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. Back to the sales leaders. Pretty amazing, isn’t it? Want some help ?

Drivers/motivators 117

Drivers/motivators Sales Quota Pipeline 117

RingDNA

MAY 8, 2025

Inspirational sales quotes will fuel your drive, sharpen your mindset, and elevate how you lead and sell. But even as technology transforms how we sell, one truth remains: Great sales still depend on great people, meaningful conversations, and precise timing. That’s when the job changes. It’s not about replacing reps.

Drivers/motivators 62

Drivers/motivators Cold Call Sales Up-sell 62

Sales Gravy

DECEMBER 25, 2024

In this episode of The Sales Gravy Podcast, take a look back at the best insights from the year. These moments arent just memorable, theyre actionable advice that sales professionals can take into 2025 to thrive in an ever-evolving landscape. Success in 2025 will be about maintaining that focus, even when motivation dips.

Conversion 95

Conversion Pitch Sales Trust 95

Martech

JULY 16, 2024

Let’s delve into the key methods they employ to engage customers, boost sales, and ultimately increase your profitability. The prospect of earning rewards motivates customers to choose a particular brand over competitors, especially when they are close to reaching a reward threshold. So, how do these programs actually generate income?

Cross-sell 110

Cross-sell Drivers/motivators Strategize Promote 110

Tibor Shanto

OCTOBER 12, 2021

The Driver. Having worked with many sellers, I find the driver is less for efficiency, and more about avoidance. Prospecting is a core element of sales success, so anything done to avoid is counterproductive. If avoidance is the driver, the first thing one must do is develop the habit before refining it. Start Here.

Prospecting 288

Prospecting Drivers/motivators Cold Call Gaming 288

Sales Pop!

SEPTEMBER 17, 2023

As we cruise towards the end of Q3 in our 2023 selling year, many of us are staring at a Dec. 31 number that will end up south of 100%. But we came up short on all of them. It’s our selling human nature at play. Our competitive yearning to make up an average-at-best year is understandable. Proceed with caution.

Drivers/motivators 173

Drivers/motivators Commission Clients Up-sell 173

SalesPop

SEPTEMBER 9, 2024

Sales managers live in a beautiful world of constant mixed emotions -negative and positive. Apart from pressures arising from sales targets, sales team and management , sales managers still have to contend with keeping the right frame of mind to deliver optimally. Bills have to be paid! You build on failure.

Drivers/motivators 52

Drivers/motivators Sales Up-sell Manufacturing 52

Sales Gravy

OCTOBER 24, 2024

On this episode of The Sales Gravy Podcast, JBJ sits down with Amy Franko, a sales expert specializing in the mid-market, to discuss pipeline velocity, qualifying deals, and the importance of asking the right questions in sales. Balancing Quality and Speed: Sales teams often struggle to balance quality with pipeline velocity.

Pipeline 98

Pipeline Launch Sales Up-sell 98

Sales Pop!

OCTOBER 18, 2021

It is curious as to why many people in the sales profession ignore conventional wisdom. Time and again, we witness people cutting off others as they speak, making assumptions that have no bearing, and focusing on the sale while ignoring the prospective customer staring them in the face. Focus On The Smooth Sale.

Referrals 243

Referrals Sales Repeat business Drivers/motivators 243

Salesforce

DECEMBER 19, 2024

But when you treat every loss as a failure, youre missing out on a chance to build a more motivated, productive, and effective sales team. Make your enablement about results, not effort Close your revenue gaps and get more out of every rep with Sales Programs delivered in your CRM. And thats natural.

Territory 97

Territory E-commerce Sales Drivers/motivators 97

Veloxy

JANUARY 2, 2024

As a sales leader, your efforts directly impact the company’s stability and growth. However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. However, it’s not due to a lack of effort by the sales team.

Product 246

Product Territory Objectives and Key Results Sales 246

SaaStr

OCTOBER 25, 2024

When Marc Benioff started Salesforce, he codified the sales playbook. Then Mark Roberge , former Hubspot CRO, wrote The Sales Acceleration Formula with deep insights into quota structures. For the subsequent ten years in software, we’ve optimized every little bit of how we sell it. It isn’t predictable.

