Sales Gravy

APRIL 2, 2025

Below are the key insights from our conversation on why coaching matters, how it boosts sales and culture, and what leaders should do right now to make it happen. A coach helps each individual absorb and adapt those lessons to their unique style, role, or territory. Why Sales Coaching Is Essential Sales is a skill position.

Objectives and Key Results 60

Objectives and Key Results Appointment Territory Technique 60

Hubspot

JULY 23, 2025

What I’ve learned across every region is this: The best funnels don’t push. They anticipate objections. Whether I’m mapping outreach for SaaS in North America or building a consultative sequence for real estate in LATAM, I don’t start with “What should we send?” I start with “What should the buyer feel next?” They guide.

SQL 54

SQL Customers Cold Call Sales 54

Hubspot

JUNE 16, 2025

The job market is crammed with candidates all claiming to be “results-driven” and “customer-focused.” Standing out starts long before the interview — and doesn’t end after the handshake. You show you can identify hidden revenue opportunities and automate follow-ups that close deals faster. But recruiters and sales leaders?

Objectives and Key Results 50

Objectives and Key Results Pitch Sales Follow-up 50

Martech

NOVEMBER 1, 2024

Many organizations start small with AI pilots before scaling. Starting small might feel safe, but it can keep you from achieving your larger goals quickly and effectively. Quarterly results drive many leaders. AI pilots often end up isolated from the rest of the organization, which reduces their impact.

Objectives and Key Results 122

Objectives and Key Results Click Through Rate High impact Drivers/motivators 122

Salesforce

OCTOBER 29, 2024

This practice also applies to canvassing — hanging physical flyers or starting conversations with people on the street to gather information. The five-step, door-to-door sales process includes prospecting, approaching, presenting, closing, and following up. You convert them into customers by closing the deal.

Objectives and Key Results 52

Objectives and Key Results Territory E-commerce Pitch 52

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.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Martech

APRIL 2, 2025

From trend to strategy: How interactivity drives results Social media platforms punish their brand advertisers, influencer marketing loses its edge, but email just keeps on keepin’ on. However, my work with clients shows that interactive email can create more value for customers and drive greater results for your business.

Gaming 95

Gaming Objectives and Key Results Strategize Education 95

Martech

FEBRUARY 20, 2025

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. This is not easy, as behavior is the key factor determining what parts of the company fit into each buying group.

Objectives and Key Results 106

Objectives and Key Results B2B CRM Territory 106

Hubspot

JULY 22, 2024

I’ve also found that regional companies are a great start to your list, as people love to do business with other locals. I know, I know, you'd rather just pick up the phone and call. Here‘s one thing I never fail to do: Look up how to pronounce the prospect’s name. Option 2: Objection I understand.

Cold Call 78

Cold Call Hospitality Objectives and Key Results Follow-up 78

RingDNA

MARCH 18, 2025

The last generation of conversation intelligence solutions promised a way to fix this, but often fell short in delivering value in many key areas — particularly in terms of saving managers’ time, helping in the moments that reps need it most, and empowering every member of the sales team to improve independently. The result?

Conversion 62

Conversion Objectives and Key Results Sales CRM 62

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. Youll get a partner enablement planning canvas to help you align your teams, identify gaps, and set your partners up for success.

Healthcare 52

Healthcare Objectives and Key Results Niche Finance 52

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. A modern account-based sales strategy isn’t just about targeting the right accounts.

Sell 52

Sell GTM Objectives and Key Results Cross-sell 52

Salesforce

JUNE 11, 2025

But when one leading global consulting firm started their implementation, they hit a snag. This approach takes some time up front writing and testing instructions, but in this firm’s case, it was a more efficient way to give agents context than mapping new fields or cleaning up legacy data.

SQL 52

SQL Objectives and Key Results Consult CRM 52

Hubspot

JULY 10, 2025

This guide provides accurate, up-to-date pricing and feature comparisons across all Sales Hub plans as of 2025. Key Features HubSpot branding removed from chat and meetings Multiple currencies accepted for payment HubSpot Payments and Stripe payment integration (U.S. This suite of free tools offers a free business platform.

