Sales Gravy

FEBRUARY 23, 2025

Three weeks ago it warmed up here in Augusta Georgia so I played hooky from work to take advantage of the nice weather and play a round of Golf. Its no wonder that pipelines are bone dry and last year, according to recent data, 91% of sales teams failed to achieve quota. It is the story these numbers tell us.

Quota 55

Quota Prospecting Pipeline Contact 55

Salesforce

MARCH 31, 2025

Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. Let’s talk about 9 sales motivation techniques that work, according to the experts. Learn more 1.

Drivers/motivators 64

Drivers/motivators Quota Territory E-commerce 64

Salesforce

NOVEMBER 14, 2024

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.

Growth 52

Growth Quota Territory E-commerce 52

Salesforce

NOVEMBER 12, 2024

Learn more What is a customer value proposition (CVP)? A customer value proposition (CVP) is a statement that summarizes why a potential customer should choose your product or service over the competition.

Transportation 52

Transportation Drivers/motivators Customers Territory 52

Salesforce

NOVEMBER 15, 2024

Best practices for developing an official SDR career track Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Salesforce

OCTOBER 29, 2024

Learn more What is door-to-door sales? Door-to-door (D2D) sales is a practice that requires a sales rep or team to visit customers in person, typically at their homes or workplaces.

Objectives and Key Results 52

Objectives and Key Results Territory E-commerce Pitch 52

Salesforce

DECEMBER 17, 2024

Learn more What is an ideal customer profile (ICP)? An ideal customer profile (ICP) is a detailed description of a company that’s a perfect fit for your products or services.

Prospecting 52

Prospecting Customers Territory E-commerce 52

Salesforce

FEBRUARY 3, 2025

Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. BDRs are the front line of the sales team, ensuring the pipeline remains full. Learn more What you’ll learn: What are sales terms?

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Heinz Marketing

NOVEMBER 12, 2018

Have you listened to our live show, Sales Pipeline Radio? Matt Heinz: Thank you, everyone, for joining us on the first Sales Pipeline Radio of Q4 for those of you in their calendar fiscal year. And every episode of Sales Pipeline Radio past, present, and future is always available and salespipelineradio.com.

Pipeline 76

Pipeline Cold Call Sales Prospecting 76

Heinz Marketing

JANUARY 20, 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! By Matt Heinz, President of Heinz Marketing. Matt: We’ll have to ask our guest today.

Pipeline 66

Pipeline Sales Up-sell Start-ups 66

Heinz Marketing

MAY 4, 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! Apparently in Florida, maybe Georgia soon, like the beaches are back open. Paul: Yeah.

Pipeline 87

Pipeline Sales Start-ups Growth 87

Salesforce

OCTOBER 4, 2024

Prioritize pipeline: If resources are limited, focus RevOps on top-of-funnel pipeline, and expand to post-sales renewals or cross-sell/upsell later. You don’t have to bring a VP of RevOps on board right away, but you’ll still want to find someone with experience building infrastructure around systems and processes.

GTM 98

GTM Territory Finance E-commerce 98

Salesforce

DECEMBER 11, 2024

Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. Lead scoring also benefits sales leadership by providing more accurate predictions of conversions, which helps with planning their sales pipeline and revenue forecasting.

Prospecting 92

Prospecting Hospitality CRM Territory 92

Salesforce

OCTOBER 8, 2024

Tools provide your team with better visibility into sales channels through dashboards that display insights on sales pipelines and forecasts. Apply predictive AI for forecasting any channel and identify potential issues in your sales pipeline and sales process. For example, each of your channels needs a pricing strategy.

Territory 93

Territory E-commerce Profit margin Sales 93

Salesforce

JUNE 12, 2024

Learn more What is social selling? Social selling is a lead-generation technique where salespeople directly interact with their prospects on social media platforms.