Go To Market 131

Go To Market Quota GTM Price 131

Martech

JULY 11, 2024

Again, from ZoomInfo: “Identify interest: Purchase-intent signals help identify which companies are actively researching your solution before they fill out a form on your site or engage with your sales and marketing teams.” First, pull data from your sales and marketing systems at the account level. Pull data on 10 accounts to start.

B2B 135

B2B Cross-sell Drivers/motivators Pipeline 135

Cerebral Selling

FEBRUARY 23, 2025

When it comes to sales discovery, reps are often trained to ask basic, surface-level questions about the customers needs. The issue with these questions is that they fail to provide a sense of depth and insight into arguably the most important motivation behind the customers decision to even look at solutions; their problems!

Customers 130

Customers Objection handling Strategize Drivers/motivators 130

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. Then, validate with sales and customer success to ensure alignment. Sales uses them to prioritize outreach and qualification. How do you create an ICP?

Drivers/motivators 89

Drivers/motivators B2C Cross-sell B2B 89

STAR Results

JUNE 3, 2020

Unleash the 10X Factor to Close the Sales Gap. Do you want to close the sales gap? Now is the time to get sales on track. Even though we are still social distancing and face to face selling may not resume until 2021, you are still responsible for sales results. Doing nothing is not an option! Coaching (Remotely).

Closing 247

Closing Objectives and Key Results Sales Follow-up 247

Sales Gravy

FEBRUARY 20, 2025

In sales - especially in product knowledge training - were taught from day one how to pitch, how to present, and how to overcome objections. But too often we forget one of the most basic truths in sales: The more you listen, the more you learn. Silence shutting up and listening is your secret weapon.

Up-sell 47

Up-sell Sell Pitch Trust 47

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. Sales is a what s-happening-today game.

Objection handling 82

Objection handling Consult Sales Technique 82

Sales Pop!

SEPTEMBER 2, 2021

The global economy is constantly evolving, so students must stay active to keep up with life’s ups and downs. School may take up a lot of your time. Your work may include converting Excel spreadsheets, transcribing audio, simple data entry, setting up meetings, etc. Flip Websites And Sell. Don’t waste time.

Transportation 238

Transportation Drivers/motivators Networking Commission 238

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 question is, how soon can they start generating leads and setting up sales conversations?

Cold Call 74

Cold Call Commission Appointment Pipeline 74

Sales Gravy

MARCH 30, 2025

It can also make life much easier if your sales plan and quota gets bigger in the back half of the year as many do. On Track If you hit your quota in Q1 and ended up right where you should be, nice job! Ive always found that investing in myself and learning gives me a boost of energy and motivation when I need it the most.

Quota 98

Quota Pipeline Sales Up-sell 98

SaaStr

MARCH 23, 2025

5 Key Learnings from Scaling from 3 to 75 Go-To-Market Team Members in Less Than 12 Months The latest SaaStr CRO Confidential is out and Sam Blond did a great deep dive with Graham Mareno, VP of Worldwide Sales at Codeium. I really liked this one and wanted to write up a few more learnings. It’s a commission-driven role.

GTM 94

GTM Territory Pipeline Growth 94

Sales Pop!

MARCH 17, 2023

Sales enablement is a process that helps businesses equip their sales teams with the resources, tools, and information they need to improve their performance and close more deals. In today’s competitive market, sales enablement has become an essential strategy for any business that wants to stay ahead of the competition.

Cross-sell 244

Cross-sell Technique Sales Pipeline 244

Veloxy

NOVEMBER 6, 2023

Many sales teams find themselves juggling multiple tools, each promising to be the silver bullet for sales success. Yet, instead of streamlining operations, this often leads to confusion, inefficiencies, and a longer sales cycle. Let’s start on this journey to simplify, consolidate, and elevate your sales process.