Price 36

Price Objectives and Key Results Territory Government 36

Highspot

APRIL 20, 2025

Key Takeaways Microlearning delivers targeted knowledge in bite-sized, engaging formats. Short, targeted sessions are ideal for teams juggling meetings, calls, and prospect follow-ups. Microlearning increases knowledge retention by up to 80% compared to traditional training formats. You’re not alone. What is Microlearning?

Go To Market 52

Go To Market GTM Objectives and Key Results Objection handling 52

PandaDoc

JUNE 16, 2025

For employers, OTE helps to align compensation with business objectives. For example, if a commission is contingent upon a customer using a SaaS service for 90 days, a company might award the commission when the deal closes but claw it back if the customer churns before the 90-day period is up.

Commission 52

Commission Quota Represent Sales 52

Highspot

JULY 9, 2025

Key takeaways By leveraging AI across the entire sales cycle, inside and outside sales reps at manufacturers can save time and streamline critical sales tasks. Manufacturing companies that embrace AI in their go-to-market (GTM) enablement programs see up to 20% higher revenue outcomes today. For example, Ritchie Bros.

Manufacturing 40

Manufacturing GTM Objectives and Key Results Sales 40

Salesforce

FEBRUARY 3, 2025

Whether you’re just getting started in sales or you’re onboarding new sales team members , I’ll share the best and most common sales terms used today. 70 key sales terms explained Sales terms reps should avoid Quick guidelines for clearer communication What are sales terms?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Pipeline SQL 52

Sales Hacker

JANUARY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Fred Viet serves as the Chief Sales Officer at Aircall, overseeing global sales and playing a key role in scaling the company’s reach over the last four years. I dont know how I didnt start on Superhuman sooner.

GTM 115

GTM Sell Customers Cold Call 115

Sales Hacker

FEBRUARY 14, 2025

The news was picked up by TechCrunch , BetaKit , and many others. At its core fundraising or selling comes down to three key priorities: Building your network Providing value to that network Turning that value into pipeline Anyway, lets get into it. Max and I have always leaned heavily on marketing and media to drive outsized results.

GTM 77

GTM Sell Pipeline Networking 77

Sales Hacker

APRIL 1, 2025

Scott Barker: I wanna take you back to your time at Microsoft because you oversaw this incredible shift that resulted in growing from $600 million to $5 billion in six years. Uh, I’ve got a fantastic guest lined up today. Um, and it just, just doesn’t, doesn’t pass, you know, it doesn’t get the energy up.

GTM 62

GTM Up-sell Start-ups Gaming 62

Salesforce

FEBRUARY 17, 2025

Whether you’re upgrading your current process or looking for fresh techniques, these are the best methods to set you up for a successful year. Make these goals actionable with a balance of activity key performance indicators (KPIs) and outcome metrics. Get to know your customers better Start by analyzing sales call transcripts.

Territory 59

Territory Negotiate E-commerce Objectives and Key Results 59

Salesforce

MARCH 25, 2025

Different teams may define or calculate metrics like ROI or active users differently, or there may be inconsistencies across different dashboards leading to inconsistent results and distrust. Significant time is wasted on redundant analyses, resulting in inefficiencies and inconsistent business definitions. Ready to get started?

Government 78

Government Objectives and Key Results SQL Territory 78

Sales Pop!

JUNE 10, 2022

They can tell when you’ve wandered into unknown territory. This article will discuss 14 tips for setting yourself up for a successful sales call. This could be when a prospect starts asking you personal questions or tries to pursue you romantically. It could also be when a prospect starts cursing at you.

Objectives and Key Results 244

Objectives and Key Results Sales Prospecting Construction 244

STAR Results

NOVEMBER 14, 2021

When I was running a sales force , I was equally focused on finishing the year off and starting the next year even stronger. I would get my sales team to begin building plans for a strong start in the upcoming year at this time of year. Top companies are focused on being ready to start the year off with a bang.

