Sales Gravy

OCTOBER 23, 2022

Many individual sales professionals were selling more and earning more than ever before. Sellers were getting more done, in less time, with better outcomes because all of the distractions that typically took them away from high impact sales activities were gone. Impactful things that generate revenue growth.

Product 78

Product Territory Construction Pipeline 78

SalesLoft

SEPTEMBER 27, 2023

But one question remains: What’s it like to sell with AI? Meet Turner, Kyle, Luke, Matthew, Ryan, and Kieran — your guides to selling with AI. Related Video: Salesloft Rhythm: The way you sell will never be the same 1. Ryan Constantino, Account Executive at Salesloft Let’s be honest, selling is a rollercoaster right now.

Hospitality 52

Hospitality Pipeline Gaming Cold Call 52

Hubspot

NOVEMBER 9, 2022

These are the six steps to tackle at the beginning of the new year to set yourself up for success. Work until you have goals and targets set up for the year. Clean out your pipeline. Take a hard look at your pipeline, separate deals that have a chance of closing from those that are dead, and unclutter your CRM accordingly.

Pipeline 61

Pipeline Presentation Networking Quota 61

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Drive the shift from push to pull marketing. Give them control.

B2B 104

B2B GTM Cross-sell High impact 104

Partners in Excellence

MARCH 9, 2023

” Today, we seem to face the same thing in selling, except now it’s data. If I had a nickel for every time I asked to see a pipeline report, I’d have lot’s of nickels. The typical response is, “I don’t know how to pull it up… can you help me?”

Cross-sell 68

Cross-sell Pipeline Represent Technology 68

PandaDoc

DECEMBER 19, 2022

Though the closing ratio is highly impacted by the seller’s skills and insights, the quality of the prospecting list is paramount. Consider using an automation SaaS and hiring external assistants who can enrich your prospecting list and add up the missing data. Sales prospecting fuels your pipeline.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98

SaaStr

JANUARY 28, 2022

When you think of scaling up, many things may come to mind, like hiring, culture, marketing, and sales. But what are the essentials of scaling up, and how do you navigate obstacles along the way to function as a high-impact organization? This includes pipeline generation, champion building, and qualification.

Quota 71

Quota Pipeline Go To Market Up-sell 71

Sales Hacker

JULY 26, 2021

It’s no secret that technology’s evolution is changing the way sellers sell. Seen through this lens, any sales processes that ask employees to jump through hoops is not only unnecessary but is setting up younger employees to fail. Low morale, low productivity, and high turnover. High vs. low-value activities.

Quota 121

Quota Cold Call CRM Sales 121

Partners in Excellence

JULY 15, 2019

My good friend, Andy Paul, and I were talking about the state of selling today. ” So much of the discussion about sales these days focuses on the top of the pipeline, that is, how do we find more opportunities. Don’t get me wrong, prospecting is important, we have to continue to find opportunities to maintain our pipelines.

Pipeline 80

Pipeline Prospecting Growth Up-sell 80

Partners in Excellence

DECEMBER 9, 2018

I don’t like dusting the high spots on your shelves or the high ceilings. And I can’t stand picking up all of Dave’s stuff! ” (Yeah, a few of you are probably siding with him on my picking up my stuff, Kookie has already put me on a performance improvement plan.). He needs to do the whole job!”

Territory 83

Territory Pipeline Commission Sales 83

Hubspot

JUNE 15, 2023

A majority of B2B sales pros say AI/automation is important to their role and has impacted how they plan to sell. Sales reps who currently use AI/automation in their role say they most often use AI/automation tools that offer data-driven insights, like sales forecasting, lead scoring, pipeline analysis, etc.

B2B 78

B2B Sales Prospecting High impact 78

Salesforce

JULY 28, 2022

Elyse Archer , founder and CEO of She Sells, said this should start with the customer need: “What can you change in your processes, systems, and delivery to serve them best now?” Speed up rep success. For example, make it clear you want your reps to double down on pipeline maintenance, ongoing training, and team alignment.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Partners in Excellence

APRIL 7, 2019

SDRs have the responsibility of generating high quality, hopefully, highly qualified pipeline. We want, in these first calls, to engage the prospect in a credible, high impact conversation. Ideally, we are trying to generate enough high quality, ideally qualified leads, to fill our pipelines.