Sell 111

Sell E-commerce Territory Pitch 111

Engage Selling

JANUARY 17, 2019

OutBound is the biggest conference in the sales profession and the only conference focused exclusively on sales prospecting, pipeline, and productivity. Join us April 23rd-26th at the Georgia World … Read More » And, it’s my pleasure to be speaking amongst this once-in-a-lifetime speaker lineup.

Pipeline 59

Pipeline Prospecting Product Sales 59

Salesforce

MARCH 12, 2024

And analyzing how quickly customers move through the sales pipeline — or where they stall — can identify things that are working well and areas that need improvement. Used in tandem with revenue intelligence , sales velocity can uncover risks and opportunities in deals throughout the sales pipeline.

Territory 64

Territory E-commerce Pipeline Sales 64

Heinz Marketing

DECEMBER 19, 2017

By Robert Pease , Pipeline Performance Practice Lead for Heinz Marketing. content supported by a continued professional presence on LinkedIn. I’ve tried and failed at SnapChat and still do try to tinker with anything new especially around the inbox and professional connectivity.

Government 79

Government Education Pipeline CRM 79

Salesforce

AUGUST 15, 2023

Field sales teams who own a larger volume of accounts and sell in person will likely get mapped territories, where accounts are grouped by region and maybe one other attribute, like industry (for example, healthcare companies in Georgia). ABM (Always Be Measuring) Territory management plugs into pipeline reviews and sales forecasting.

Territory 52

Territory Healthcare Quota Pipeline 52

Salesforce

OCTOBER 16, 2024

First, use a sales analytics tool built into your CRM for visibility across the sales pipeline. The capability recognizes the frequency of mentions over time and gives sales leaders a summary of insights related to pipeline opportunities. Then, reinforce or re-evaluate those actions as needed.

Conversion 59

Conversion Customers Territory CRM 59

Salesforce

MARCH 7, 2024

Keep prospecting: A full sales pipeline means more opportunities to close deals even if one contract falls through. Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. Learn more

Contract 59

Contract Negotiate Objectives and Key Results Legal 59

Salesforce

MARCH 8, 2024

During the ramp time, a new sales rep will spend time learning about the products or services they’re selling, understanding the company’s sales process and building a pipeline. Since the rep is not making sales during this time, they’re not earning a commission. Instead, they’re typically earning a draw.

Commission 64

Commission Quota Territory Cold Call 64

Salesforce

DECEMBER 13, 2024

Learn more What is a sales presentation? A sales presentation is a meeting where sales teams speak to prospective clients using curated content to present an overall view of a product or service.

Presentation 52

Presentation Closing Territory E-commerce 52

Outreach

JANUARY 3, 2022

Outreach has more than 400 customers in the Southeast and nearly 100 in Georgia alone, half of which are based in Atlanta. Most recently, Outreach’s senior vice president of customer success, Mike Zinne , was promoted to chief customer officer. Expanded with a new office in Atlanta.

CRM 40

CRM Pipeline Referrals Meeting 40

SalesLoft

APRIL 3, 2015

Cadence helps me effectively manage a full pipeline while keeping it active with communication and setting next steps. I would say hiking the full length of the Appalachian Trail, from end to end, Georgia to Maine, would be an excellent six month adventure if I weren’t at Salesloft. Time is of the essence.

Follow-up 52

Follow-up Entertainment Up-sell Clients 52

Salesforce

MARCH 5, 2024

The importance of lead qualification Common types of qualified leads A step-by-step guide for qualification Three lead qualifying frameworks Lead qualification checklist Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast.

Territory 52

Territory SQL E-commerce Contact 52

Salesforce

MARCH 1, 2024

This lets you send follow-ups in seconds and keep your pipeline moving. For example, you can ask Einstein to auto-generate personalized emails built on your customer data in just a few clicks.

Territory 52

Territory E-commerce CRM Start-ups 52

Heinz Marketing

JANUARY 14, 2019

Thank you to all our many followers of Sales Pipeline Radio. Scott Ingram of Relationship One is our guest for Sales Pipeline Radio. Matt: Welcome to, as Paul said, another year of Sales Pipeline Radio. And every episode, Sales Pipeline Radio is always available. Matt: I thought Texas, Georgia.

