUST 31, 2023

Feeling overwhelmed by the infinite options for growing your pipeline? These are tactics that have helped outside sales professionals grow their pipeline by 300% in one month. The sales goals will motivate you to gather more quality data and knowledge as you strive to hit these seemingly impossible numbers.

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Outside Sales Pipeline Inside sales Cross-sell 130

Sales Pop!

FEBRUARY 24, 2024

We had an insightful conversation about the challenges of recruiting salespeople, the impact of technology on sales, and the importance of understanding individual motivations. We discussed the various tools and applications that salespeople need to manage their sales pipeline effectively. Here’s a recap of our discussion.

Appointment 173

Appointment Drivers/motivators Technology Technology 173

Veloxy

APRIL 19, 2021

Sales reps reach out to prospects and deliver pitches with the hopes of gaining customers. These include immediate feedback, highly targeted outreach, personal contact with prospects and control over the marketing pace. With a motivated, well trained team, you have more calls made, emails sent, prospects converted and much more.

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Teamwork Outside Sales Cold Call Sales 245

Heinz Marketing

AUGUST 16, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! And boy, I think we’re close to 300 episodes of Sales Pipeline Radio now.

Pipeline 116

Pipeline Sales Go To Market B2B 116

Sales Hacker

APRIL 15, 2020

It’s been six weeks since you gave your prospect a demo. You cringe as you enter your Monday-morning pipeline meeting knowing that, yet again, you’ll have to tell your team that the deal’s “ still in the works.”. Your worst fears are realized… Your prospect has ghosted you faster than your last Hinge date. And then, poof.

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Prospecting Pipeline Technique Closing 115

Veloxy

DECEMBER 28, 2023

The Role of an Outside Sales Representative An outside sales representative, also known as a sales rep, is responsible for conducting sales activities in the field through direct customer interactions, both with prospective and existing customers.

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Outside Sales Cold Call Represent Objectives and Key Results 242

Understanding the Sales Force

JUNE 20, 2023

Last week, I wrote about how the criteria you use to choose your all-time favorite songs is essentially the same as the criteria your prospects use to choose between you and a competitor. Today, I am continuing the music analogy, but this time, as it relates to motivational tools. But if not music, what else has the power to motivate?

Drivers/motivators 62

Drivers/motivators Pipeline Transportation Referrals 62

Heinz Marketing

MAY 25, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! ” So this motivation, focus and self accountability is one. Paul: I am.

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Pipeline Pharmaceutical Sales Up-sell 112

Sales Pop!

JANUARY 5, 2023

How is Pipeliner assisting salespeople with this age-old and yet contemporary mission? Pipeliner is a CRM product without equal. Meaning motivates someone to learn the profession, which isn’t always easy—just ask any firefighter. One of our foundational missions at Pipeliner is to return a core meaning to sales.

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Intrinsic Networking Pipeline CRM 235

Salesforce

NOVEMBER 12, 2024

It must show prospects that you really understand their pain points — and how your solution can solve them — all in a single statement. It highlights your product’s specific benefits and value and conveys why it’s the best available solution for your prospects’ needs or challenges. It was endemic.

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Transportation Drivers/motivators Customers Territory 52