Sales Gravy

OCTOBER 24, 2024

Breaking Up with Prospects: One challenge for sellers is recognizing when to disengage from prospects who show little progress. Find strategies for professionally and respectfully "breaking up" with prospects to avoid wasting time on deals that are unlikely to close.

Pipeline 98

Pipeline Launch Sales Up-sell 98

Salesforce

NOVEMBER 12, 2024

A CVP is a clear, concise statement that explains why they should choose your product or service. A customer value proposition (CVP) is a statement that summarizes why a potential customer should choose your product or service over the competition. CVPs should not be confused with unique selling propositions (USPs).

Transportation 52

Transportation Drivers/motivators Customers Territory 52

Hubspot

AUGUST 7, 2024

The term " SaaS CRM " refers to CRM software specifically tailored for software-as-a-service (SaaS) businesses. 85% of customers say they‘re willing to spend more on a SaaS tool if there’s good customer service. And according to statistics, it only takes one bad customer service experience for 13% of customers to leave.

CRM 81

CRM Price User Experience Customer Relationship Management 81

ClickFunnels

JUNE 3, 2025

Defined Buyer Profiles The first step in attracting customers to any business or service is to define your target audience. You must understand your buyers and what motivates them before you can sell to them. Your sales won’t increase unless you connect with the people you’re attempting to sell to. Lead Conversion 7.

Trust 130

Trust Follow-up Campaign Sales 130

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. The truth is, if you ignore losses or use shame and guilt as a motivation tactic, your negative impact as a sales leader may be more far-reaching than you realize. And thats natural.

Territory 97

Territory E-commerce Sales Drivers/motivators 97

SaaStr

MARCH 23, 2025

I really liked this one and wanted to write up a few more learnings. 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. They understood patterns of behavior that led to positive outcomes.

GTM 94

GTM Territory Pipeline Growth 94

PandaDoc

MAY 2, 2025

Pricing isnt just a number you stick on a product or service. Sometimes, all it takes is rethinking how you present, package, and position what youre already selling. 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.

Price 52

Price Drivers/motivators Legal Contract 52

Hubspot

JULY 30, 2024

Then, the game changed when I leveled up my sales email writing game with curiosity-provoking subject lines, strong body text, and compelling closing statements. Personalized offers that aligned with my company’s unique selling proposition (USP) tended to be the best way to wrap up my emails and generate positive campaign outcomes.

Closing 85

Closing Quota Healthcare Tradeshows 85

Hubspot

MARCH 13, 2025

And even with revenue up in 2024 , reps are still struggling to meet their sales goals. This begins at the sales rep level but can become an enterprise-wide problem when sales staff, from reps up to SVPs, focus on their year-to-date (YTD) positions against quota. Motivate your sales team. Why are revenue targets so hard to hit?

Meeting 66

Meeting Pipeline Quota Sales 66

Hubspot

MARCH 12, 2025

SNAP Selling is designed to help you cut through the noise and make buying easier for prospects. Table of Contents What is SNAP selling? The 3 Decisions SNAP Selling Terms to Know How to Start SNAP Selling What is SNAP selling? I dont go there so their team can sell me random tools. So, the first hurdle?

Sell 61

Sell Objectives and Key Results Pitch Sales 61

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 52

Tradeshows Drivers/motivators Territory Negotiate 52

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. An Ideal Customer Profile (ICP) defines the type of company that would benefit most from your product or service and is most likely to buy and succeed with it.

Drivers/motivators 80

Drivers/motivators B2C Cross-sell B2B 80

Salesforce

JULY 29, 2024

Whether it’s from Seth Godin or an up-and-coming marketer I met at a conference , I like taking time occasionally to read some great marketing quotes and get focused again. ” — Zig Ziglar “Stop selling. You can’t give up. Not to get all Don Draper on you, but great marketing should inspire emotion. It’s a brochure.