Manufacturing 85

Manufacturing Pipeline High impact Prospecting 85

Highspot

AUGUST 15, 2023

By identifying successful sales strategies , teams can focus on high-impact activities that drive revenue. Optimized Sales Funnel: With sales analytics, businesses can optimize their sales pipeline by identifying bottlenecks and areas for improvement. of Deals in Pipeline * Average Deal Size 7.

Objectives and Key Results 52

Objectives and Key Results Sales Pipeline Technique 52

Partners in Excellence

OCTOBER 31, 2019

As with most pipelines I see, many of these people’s were anemic. Even if they won 100% of the opportunities in their pipelines, they would fall far short. We finally helped them set some goals for target prospects, conducting some campaigns, agreeing on a certain number of high quality prospecting calls per week.

Pipeline 48

Pipeline High impact Prospecting Campaign 48

Gong.io

OCTOBER 19, 2022

Time spent selling. Instead, ensure you are using them in relation to high-impact metrics like demos provided or closed deals. . By tracking these KPIs, you may realize your team is making some basic errors, like not making enough calls or not spending enough time selling. Sell your company. Sell as a team.

Product 62

Product Cold Call Sales Meeting 62

Gong.io

DECEMBER 22, 2021

Coaches live to lift people up and help them succeed. And in the next coaching meeting, they start by following up to see whether the right numbers are moving in the right direction. . Sadly though, even the best sales coaching is never going to bring your lowest performers up to where you need them to be. You’re so right.

Objectives and Key Results 62

Objectives and Key Results Sales Quota Strategize 62

Partners in Excellence

AUGUST 26, 2020

.” We don’t talk much about these principles in selling or as managers in leading our people/organizations. When we identify that, we adjust our engagement strategies showing up where they show up. You can see where, has a huge impact on our how.

Start-ups 96

Start-ups High impact Technique Follow-up 96

Sales Hacker

JUNE 19, 2019

I’m always impressed by the degree of ingenuity that leading sales teams put into their selling strategy. Transactional selling. Solution selling. Consultative selling. Provocative selling. This really is the best example of contextual selling in the virtual world. Product upsells and cross-sells.

Campaign 95

Campaign Cross-sell Sales Up-sell 95

SBI

JANUARY 12, 2022

Second Nature solves a key challenge facing large-scale organizations today: how to efficiently ramp-up sellers’ knowledge to drive revenue, confidence and skills. Faced with an increasingly virtual selling environment, chief sales officers are investing in technology to improve seller and customer conversations,” according to the report.

Launch 31

Launch Pipeline Sales High impact 31

Partners in Excellence

FEBRUARY 26, 2020

Proponents and opponents of cold calling will show up on every side of each of the above issues, seldom defining what they mean, possibly because it generates lots of discussion, but no change in behaviors. Is it trying to engage someone who may have a need for your products and services, but may not be aware of them?

Cold Call 111

Cold Call Prospecting High impact Pitch 111

Heinz Marketing

SEPTEMBER 6, 2021

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! Matt: Welcome everyone to another episode of Sales Pipeline Radio.

Pipeline 101

Pipeline Sales Up-sell Government 101

Partners in Excellence

MARCH 17, 2022

How do we increase the number of high impact conversations for every 100 dials? How do we make sure we are looking at the right opportunities, rather than filling our pipelines with garbage?” It usually meant an airplane trip, which took huge amounts of time and drove our selling expense up.

Conversion 73

Conversion Meeting High impact Start-ups 73

Highspot

JUNE 6, 2023

The Impact of a Productive Sales Team In today’s fast-paced, competitive, digital world, every aspect of operations must be fine-tuned to perform at peak sales efficiency. What exactly do you stand to gain from ramping up sales productivity and increasing quota attainment across your team?

Closing 52

Closing Product Objectives and Key Results Quota 52

Sales Hacker

MARCH 23, 2020

NOTE: Within each category, sales events are arranged according to their calendar date to make it easier to see what’s coming up and find the ones that fit your schedule. The end of the year is the perfect time to assess your performance , set goals , and rev up for the new year. Virtual sales conferences. One-day events.

