Six Powerful Steps to Better Prospecting
Sales Gravy
AUGUST 30, 2008
Top producers don't need to be told to ask for referrals or follow up on hot leads, because they understand that prospecting is a necessity and not just an activity.
Sales Gravy
AUGUST 30, 2008
Top producers don't need to be told to ask for referrals or follow up on hot leads, because they understand that prospecting is a necessity and not just an activity.
Sales Gravy
AUGUST 30, 2008
If the caller feels you are mindlessly working through list of questions without fully paying attention to them or that the questions are for your benefit rather than theirs, you'll lose rapport and credibility.
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Sales Gravy
AUGUST 30, 2008
I think it is both healthy and wise for every person to take time out regularly to examine their habits of thought.
Speaker: Matt Sunshine, CEO at The Center for Sales Strategy
AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.
Sales Gravy
AUGUST 31, 2008
TodayÂ’s selling professional requires techniques that help to accentuate and differentiate from others. In a business culture where social networks proliferate the only true network is that built between a client and business professional.
Sales Gravy
AUGUST 31, 2008
The most vital idea to comprehend about negotiation is its definition. Negotiation is nothing more than an exchange of ideas and values between two or more parties with different interests.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Sales Gravy
AUGUST 24, 2008
A prospect will call in and start asking questions, and suddenly you've lost all control of the call, you're completely at the mercy of the prospect, and after about 5 minutes, they've drained you of all the information they need and they then leave
Sales Gravy
AUGUST 24, 2008
Success doesn’t just ‘happen’; it is a culmination of expectations, planning and actions.
Sales Gravy
AUGUST 15, 2008
When you recruit the right person you will find that they're self-motivated and eager to train.
Sales Gravy
AUGUST 15, 2008
What’s the first rule of human behavior? “People buy from people they like.” Help people like you, and your sales pipeline will overflow with opportunity.
Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive
In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.
Sales Gravy
AUGUST 15, 2008
You can change any business decision by revamping, revisiting, reworking - because anything that is important will be an on-going POLISHING PROCESS. ( Just as in the ring you are always adjusting your strategy.
Sales Gravy
AUGUST 16, 2008
Greatness, like, many objectives, is in the eye of the beholder. One simple test for greatness is how a company is experienced by its constituents – its customers, its associates, its owners, and business partners.
Sales Gravy
AUGUST 16, 2008
A good sales meeting can be a powerful sales tool and can provide valuable training and information that helps everyone perform better.
Sales Gravy
AUGUST 16, 2008
If you struggle with prospects, if they won't talk to you, hang up on you, berate you or otherwise abuse you, the approach you are using does not work. It's time to do something else and that something else is to circle around and go back to basics.
Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering
The modern hotel room is no longer just a place to stay—it’s an experience to remember. Today’s guests expect seamless 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to in-room entertainment and app-based services, technology is redefining hospitality from the inside out. In this new session featuring industry pros Jady West and Chris Bennett, we’ll explore how high-speed, high-bandwidth connectivity powers the innovations that are enabling
Sales Gravy
AUGUST 9, 2008
The morning you wake up with the inspiration to begin a job search is a little scary. There is the factor of the unknown. Yet, you pushed yourself outside of your comfort zone to open the doors to new opportunity.
Sales Gravy
AUGUST 9, 2008
When you find out what their needs are for the 4th quarter, do what you can to capture it in advance - reserve the best spots for them, write up a sample order for them, create a 'pre-order' sale for them - but do everything you can NOW to secure the
Sales Gravy
AUGUST 9, 2008
It takes persistence, hard work, and business savvy to get to decision makers. While this persistence can be aggravating for everyone involved, its work that must be done to make an honest introduction.
Sales Gravy
AUGUST 3, 2008
Our brains seem to have two voices - one that says "Yes, We Can!" and one that predicts doom. Of course, listening to the positive voice is important.
Speaker: Jason Cottrell and Gireesh Sahukar
Retailers know the clock is ticking–legacy SAP Commerce support ends in 2026. Legacy platforms are becoming a liability burdened by complexity, rigidity, and mounting operational costs. But modernization isn’t just about swapping out systems, it’s about preparing for a future shaped by real-time interactions, AI powered buying assistants, and flexible commerce architecture.
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