Sales Gravy

JANUARY 7, 2025

If you want to get on the show with me and ask your question, sign up HERE Question One: Cutting Through the Noise When Prospecting Bob from Tullahoma, Tennessee (whom we affectionately call Outbound Bob because hes been to our Outbound Conference so many times!) So, buckle up, play the long game, and keep your messaging sharp.

Prospecting 98

Prospecting Appointment Referrals Gaming 98

Sales Pop!

SEPTEMBER 8, 2022

If you want to see your team grow into a consistent revenue powerhouse, follow these five techniques. Keep updating your team on new practices and techniques and provide opportunities for continued development. Set specific goals to drive a successful prospecting plan. That brings us to the next technique.

Technique 246

Technique Pitch Drivers/motivators Sales 246

Veloxy

JANUARY 7, 2025

This is the foundation of your sales management, outlining the progression from prospect to customer. It traditionally has steps that include prospecting, engagement, qualification , presentation, objections and closing. This way, you willbe able to rock your conversion rates by softly moving your prospects through all stages.

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Martech

AUGUST 2, 2024

The next thing you would probably do is play a quick game of 20 questions with me: “How old are they?” Known as the Monty Hall problem, it goes like this: A contestant on a game show is shown three doors. However, before that door is opened, the game show host opens one of the others, revealing a goat.

Customers 115

Customers Gaming Territory Technique 115

Sales Gravy

JANUARY 16, 2025

Just as athletes study game footage, sales leaders should encourage their teams to evaluate performance trends, pinpoint mistakes, and strategize better approaches moving forward. Leaders must instill a growth mindset in their teams, encouraging training and practice to refine techniques, build confidence, and maintain a competitive edge. -

Teamwork 98

Teamwork Sports Drivers/motivators Technique 98

Veloxy

AUGUST 10, 2021

AI and machine learning have given wings to digital sales and marketing techniques. With more and more companies targeting leads, businesses have to adopt new techniques to remain competitive in a changing market dynamic. Machine learning can help your sales teams better understand their prospects traits and characteristics.

Process 328

Process Sales Technique Cross-sell 328

Hubspot

SEPTEMBER 6, 2024

When a prospect first reaches out for more information, I’ve found that engagement is at its peak. Many times I’ve been frustrated trying to chase down a once-excited prospect whose priorities have already shifted to the next item on the list. Wondering how to achieve this lofty goal? AI can help.

Closing 80

Closing Contract Technique Sales 80

Sales Hacker

FEBRUARY 10, 2020

Rather than telling your prospects what they need, consultative selling is an investigative approach by which prospects are engaged with thought-provoking questions that help them identify their own pain points. Ultimately, with a consultative selling approach, prospects will steer themselves into making their best decision.

Consult 139

Consult Trust Technique Sell 139

Sales Gravy

MAY 1, 2025

We obsess over skills like closing techniques, objection handling, and prospecting cadence. 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. Sales is a what s-happening-today game.

Objection handling 81

Objection handling Consult Sales Technique 81

Hubspot

APRIL 30, 2025

Most salespeople face the same persistent challenge: Their prospects lack urgency. While this technique might result in an initial sale, I advise against it because the companys margins and the reps commission bonus both take a hit. Company] is doing some really interesting things around [business area prospect is interested in].

Prospecting 69

Prospecting Objectives and Key Results Sales Follow-up 69

Martech

JULY 19, 2024

Despite earning certifications and demonstrating ambition, his prospects in traditional IT seemed limited due to the pace of digital transformation and marketplace saturation. Embrace the long-term game. Nonetheless, Hill valued the stability of his part-time job, which provided crucial income for his family.

Trust 115

Trust B2B Technique Represent 115

The 5% Institute

JULY 5, 2022

Sales Hacks – 8 x For Lifting Your Game. Instead, we recommend building rapport by using matching and mirroring techniques with your body language, tonality and use of words. When qualifying, ensure that you’re meeting with people who are a valid prospect – versus someone who may just be interested or fishing for information.