Sales 78

Sales Growth B2B Networking 78

Sales Hacker

OCTOBER 30, 2018

Follow up with her updates on Twitter at @bridgegroupinc. Joanne Black is one of the leading authorities in referral selling. She is the bestselling author of No More Cold Calling and Pick Up The Damn Phone. Her book Stop Selling & Start Leading is a terrific read on buyer experience and sales.

Inside sales 111

Inside sales Sales Cross-sell Growth 111

SaaStr

DECEMBER 20, 2019

What can be done to ensure not only full but high quality top of funnel? * Why does Manny believe it is so important to track pipeline coverage as one of your core metrics? What does good look like when it comes to pipeline coverage? You need to be able to store your pipeline as well as close it. What is sufficient?

Territory 56

Territory Quota Cross-sell Pipeline 56

SaaStr

MAY 3, 2019

What can be done to ensure not only full but high quality top of funnel? * Why does Manny believe it is so important to track pipeline coverage as one of your core metrics? What does good look like when it comes to pipeline coverage? You need to be able to store your pipeline as well as close it. What is sufficient?

Territory 58

Territory Quota Cross-sell Pipeline 58

Hubspot

JULY 9, 2019

But what about considering the people who are working to sell your products every day? Although factors like your product line, buyer personas, and brand awareness are important, sales managers are also critical to the success of any business as they have the potential to unlock huge returns that impact the business's bottom line.

Sales 85

Sales Quota Commission Drivers/motivators 85

Partners in Excellence

OCTOBER 1, 2016

The Filter Bubble : I’ve written about this in the past, but wanted to bring it up again. First, he discusses the importance of aligning the story with where the customer is in their buying process/where we are in the selling process. I’ll share how they’re working for me in the coming weeks.

Inside sales 82

Inside sales Construction Presentation Meeting 82

Partners in Excellence

FEBRUARY 19, 2018

Many people believe prospecting is the toughest part of selling. But if prospecting is one of the most difficult parts of selling, why are we assigning our least experienced people to do our prospecting? Many will argue, “It’s too expensive, we can’t afford the cost of selling?”

Prospecting 48

Prospecting Sell Appointment Meeting 48

Highspot

SEPTEMBER 28, 2021

” If the answer to that question isn’t clear, it’s a good indication that will complicate, rather than accelerate, your pipeline. . Simply put, the only way you can increase revenue is to sell more. Chances are, precious hours are being wasted in administrative tasks or other non-selling activities.

Sales 52

Sales Cross-sell Growth Technique 52

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. Your sales career project has ups and downs. You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Anything less is failure.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Highspot

JUNE 11, 2020

Working together, aligned teams can deliver high-impact marketing activities, boost sales effectiveness, and ultimately grow revenue. Managing pipeline, territory planning, and forecasting. Sales’ responsibility is, of course, to sell. Seamless handoff between marketing-generated leads and sales. Generating revenue.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Hubspot

AUGUST 12, 2014

Here are three high-impact ways for Marketing and Sales to join forces: 1) Position Marketing as a content creation engine and Sales as a learning and distribution engine. 2) The ability to quickly and efficiently ramp up distribution. They’re the ones on the phone speaking with the leads your marketing team generated.

Cross-sell 68

Cross-sell Repeat business Education Sales 68

Heinz Marketing

AUGUST 27, 2018

For almost three years now, we’ve been producing a weekly radio program called Sales Pipeline Radio ( live every other Thursday at 11:30 a.m. We’ve already featured some great guests and have a line up of awesome content and special guests going forward. Sales Readiness Group has been around for a long time.

Pipeline 49

Pipeline Objectives and Key Results Sales Inside sales 49

Sales Hacker

JUNE 20, 2019

If you sell it, you should know it, right? Well, in a previous life, I spent six years selling to, and thereby studying, Sales Operations. Doing that, you end up learning things that aren’t immediately obvious to everyone else. Shored up our weaknesses by adding tech. Why go so deep? So, what do you do about it?

Quota 70

Quota X-functional Strategize Contract 70