Sports 59

Sports Drivers/motivators Up-sell Trust 59

SaaStr

OCTOBER 23, 2024

Selling to Multiple Stakeholders If you sell into the Enterprise, you understand there are different stakeholders. Those two things become motivations. If you screw up one payment, customers are going to be angry. The entirety of your company’s history of bill transactions is hard to build up again.

Customers 123

Customers Networking UX Engineering 123

Highspot

APRIL 1, 2025

Traditional onboarding can take up to 26 weeks at the executive level; AI role-play cuts this time dramatically. They are all waiting for you to screw up your script so they can tell you about it. Offering specific feedback ensures sales reps stay motivated. How do you distribute workloads fairly and still motivate team members?

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Hubspot

JULY 22, 2024

They need to receive a “cold call” from you, where you introduce yourself and your services and make your value proposition clearer. I found your information while searching for business consultants in Wichita, and I think you could be a great fit for our services. I know, I know, you'd rather just pick up the phone and call.

Cold Call 78

Cold Call Hospitality Objectives and Key Results Follow-up 78

Partners in Excellence

JUNE 19, 2025

You are tired of the data that shows people leveraging Business Focused Selling 2x their win rates, reduce No Decision Made by a minimum of 20%, and reduce buying/sales cycles by 30-40%. We’ll just suck it up and keep doing the same thing….” It has nothing to do with selling them anything. They had little formal sales training.

Customers 76

Customers Manufacturing Up-sell Conversion 76

PandaDoc

MARCH 27, 2025

If youre looking to increase revenue without acquiring new customers, cross-selling is one of the best ways you can do that. Its all about offering complementary products or services so you can maximize every transactionall while improving the customer experience. What is cross-selling in sales? How does cross-selling work?

Cross-sell 52

Cross-sell Sell Customers Legal 52

Salesforce

NOVEMBER 14, 2024

Organizations must now have the data to back it up. 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. Sign up now Thanks, you’re subscribed!

Growth 52

Growth Quota Territory E-commerce 52

PandaDoc

MAY 12, 2025

Its something that each brand has to handle on a case-by-case basis for every product and service on offer. For businesses, selling to buyers with high price sensitivity usually means operating in more competitive environments where even minor pricing missteps can impact market share. Interpret higher prices as indicators of quality.

Price 52

Price A/B testing Non-Profits Legal 52

ClickFunnels

JULY 3, 2025

They guide your visitors from “just looking” to “shut up and take my money.” ” That’s because these funnels actively sell your product instead of simply displaying it. It assumes people already trust you, understand the offer, and are motivated to act. Product launch funnels.

Launch 130

Launch Product Objectives and Key Results Trust 130

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. And, just as I mentioned, thats exactly where sales champions shine theyre not just deal-closers but dynamic professionals who go far beyond the basics of selling.

Negotiate 78

Negotiate Cross-sell Drivers/motivators Strategize 78

Highspot

MAY 15, 2025

This setup works best if your company has a broad customer base, sells products that require local support, or needs to navigate regional differences. One rep might focus on healthcare, another on manufacturing, and a third on financial services. Conflicts come up when industries and regions overlap.

Territory 52

Territory Healthcare Hospitality Sales 52

Martech

MARCH 5, 2025

But this thinking misses a key point brick-and-mortar is not just about selling. Email: Business email address Sign me up! This might seem out of step with its digital-first model, but it isnt opening stores just to sell more subscriptions. Experience the brands premium customer service. Processing.

Retail 84

Retail Drivers/motivators Launch Up-sell 84

Hubspot

FEBRUARY 24, 2025

Five years into my B2B marketing career, I noticed a pattern: The clients who said yes were the ones whom I understood not just their stated needs but their underlying motivations through conceptual selling. Once I grasped that underlying driver, our whole conversation shifted. Table of Contents What is conceptual selling?

Sell 46

Sell Drivers/motivators Objectives and Key Results Cross-sell 46

Salesforce

DECEMBER 17, 2024

What would make them so uniquely suited to your product or service that they become a lifelong customer? An ideal customer profile (ICP) is a detailed description of a company that’s a perfect fit for your products or services. If you could create your ideal customer in a lab, who would they be? Where would they work?

