Sales Gravy

JANUARY 12, 2025

Im hearing sob stories from leaders and individuals everywhere who are waking up to the cold, hard truth that they are staring down the barrel of a thin or empty pipeline. They focus on closing deals and finishing the year strong but fail to balance that with prospecting activity for the future. So the question is, how do you do this?

Pipeline 98

Pipeline Prospecting Sales Networking 98

Sales Pop!

DECEMBER 18, 2023

Since we often get questions about how Pipeliner integrates with other applications in a company, we will answer the most frequently asked questions about CRM and integration in this series of articles. At Pipeliner, for example, we run 58 different SaaS applications. Seamless integration of data from A to Z across the enterprise.

CRM 218

CRM Pipeline Electricity Prospecting 218

Sales Pop!

SEPTEMBER 18, 2021

Next in our series on Pipeliner concepts, let’s explore Common Lists. The Pipeliner CRM Common Lists are another first for Pipeliner CRM, and no other vendor has anything like them. Because Pipeliner features are so flexible, Account Hierarchy is not limited in its use. We’re not having physical meetings.

Pipeline 244

Pipeline CRM Contact Consult 244

Understanding the Sales Force

NOVEMBER 15, 2024

When prospecting doesn’t take place on a daily basis, salespeople fail to build their pipelines. When there aren’t many new opportunities in the pipeline, very little new business will get closed n months from now where n is the length of the sales cycle.

Prospecting 71

Prospecting Cold Call Pipeline Gaming 71

Iannarino

NOVEMBER 7, 2023

Sales leaders expect their sales force to carefully qualify prospective clients , as they don’t want them wasting time on non-opportunities. These same leaders also insist every first meeting be logged in the CRM to ensure they have the coverage they believe is necessary to reach their goals.

Pipeline 298

Pipeline CRM Clients Meeting 298

Iannarino

MARCH 6, 2023

B2B salespeople need to create a pipeline of new opportunities to achieve their goals. To do this, the salesperson will need to contact potential customers over time, identifying and scheduling a first meeting with potential buyers.

Prospecting 294

Prospecting Pipeline Contact B2B 294

Sales Gravy

DECEMBER 19, 2024

In this episode of The Sales Gravy Podcast, discover how Alex Niswander used the Fanatical Prospecting framework to maximize outreach and build meaningful client relationships. Learn about creative touchpoints, High-Intensity Prospecting call blocking (HIPs), and actionable tips to fill, move, and close your sales pipeline effectively.

Prospecting 97

Prospecting Pipeline Follow-up Gaming 97

Understanding the Sales Force

JANUARY 18, 2025

A similar scenario where salespeople spend time getting ready before conducting an act happens with prospecting for new business. While not all salespeople are required to prospect, those who do often follow the gift giving ritual where they spend quite a bit of time getting ready before making their calls. So it’s the opposite.

Quota 135

Quota Appointment Meeting Sales 135

Sales Gravy

APRIL 23, 2025

Kyle, a field sales rep from British Columbia is struggling with a common prospecting challenge: how to consistently prospect when you're constantly on the move. He described his typical daystarting at job sites at 7:30 AM, running between appointments, sending proposals from his truck, and working from Starbucks in between meetings.

Prospecting 66

Prospecting Appointment Outside Sales Territory 66

Hubspot

MARCH 13, 2025

And even with revenue up in 2024 , reps are still struggling to meet their sales goals. In addition, I reached out to other sales experts to hear what they had to say about setting and meeting revenue goals so you can take home some best practices from their experience. Relying upon seller opinions when grading pipeline health.

Meeting 66

Meeting Pipeline Quota Sales 66

Hubspot

JULY 15, 2024

If you find navigating LinkedIn overwhelming, trust me, you're not alone — but if you approach the platform with a clear strategy, you can turn it into a powerful tool for generating pipeline and driving sales. Here's a look at the “clear strategy” I use to ensure I get the most out of my LinkedIn prospecting efforts.

Prospecting 78

Prospecting Process Real Estate Non-Profits 78

Sales Gravy

JUNE 10, 2025

Here's a question that exposes one of the most dangerous myths in modern sales: How do you set the right pipeline creation target to consistently hit quota? The obsession with pipeline multipliers is creating more problems than it's solving, and it's time we had an honest conversation about what actually drives predictable revenue.

