Highspot

MAY 15, 2025

Key takeaways Personalization is a must, not a nice-to-have, since 71% of buyers expect personalized experiences, and 76% get frustrated when they don’t get them. The best pitch decks follow a story arc that connects the problem to your solution with clear proof and a strong CTA. What is a sales pitch deck? The good news?

Pitch

Martech

NOVEMBER 12, 2024

This forecast highlights the key trends, challenges and opportunities reshaping GTM strategies for the coming year. Getting AI right means unscrewing the sales pitch There’s a very short, very provocative book titled “What Tech Calls Thinking” by Stanford professor Dr. Adrian Daub. Are you kidding? What does this mean in practice?

GTM

Hubspot

MARCH 12, 2025

Being a salesperson today feels like trying to get someones attention in Times Square; buyers are swamped with choices, blinking lights, and loud pitches from every direction. For sellers, the key benefit is a shorter sales cycle, allowing them to close deals more efficiently. And, this can have beneficial results.

Sell

Hubspot

JUNE 16, 2025

Pitching clients, negotiating partnerships, growing a network. The job market is crammed with candidates all claiming to be “results-driven” and “customer-focused.” Buj highlights data analysis and CRM skills as key differentiators: ‘It signals adaptability to sales tech stacks.’ You can’t escape it. Same story.

Objectives and Key Results

Hubspot

OCTOBER 28, 2024

billion-year history of the known universe — have tapped some experts for their takes on key cold calling mistakes you need to avoid. Jumping into a pitch without first asking questions or listening to the prospect's needs can feel aggressive and off-putting. Let's see what they had to say! 10 Common Cold Calling Blunders 1.

Cold Call

SalesProInsider

MAY 23, 2025

But heres the truth: The key to better conversions isnt moving fasterits slowing down. Lets look closer at how slowing down can actually speed up your results. Validate and Reflect Paraphrase back key themes or statements. Objections are fewer. Please tell me more about whats behind that. Prospects feel heard.

Conversion

Highspot

OCTOBER 29, 2024

Sales coaching is one of the many key responsibilities of a sales leader and is one of the most effective ways to increase sales performance across your team. Traditional sales coaching focuses on tactical issues and deal reviews – leaving little time for the kind of coaching that actually gets the desired results.

Objectives and Key Results

Sales Gravy

JUNE 5, 2025

Marketing can be blind to the value propositions that are working for sales if they do not understand the sellers’ pitches and approach to closing deals. Tackle Sales Objections Together Every sales professional understands that the path to a closed deal is rarely a straight line. Marketing iterates based on real-world results.

Objectives and Key Results

Hubspot

JANUARY 8, 2025

No matter how you angle your pitch, how well you attempt to align your solution with their needs, or how many glowing testimonials you share, theyre just not buying it. However, once youve done so, you wont be stuck in the endless loop of pitching and hoping something sticks. This is their definable, objective goal.

Intrinsic

Highspot

MAY 26, 2025

Key takeaways Learning analytics connects training investments directly to business results, helping teams prove impact and make faster, smarter decisions. For example, sales reps who skipped interactive role-plays in training struggled with objection handling. The result?

Objectives and Key Results

Highspot

FEBRUARY 20, 2025

Key Takeaways Product training is essential for anyone responsible for taking a product to market. A solid curriculum empowers: Sales to confidently build relationships, handle objections, meet customer expectations, and close deals faster. Product training techniques like gamification keep teams motivated. co-marketing materials).

Product

Hubspot

APRIL 9, 2025

Others save you time but damage your results meaning youll ultimately be less productive for using them. During an enterprise software pitch, a prospect threw out an unexpected question one that shifted the conversation in the wrong direction. Steer clear of these nine shortcuts, or youll only create more work for yourself.

Real Estate

Highspot

JANUARY 23, 2025

Key Takeaways Strong soft skills are just as important, if not more so, than technical expertise for sales success. Soft skills training programs help bridge this gap by providing reps with interactive techniques for excelling, driving consistent results, and building stronger client relationships.

Objectives and Key Results

PandaDoc

JUNE 27, 2025

Sales enablement content gives your sales reps the resources they need to build trust, help with objection handling , and move potential customers through the sales funnel. Content management: Tools that can help you organize, update, and share resources easily are key to a smooth strategy. It’s a necessity, not a luxury.

Objectives and Key Results

Hubspot

JULY 23, 2025

They anticipate objections. In the Evaluation stage, I share tailored case studies or objection-busting content. As sales strategist and author Aaron Ross once said, “The more predictable your system, the more scalable your results.” You need a clear customer journey, a few key tools, and a commitment to thinking like the buyer.

SQL

ClickFunnels

JULY 29, 2025

Crafting a Webinar That Converts Without a Finished Product You might be wondering how to pitch something you haven’t built yet. The key is to sell the transformation, not the content. What results will they walk away with? Here’s a breakdown of the five key components: 1. What change will they see?

Sell

Highspot

JUNE 24, 2025

Key takeaways Sales role plays give sales representatives the space to build confidence in a safe, low-risk environment that encourages them to make mistakes and learn from them. ” This role-play helps sales reps develop a concise sales pitch that’s on message and easy to personalize. They’re missing a few key features.”

Objectives and Key Results

Highspot

JULY 29, 2025

Key Takeaways Leveraging go-to-market (GTM) task automation can ensure more on-time follow-ups with personalized content delivery to high-value prospects in your sales pipeline. The result of using such an automation solution? Where do frequent errors occur in our workflows and efforts to complete key tasks?

Go To Market

PandaDoc

JULY 9, 2025

The key is understanding which methodology—or combination—fits your buyers, your product, and your team. It guides how your team handles discovery calls , proposals, objections , and everything in between. Instead of pitching a product, you act like an advisor. Keep listening to your team, tracking results, and staying flexible.