Gaming 142

Gaming Sales Closing Clients 142

Hubspot

JANUARY 8, 2025

Somehow, the deal slips through your fingers, and so does the prospect. In this blog post, Ill break down what gap selling is, why its the secret sauce for successful sales, and how you can use it to connect with prospects on a deeper level. Know your prospects intrinsic motivation. Youre left wondering where it all went wrong.

Intrinsic 79

Intrinsic Sell Objectives and Key Results Technique 79

Veloxy

MAY 4, 2021

Once upon a time, a clever sales rep sent out a nicely crafted email to dozens of prospects. This includes metrics that allow them to take full control and build long term relationships with prospects. 2: Track Prospects at each Sales Pipeline Stage. Typically, prospects proceed from being a guest to a potential buyer.

CRM 279

CRM Technique Follow-up Sales 279

Veloxy

JUNE 23, 2021

Simple: with the following list of tools, techniques, and processes. If you’ve made in-person sales calls, then you’re probably already comfortable being in a room with prospects. And would you want the prospect to only see part of your face? So, how can we work on fixing a lot of these virtual selling challenges? Sound matters.

Sell 317

Sell Education CRM Up-sell 317

Hubspot

AUGUST 26, 2024

For the other 98%, you’ll need to follow up again and again, communicating key selling points and differentiators, overcoming objections, and most critically, delivering as much value as possible to the prospect. It’s a time consuming but necessary process, which means mastering the AI sales follow-up can be a game-changer.

Follow-up 85

Follow-up Contract Sales Technology 85

Veloxy

DECEMBER 28, 2023

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. By employing these techniques, sales representatives can capitalize on their autonomy and attain success in the industry.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Sales Pop!

MAY 12, 2023

As is true of so much in selling, it’s all about pain – the driving force in causing prospects to act. For landing a new large client can be a game-changing, transformative development for selling organizations. I’m often asked how I define enterprise selling versus selling into small and medium-sized accounts.

Strategize 245

Strategize Legal Contact Technique 245

Tibor Shanto

DECEMBER 14, 2021

Remember the prospect has had 9 months or so to learn to hate the incumbent or their choice. There could likely be personnel changes at the prospect or the incumbent. Again, this is a very specific technique, meant to be used in targeted situations. As a rule, it is always better to play the long game. The Longshot.

Technique 157

Technique Quota Pipeline Prospecting 157

Lead Fuze

JANUARY 6, 2022

To boost conversion rates, you can tell a compelling story about your brand and product that prospects can relate to. 3 Common Storytelling Techniques to Boost your B2B Sales and Leads. Creative writers and novelists know this technique, inside and out. B2B marketers can use this same technique to bring products to life.

Technique 105

Technique B2B B2C Sales 105

Martech

FEBRUARY 8, 2024

Thus, you’ll be able to build trust with prospects and streamline their decision-making. However, you can still use some common tactics and techniques to make your BOFU strategy work. Come up with different ways to book a call or demo with your prospect. A person who looks it up is in the market to spend money.

B2B 122

B2B Gaming Niche Appointment 122

RingDNA

JULY 2, 2025

The course emphasizes trust-building, persuasive communication, and consultative closing techniques. It provides a solid foundation in customer service, active listening, and selling techniques, making it a smart starting point for those new to sales or customer-facing roles.

Retail 62

Retail Technical Sales Consult CRM 62

SaaStr

NOVEMBER 23, 2021

They had incredible ROI from this year’s SaaStr Annual, including a brand re-launch on-site and meeting hundreds of new prospects, but some things didn’t go according to plan. Here are some of their top takeaways and techniques they shared with us for creating an impactful live event strategy.

Technique 107

Technique X-functional Launch Pitch 107

Sales Hacker

APRIL 15, 2020

It’s been six weeks since you gave your prospect a demo. Your worst fears are realized… Your prospect has ghosted you faster than your last Hinge date. For sales professionals in particular, it’s become far more normal for prospects to drop out of the picture after a seemingly great conversation. And then, poof.

Prospecting 117

Prospecting Pipeline Closing Technique 117

Sales Gravy

MARCH 27, 2025

Weve pulled together five of the biggest game-changing sales tips from the Sales Gravy Podcast so far this year. Take courses and identify a mentora seasoned veteran who can provide feedback on your calls and negotiation techniques. Great advice is everywhere, but most of it is fluff. Find a personal sales coach to teach you the ropes.