Sales 289

Sales Strategize Gaming Up-sell 289

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

Veloxy

APRIL 19, 2021

Outbound sales has been a staple in the business for ages now. For those of you new to outbound sales, here’s what the process basically involves. Sales reps reach out to prospects and deliver pitches with the hopes of gaining customers. There are numerous advantages that come with outbound sales.

Teamwork 245

Teamwork Outside Sales Cold Call Sales 245

Sales Pop!

FEBRUARY 27, 2022

What was the original purpose of sales? Let’s go back in time and look at a fundamental of sales that all salespeople should understand: economy. Sales had its origins in the exchange of goods, before the time of currency. Salespeople must have a good grasp of who they are selling to with regard to preferences.

Cross-sell 246

Cross-sell Sales Pipeline Represent 246

Veloxy

JUNE 23, 2021

As any business will attest, there’s no greater feeling than when your company grows and reaches a point where you need to expand your inside sales team. Naturally, more salespeople means more sales which translates to more revenue. According to the Harvard Business Review, the average annual turnover in sales is about 30%.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Search Engine Land

JULY 16, 2024

Let’s delve into the key methods they employ to engage customers, boost sales, and ultimately increase your profitability. The prospect of earning rewards motivates customers to choose a particular brand over competitors, especially when they are close to reaching a reward threshold. So, how do these programs actually generate income?

Cross-sell 72

Cross-sell Drivers/motivators Strategize Promote 72

Martech

APRIL 30, 2025

Profit is the long-term metric Im signing up for. Whether for sales or CX, commissions are paid on the transaction. Email: Business email address Sign me up! The label sales may even make you wince. Please hold while I transfer you to sales.) The best marketers sell every day of their lives. Processing.

B2B 112

B2B GTM Strategize Commission 112

Veloxy

DECEMBER 28, 2023

The world of sales is vast, and if you’re a sales professional, you’ve likely been exposed to both inside and outside sales roles. However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Sales Pop!

JUNE 28, 2021

We have put together all the tools to expand sales, and we’ll tell you what to work on to take your company to the next level. Sales Tools: 5 Points Of Automation. Some of the most effective tools for increasing revenue are setting up a CRM and automating business processes. CRM for sales is a basic element of automation.

Niche 231

Niche CRM Sales CTR 231

Sales Pop!

OCTOBER 18, 2021

For instance, training platforms that offer courses in various sales training topics might empower salespeople and boost their performance. By the way, the average selling company uses about 10 tools (and still wants more). In other words, the sales setup of an average business is constantly growing. What Is a Sales Setup?

Prospecting 242

Prospecting Price CRM Lead generation 242

Veloxy

MARCH 23, 2023

We’re living in an era where sales has the richest technology stack and set of professional capabilities than ever before. Yet, the sales organization is failing to crush their quota, let alone hit it. This blog post is your comprehensive guide on how to hit and crush sales quotas in 2023 and beyond. What is sales quota?

Quota 246

Quota Profit margin Non-Profits Teamwork 246

Sales Pop!

JANUARY 3, 2023

Your sales team works hard to follow and nurture leads to meet their sales goals. Without your sales team, your business wouldn’t run. They are like the bread and butter of your operation – no sales, no revenue. If this is what you want, then appreciating your sales team is a must. Who wins over the hard sells?

Sales 231

Sales Price Retail Up-sell 231

Sales Pop!

JULY 2, 2022

Today’s sales scenario is, to say the least, baffling. We have more books on sales than ever, along with unheard-of numbers of sales seminars and an amazing amount of sales training. Yet sales closing rates remain stagnant—80 percent of salespeople fail, and salespeople only last 18 months on a given job.

CRM 244

CRM Pipeline Education Sales 244

Martech

JUNE 3, 2024

At its core, personalization taps into five fundamental human motivations that help brands acquire and retain customers. More than likely, you picked up on nonverbal cues and steered the conversation toward topics you had in common with the individual. Andrew ended up picking up the tab for Iqram that weekend.

Drivers/motivators 116

Drivers/motivators Customers UX Commission 116