Pipeline 65

Pipeline Gaming Sales Objectives and Key Results 65

Heinz Marketing

JANUARY 29, 2018

Late in 2015 we started producing a bi-weekly radio program called Sales Pipeline Radio , which runs live every other Thursday at 11:30 a.m. Matt: Thank you again everyone for joining us here on Sales Pipeline Radio. I am extremely excited to welcome Lauren Patrick to Sale Pipeline Radio. Today is no exception. Matt: Yeah.

Pipeline 77

Pipeline Sales B2B X-functional 77

Anthony Cole Training

SEPTEMBER 20, 2010

sales pipeline (1). Hal somehow managed to convince the Kentucky senator to trade his appointment with the senator from Georgia who had one available for West Point. General Hal Moore gained an appointment from the senator from Georgia, a state where he had never lived! Sales Jobs (5). sales leadership development (4).

Objectives and Key Results 133

Objectives and Key Results Appointment Drivers/motivators Sales 133

Heinz Marketing

FEBRUARY 25, 2019

A few years ago we started Sales Pipeline Radio , which is live every Thursday at 11:30 a.m. We were thrilled this last time to talk with Anthony Iannarino in an episode called, Outbound Lives: Take Control of your Pipeline and Beat Your Competitors to Market. Matt: Thanks for joining us today on Sales Pipeline Radio.

Pipeline 85

Pipeline Cold Call Pitch Sales 85

Veloxy

SEPTEMBER 29, 2022

What if [CEO] heard from you that you’ve managed to increase the number of deals in your pipeline by 250%? That was one heck of a win for your Georgia Bulldogs last Saturday—what did you think of that last touchdown pass?” ” “Good Morning, Tom! Wouldn’t that be cool?” “Hey, Brian! ” “Hey, Brian!

Cold Call 147

Cold Call Sales Clients Promote 147

Heinz Marketing

APRIL 22, 2019

Did you know back in 2015 we started producing a weekly radio program called Sales Pipeline Radio? Swim out into that sea of ideas and see if you can’t see that sales pipeline curling up over the horizon there. No, I think the Masters Golf Tournament down in Augusta, Georgia, is one of my favorite sporting events of the year.

Pipeline 68

Pipeline Appointment Sales Prospecting 68

Search Engine Land

DECEMBER 12, 2022

Examples: F-150 for sale in Marietta, Georgia, 1997 crime rates in Philadelphia PA, David Eckstein’s World Series batting average in 2006, answering public questions (i.e., For our F-150 example: F-150 vs Chevy Silverado F-150 under $50k F-150 in Marietta, Georgia. Also known as the hyper long-tail. Reddit and UGC).

Niche 98

Niche Engineering Growth Price 98

SalesLoft

JUNE 25, 2015

Tonight I went on a 3 mile run in the dead heat of a Georgia June night. When it falls suddenly, the SDR hasn’t filled the pipeline and they will spend the next few days of high activity and no demos to show for it. Instead, I had to spend a week filling my pipeline and scheduling fewer demos.

Gaming 52

Gaming Quota Pipeline Sales 52

SaaStr

APRIL 3, 2019

Ben Braverman: The reality is most of our customers, if you’re a Georgia Pacific, who this year, they’ll trust us to book about 65,000 containers to their cargo, outbound from the US, that relationship started with a small test. Ben Braverman: The traditional wisdom is a sales manager is a person that does pipeline reviews.

Customers 40

Customers Quota Start-ups Up-sell 40

Salesforce

SEPTEMBER 26, 2024

You’re a month into the quarter, and your pipeline is near empty. It’s cold and lonely. Maybe it’s the leads. Maybe it’s the offer. Maybe it’s you. You want a little advice, but you don’t want your supervisor to think you’re incompetent.

Territory 98

Territory Sales E-commerce Networking 98