Negotiate 60

Negotiate Technique Sales Up-sell 60

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. And poorly managed prospecting lists will result in seller fatigue. In this article, we share how leads, prospects, and customers form the backbone of an effective sales process, enabling sales teams to tackle fatigue and sometimes mundane work.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98

Veloxy

MAY 30, 2024

The reality is, cold outreach is a powerful marketing technique that can unlock untapped potential for your business. Personalization Techniques and Their Impact on Engagement Personalization is critical in cold outreach. Regularly reviewing this data helps us stay on top of our game and make necessary adjustments.

Objectives and Key Results 246

Objectives and Key Results Cold Call Click Through Rate Technique 246

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.

Pipeline 107

Pipeline Prospecting Cold Call Contact 107

SalesHandy

MAY 1, 2020

While moving through the sales cycle, sales prospecting comes as its first step and is considered as an essential part. From the famous quote “ Sales prospecting is where the salesperson makes their money. ”, you can easily understand how essential it is for any salesperson to learn the best sales prospecting techniques.

Prospecting 87

Prospecting Cold Call Technique Sales 87

Hubspot

AUGUST 9, 2022

That's why leaders need to leverage effective sales training techniques to set reps on the right course and facilitate their professional growth. You can also support this step with role play sessions or having them shadow more experienced reps' workflows — including activities like research, prospecting, and moving calls forward.

Technique 81

Technique Sales Entertainment Contact 81

Sales Gravy

APRIL 6, 2025

Your buyers are facing uncertainty and a relentless stream of bad news; and where there is uncertainty, your prospects and customers will put off making decisions and doing anything that they perceive as risky. You need to bring your A-Game into every sales conversation. You need to bring your A-Game into every sales conversation.

Sell 54

Sell Appointment Government Finance 54

VanillaSoft

OCTOBER 20, 2021

Your prospects don’t want to hear your script; they want to hear you ! If you practice responding and adapting in the moment with Gina’s sales improv techniques, you’ll improve your emotional intelligence and allow discovery to flow organically. And that’s what you should aim to do in your everyday conversations with prospects.

Technique 73

Technique Entertainment Inside sales Sales 73

Salesforce

MAY 18, 2023

First, you need to identify your target prospect by determining the ideal business type and industry for your product. But there’s a big reason why it still works: prospects have to respond in real time, which gives you an opportunity to address any concerns and gather a lot of information in a short period of time.

Cold Call 97

Cold Call Prospecting Customers Objectives and Key Results 97

Hubspot

DECEMBER 2, 2024

As someone with extensive experience leading teams of SDRs, I'll be the first to tell you that keeping both reps and prospects engaged with the holidays on the horizon is every bit as tricky as it is essential. You don't have to have your team berate prospects, wide-eyed and frantic, yelling, “THERE IS LITERALLY NO MORE TIME!

Sales 69

Sales Closing Up-sell Prospecting 69

Hubspot

JULY 22, 2024

I'm always saying, “Sound, well-structured business email templates are central to effective sales communication, initiating productive sales conversations, and sustaining relationships with prospects and customers.” It's relatively self-explanatory. Let's get a little more perspective on the various kinds of business emails you can send.

Clients 78

Clients Referrals Prospecting Sales 78

Highspot

APRIL 20, 2025

Short, targeted sessions are ideal for teams juggling meetings, calls, and prospect follow-ups. Your GTM team must understand product details and perfect messaging to overcome competitive objections, influence prospective buyer decisions, and drive real results. Varied formats: Text, videos, infographics, audio, and interactive games.

Go To Market 52

Go To Market GTM Objectives and Key Results Objection handling 52

The 5% Institute

MAY 18, 2021

Below is a detailed breakdown of the eight step sales closing plan: #1 – Prospecting. . The first part of the eight step sales closing plan, is finding out who your ideal prospects are, and then targeting them using prospecting strategies. Prospecting can generally be two fold – inbound and outbound.

Closing 145

Closing Technique Sales Clients 145