Objectives and Key Results

Salesforce

OCTOBER 29, 2024

Each step requires detailed knowledge of your target audience and a pitch personalized to them. Simply put, to have the best chance of closing a deal, you need to research your prospects — including their pain points , goals, industry, and competition — and ensure your sales pitch speaks to them.

Objectives and Key Results

Highspot

JUNE 23, 2025

Many organizations still treat AI as a standalone tool, rather than integrating it into key workflows like sales calls, content sharing, or coaching. Maybe your reps are getting stuck because they skipped objection-handling content. And with scenario-based coaching, they can practice objection handling before it happens live.

Growth

Hubspot

JULY 18, 2025

But when your demo, pitch, or messaging reflects their specific challenges, language, and goals, it short-circuits skepticism and builds immediate emotional buy-in. Instead of using standard templates in their demos, they customize everything around the prospect’s real sales playbook, objection-handling examples, and KPIs. The result?

Referrals

Hubspot

JULY 22, 2024

Option 2: Objection I understand. They want to jump straight into their pitch because they’re afraid of rejection. Acknowledge that their time is valuable and you have a pitch for them while still keeping the mood light. Is it ok if I send you a follow-up email to review at your convenience? This is hard for cold callers.

Cold Call

Highspot

JUNE 17, 2025

Key Takeaways Best-in-class AI sales assistant software helps sales managers and their teams tackle time-consuming, routine tasks and enhance customer interactions. For example, AI assistants for sales teams can highlight key points and use content automation to deliver a relevant case study to share with leads.

Sell

Hubspot

APRIL 30, 2025

The prospect had bombarded me with tough questions and objections, and the whole time I thought they were poking holes in my pitch because they werent interested. It sounds obvious, but its easy to slip up and find yourself planning for the next part of your pitch. Do they want better results? Increased efficiency?

Contract

Martech

FEBRUARY 20, 2025

Marketing to a single lead in B2B is like pitching to one person in a boardroom and ignoring everyone else. I enjoyed Eric Dates’ recent MarTech article, “ How the Salesforce Lead Object broke B2B marketing (and how to fix it).” The result is that the company doesn’t act as a single entity. Processing.

Objectives and Key Results

PandaDoc

JUNE 2, 2025

What measurable result does the buyer expect? How MEDDIC works MEDDIC serves as a checklist for uncovering the key elements of any potential deal. That way, pitches and messaging can be further refined to align with their unique business perspective. The acronym breaks down as follows: Metrics. Economic Buyer. Decision Criteria.

Objectives and Key Results

Highspot

JULY 7, 2025

Key Takeaways Executing 1:1 and 1:few account-based selling strategies geared toward high-value target accounts is how leading enterprise sales teams drive sustainable revenue growth. This multi-threaded strategy often results in a larger deal size and higher overall revenue per account.

Sell

Highspot

MAY 15, 2025

Key takeaways Partner enablement extends your sales force with skilled external teams who can represent your brand, reach new markets, and close deals with the same confidence and consistency as your internal reps. Then, set key performance indicators (KPIs) to track progress. times more likely to exceed seller revenue targets.

Healthcare

Highspot

JULY 3, 2025

Key takeaways Constant communication and collaboration among sales, marketing, and enablement is the foundation of any successful B2B sales enablement strategy today. Enablement delivers tailored messaging frameworks, impactful customer stories, and data-driven proof points to strengthen their sales pitches and presentations.

B2B

PandaDoc

JUNE 2, 2025

This is a key moment in the sales conversation, because it helps potential buyers feel like theyre talking to an industry insider who has both the knowledge and the sales experience to help them solve problems. The key is to focus on a business problem that the buyer either hasnt fully recognized or has misjudged in scope.

Process

Highspot

APRIL 20, 2025

Key Takeaways Microlearning delivers targeted knowledge in bite-sized, engaging formats. Your GTM team must understand product details and perfect messaging to overcome competitive objections, influence prospective buyer decisions, and drive real results. Review the gaps in sales calls, win/loss data, and campaign results.

Go To Market

PandaDoc

JUNE 23, 2025

You want to come out of the call with a better understanding of their role, their objectives, and their challenges. “I pay a lot of attention to the key competencies of the person I’m talking to,” Helen says. Failing to build a connection Another key mistake is failing to establish rapport or build a connection.

Objectives and Key Results

PandaDoc

MARCH 25, 2025

Complex sales cycle stages The lengthier sales cycle for complex sales is a direct result of higher costs and greater decision-maker involvement. Here is an overview of the sales process for complex sales: Discovery/needs analysis: Understanding your customers needs and challenges is key to demonstrating how your product or service can help.

Objectives and Key Results

Hubspot

FEBRUARY 24, 2025

Key signals include emotional reactions the prospect shows frustration or urgency around their challenges. When pitching complex solutions, abstract concepts often fall flat. Suddenly, their eyes lit up they could see themselves achieving the same results. Prospects want to solve that problem, and it is a high priority.

Sell

Hubspot

FEBRUARY 13, 2025

As a result, all your ideas will be in one place, which is ideal if youre managing a large team and need everyone working toward the same objective. It's demotivating to see their hard work result in dead ends. Economic Buyer Your economic buyer is a key player in the MEDDPICC sales methodology. It was effective.

Objectives and Key Results

Salesforce

FEBRUARY 3, 2025

70 key sales terms explained Sales terms reps should avoid Quick guidelines for clearer communication What are sales terms? This metric reflects how well you retain customers: Churn rate formula = (Total customers/Number of customers lost) 100 Closed-won Indicates that a deal has been finalized, resulting in a new customer acquisition.

Objectives and Key Results