Pipeline 54

Pipeline Appointment Quota Follow-up 54

Veloxy

JUNE 8, 2022

Perhaps the answer could be in your sales pipeline. Research shows that top performing companies and sales teams do extremely well when it comes to managing their pipeline. However, over 60% of sales teams say their companies are doing a bad job of managing the sales pipeline. What is a Sales Pipeline? But first….

Pipeline 195

Pipeline Technology Technology Cross-sell 195

Veloxy

FEBRUARY 12, 2025

The email tracking analytics send instant alerts when prospects interact with your communications. Outreach - Sales Engagement My experience evaluating sales productivity tools shows that Outreach really stands out because it makes prospecting work easier. The results get even better with a 5X increase by the second month.

Product 130

Product CRM Price Objectives and Key Results 130

Partners in Excellence

DECEMBER 9, 2024

As you know, I participate in 100s of pipeline and deal reviews every year. One of my standard queries focuses on pipeline quality. ” The responses are, “Well they are talking to us, we are having interesting meetings. Why would they be meeting with us if they weren’t serious?”

Pipeline 117

Pipeline Prospecting Conversion Meeting 117

Heinz Marketing

MARCH 7, 2025

By Carly Bauer , Marketing Consultant at Heinz Marketing A well-structured demand generation strategy is the backbone of consistent pipeline growth. out of 5), according to Heinz Marketings recent Predictable Pipeline Benchmarking analysis. Utilize retargeting to re-engage prospects who have already interacted with your brand.

Pipeline 94

Pipeline Growth A/B testing Campaign 94

Martech

OCTOBER 21, 2024

Audience definition Different teams have different “customers” — prospects, partners and existing clients. The result: instead of scrambling to find speakers two months out, they had a pipeline of engaged customers ready to share their stories, creating a continuous content engine for the year. And field sales? But the payoff?

Strategize 116

Strategize Angle Territory Sports 116

ClickFunnels

AUGUST 17, 2021

The post The Best Sales Prospecting Tools To Use For Your Business appeared first on ClickFunnels. Sales prospecting can be a great way to get a new business off the ground. Today we are going to take a look at the best sales prospecting tools that can help you to: Find prospects. Reach out to prospects.

Prospecting 244

Prospecting Price CRM Pitch 244

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

Partners in Excellence

FEBRUARY 12, 2025

But when I started looking at the performance, I realized, despite consistently meeting the goals, the number of qualified leads this person was developing was about the same as his peers. Even when he was talking to a prospect, he would hang up at 5 minutes, then call the person back. But one person consistently beat the goals.

Gaming 118

Gaming Contract Pipeline CRM 118

ClickFunnels

JUNE 24, 2021

The post Creating A Sales Prospecting Process That Works appeared first on ClickFunnels. That’s exactly what we are going to discuss today: What is sales prospecting? How to create a sales prospecting process that works? How can you go beyond sales prospecting to grow your business explosively? What Is Sales Prospecting?

Prospecting 214

Prospecting Process Cold Call Customer Relationship Management 214

Heinz Marketing

SEPTEMBER 24, 2024

6sense uses AI to surface prospects most likely to be in-market for your product by monitoring buyer intent signals such as web searches, content engagement, and company behavior. Over time, it learns which email content resonates best with different prospects. AI Solution : Platforms like Outreach.io

Objectives and Key Results 101

Objectives and Key Results GTM CRM Follow-up 101

Partners in Excellence

SEPTEMBER 16, 2022

Recently, a reader wrote, asking a lot of questions about pipelines–what are they, why are they important, how do we leverage them, and so forth. For example, I know of very few sales training programs that teach pipeline concepts (we’ve been doing this for the past 30 years). So strap in… What is the pipeline?

Pipeline 133

Pipeline Prospecting Closing Up-sell 133

SaaStr

JUNE 22, 2025

Build Pipeline Relentlessly At seed stage, pipeline is everything. Roll up your sleeves and prospect yourself. Don’t wait to hire an SDR team—start building pipeline immediately. And make sure you’re tracking metrics: how many leads convert to meetings, how many meetings to opportunities, and so on.

Pipeline 83

Pipeline Up-sell Start-ups Sales 83

Sales Gravy

OCTOBER 29, 2024

Results in prospecting don’t happen overnight; staying consistent over time is key to building a strong pipeline and generating lasting success. – The opening of a conversation is just as important as closing a deal, making daily prospecting essential for building new relationships.