Prospecting 52

Prospecting Customers Territory E-commerce 52

Highspot

NOVEMBER 24, 2024

At its core, sales training teaches sales reps how to sell, imparting essential skills and techniques for engaging customers. On the flip side, sales enablement provides the tools to sell better. Then, once they move through the funnel, provide sales collaterals that show how your product or service can help their business.

Pitch 52

Pitch Sales Technique Cross-sell 52

PandaDoc

JUNE 23, 2025

So, how can you set your team up for success during these crucial conversations? Determine if the customer is a good fit for your product or service. Don’t overpromise or assume you’ll figure things out later–that’s how you set yourself and the customer up for a bad experience. Build relationships with prospects.

Objectives and Key Results 52

Objectives and Key Results Commission Legal Sales 52

Salesforce

NOVEMBER 8, 2024

Nearly three in five employees report negative impacts of work-related stress, including lack of interest, motivation, or energy (26%) and lack of effort at work (19%). Sales Selected 360 Highlights Selected C-Suite Selected IT Selected Commerce Selected Marketing Selected Service Selected Please select at least one newsletter.

Commission 94

Commission Territory Quota Sales 94

Salesforce

APRIL 30, 2025

Weve compiled a list of books for small business owners that are packed with practical wisdom, straight-talking advice, and a few ah-ha moments that will help you sell more, manage better, or just stress less. Passion drives motivation, and when you love what you do, work becomes something you want to do every day. Try it for free 4.

E-commerce 88

E-commerce Minimum Viable Product Growth CRM 88

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. Complex sales typically involve high-value products or services, which are often highly customizable. Product demos, proof of concept (POC), or pilot programs can be helpful to show customers exactly what your product or service can do for them.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

PandaDoc

JUNE 2, 2025

Their sales conversations revolve around aligning company products and services with a customers business in a way that helps the buyer realize what they actually need. How the Challenger process works In short, the Challenger method is summed up as teach, tailor, and take control. Heres how the methodology unfolds in practice: 1.

Process 52

Process Objectives and Key Results Sales Angle 52

PandaDoc

JUNE 16, 2025

For employers, it’s a tool for motivating teams and projecting costs. Well-designed OTE plans can motivate reps to perform while helping leadership forecast compensation expenses with greater accuracy. Tiered commission rates encourage reps to sell more by raising their commission as revenue is earned.

Commission 52

Commission Quota Represent Sales 52

Martech

JULY 10, 2025

( This article was co-written by Ayse Guvencer ) Giving the keynote at a convention for CFOs, I said: “The market for anything that makes people feel good about their assumptions is huge because it makes them feel secure right up until the moment the music stops.” ” That line landed in the room like a thrown knife.

GTM 59

GTM Finance Drivers/motivators Government 59

Sales Gravy

MAY 20, 2025

Then you get busy servicing those new clients and tell yourself you've "earned a break" from prospecting. Only then do you rediscover your "motivation" to prospect. Only then do you rediscover your "motivation" to prospect. Up and down. Nobody wakes up excited to make cold calls. Panic sets in. Feast and famine.

Prospecting 83

Prospecting Commission Pipeline Drivers/motivators 83

Salesforce

DECEMBER 3, 2024

What you’ll learn: What is the Sandler Selling System? Learn more What is the Sandler Selling System? The Sandler Selling System, also known as the Sandler sales methodology, was created by sales expert David H. That solution must be within the stated budget and meet the criteria set up during step two.

Sell 52

Sell Technique Contract Territory 52

Martech

FEBRUARY 7, 2025

Your technology might give you a temporary edge, but competitors will catch up. The ICP is a foundational concept, not an intellectual exercise, that aligns resources organization-wide The C-suite, marketing, sales, service and CX. Back it up with a human touch. What truly sets you apart is your ideal customer profile (ICP).

B2B 75

B2B GTM Drivers/motivators Manufacturing 75