Appointment 96

Appointment Negotiate Sales Represent 96

Understanding the Sales Force

MARCH 31, 2025

We all get these spammy emails and LinkedIn messages on a daily basis which promise more meetings, more customers, an increase in revenue, and success like we’ve never seen before. Even the people who provide the services promising inbound leads, meetings, and sales increases are struggling to generate inbound leads!

Pipeline 77

Pipeline Cold Call Click Through Rate Territory 77

SaaStr

JUNE 19, 2025

But … 🔥Already got 15 meetings from it, 7.5% They want to flip a switch and suddenly have AI SDRs booking 50 meetings a week with zero effort. You’re letting an AI represent your brand to prospects and you check the outputs “sometimes”? Rolling out our AI SDR this morning. But most teams don’t.

Objection handling 105

Objection handling Sales Legal Strategize 105

Understanding the Sales Force

APRIL 16, 2025

Although this article will provide a blueprint for building a strong, full, and sustainable pipeline, we begin with a hospital analogy. When I was in the hospital for surgery in February, and during the recovery that followed, I had specific KPIs assigned at discharge that I was required to meet.

Pipeline 77

Pipeline Hospitality Drivers/motivators Sales 77

SaaStr

JULY 1, 2025

It spans marketing attribution, lead scoring, outbound sequencing, meeting booking, discovery calls, proposal generation, contract negotiation, and post-sale expansion. Start measuring outcome metrics (pipeline quality, deal velocity, win rate). The other 72%? CRM data accuracy sits at 47% across most sales orgs.

Territory 84

Territory CRM Negotiate Relationship building 84

Sales Pop!

MARCH 23, 2023

When it comes to managing your sales process, two of the most popular tools on the market are Pipeliner CRM and HubSpot Sales Hub. Pipeliner CRM Features Pipeliner CRM is a sales management tool designed to provide a complete view of the sales pipeline, from prospecting to closing.

CRM 130

CRM Pipeline E-commerce Sales 130

SaaStr

JULY 1, 2025

Build Pipeline Relentlessly At seed stage, pipeline is everything. Roll up your sleeves and prospect yourself. Don’t wait to hire an SDR team—start building pipeline immediately. And make sure you’re tracking metrics: how many leads convert to meetings, how many meetings to opportunities, and so on.

Start-ups 70

Start-ups Pipeline Up-sell Sales 70

SaaStr

MAY 11, 2025

Target 50 great prospects a week and make your outreach personalized and thoughtful. If youre just sending templated emails without understanding your prospects pain points, youre wasting your time. Invest The TIme Here : You need to know who your best prospects are. Track your calls, emails, and meetings religiously.

High impact 93

High impact Pipeline Strategize Prospecting 93

Partners in Excellence

DECEMBER 11, 2024

Then, we might have had some pipeline reports and manually generated activity reports, and they were seldom in real time. We can track where our customers/prospects are poking their noses on our websites, even other areas they are researching. I reflect back to the “old days,” imagine the stone ages of 10 years ago.

Pipeline 118

Pipeline Gaming Presentation Follow-up 118

Sales Gravy

MAY 12, 2025

Your quota doesn't take a summer vacation, so your pipeline-building efforts can't afford to either. Summer is coming fast and if you dont get your pipeline positioned for success now, youll be scrambling come mid-July. According to data from HubSpot, prospecting response rates can drop by as much as 25% between June and August.

Quota 66

Quota Pipeline Appointment Prospecting 66

Partners in Excellence

JULY 17, 2023

Over the course of my career I’ve looked at thousands of pipelines/funnels. Recently, I was in a meeting discussing the pipeline health. The managers, defensively, responded, “Dave, we know we need to get more in our pipelines. But there’s more. “What do you mean? .” “What do you mean?”

Pipeline 114

Pipeline Contact Closing Process 114

Veloxy

AUGUST 10, 2021

But not to worry, the additional free time will allow your employees to spend more time actually selling and connecting with prospects. Artificial intelligence can listen in on meetings, calls and emails to automatically correlate these actions and automate data entry to save even more time. 5: Simplifying Pipeline Management.

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Process Sales Technique Pipeline 328

Veloxy

JUNE 23, 2021

Wrap touchpoints around meetings. If you’ve made in-person sales calls, then you’re probably already comfortable being in a room with prospects. The main one is to treat video sales meetings like in-person calls. Would you show up to a serious meeting in a t-shirt and baseball cap? The sales process matters.

Sell 317

Sell Education CRM Up-sell 317