Territory 227

Territory Objectives and Key Results Sales Start-ups 227

Veloxy

JULY 19, 2023

Are you struggling to optimize your sales territories and boost your sales team’s productivity? 64% of companies struggle with ineffective territory planning. In this blog post, we will guide you through the essential steps to create an effective sales territory management plan that will lead your team to success. Let’s dive in!

Territory 130

Territory Objectives and Key Results CRM Outside Sales 130

Veloxy

JANUARY 2, 2024

Grab a warm coffee or tea and let’s get started! Invest in the Right Technology As mentioned, inefficient processes and manual tasks take up too much of your sales reps’ time. Set and Track Sales Objectives Setting goals is essential for your company to consistently achieve growth targets in sales.

Product 246

Product Territory Objectives and Key Results Sales 246

Search Engine Land

OCTOBER 6, 2023

Whether you have just built your first search campaign or have already set up thousands, once you hit the “launch” button, you’re probably already thinking about how to effectively track and share the results of your efforts. What automated reports can you set up to do some heavy lifting for you?

Objectives and Key Results 120

Objectives and Key Results CTR Campaign Territory 120

Veloxy

DECEMBER 28, 2023

Grab a warm coffee or tea and let’s get started! Get Your Free Ebook Key Takeaways Outside sales is the practice of selling through direct, in-person interactions. Another effective prospecting strategy is cold calling, which, when done correctly, can yield excellent results.

Outside Sales 243

Outside Sales Cold Call Represent Objectives and Key Results 243

ConversionXL

MAY 24, 2013

Continuously testing your hypotheses will not only yield good results for conversion rates, but will also give you a better understanding about your customers – Having a clear idea of what your customers actually like and prefer can do wonders for your branding and marketing in other channels as well. 2) Define your website goals.

A/B testing 131

A/B testing Objectives and Key Results E-commerce Real Estate 131

Veloxy

MARCH 15, 2023

Let’s get started. It is a comprehensive approach that helps organizations increase their revenue growth by aligning their sales, marketing, and customer success efforts with their business objectives. This results in higher customer satisfaction, increased customer loyalty, and improved customer retention.

Cross-sell 246

Cross-sell Objectives and Key Results Teamwork Growth 246

Salesforce

SEPTEMBER 19, 2023

If sales reps are your army, then sales territory mapping is your battle plan. But drawing a map is often a manual and time-consuming process, making it difficult to keep up with changing economic circumstances. This guide walks you through how to design and optimize your sales territory map. Your business can’t afford to wait.

Territory 59

Territory Objectives and Key Results Sales Drivers/motivators 59

Women Sales Pros

SEPTEMBER 12, 2018

Even if you cringe at the thought of stirring up your tried-and-true method of operation, that’s OK. But even the best sales performers change things up from time to time to make sure they are on top of their game. Bring in an objective third party to help, especially if they have experience solving this type of challenge.

Territory 95

Territory Objectives and Key Results Consult Sales 95

Search Engine Land

OCTOBER 5, 2023

Google has swiftly changed the retail SERP landscape over the last year with: Product results taking up 45% of the SERP composition in Q1 2023. Google Search Console (GSC) releasing new KPIs to measure against product result appearance types, to Google refining the way it contextualizes results to ecommerce consumers.

Retail 105

Retail Product Objectives and Key Results Real Estate 105

Sales Hacker

MAY 29, 2023

Key takeaway: Account executive Varenya Penna uses wins and learnings from her BDR-to-AE journey to create the 90-day SDR-to-AE guide she wishes she’d had. Starting your journey from SDR to AE? This will help you learn what the AEs did on the leads, how they navigated the conversations, and what was the end result.

Territory 102

Territory Objectives and Key Results CRM Pitch 102

Gong.io

NOVEMBER 21, 2022

Sales territories get a bad rep. . But that’s not a problem with sales territories as a whole so much as it’s a problem with how those territories were created and assigned. When you create balanced sales territories that everyone is happy with, the benefits can be huge. . What is a sales territory?

Territory 62

Territory Objectives and Key Results Sales Clients 62

ConversionXL

OCTOBER 14, 2021

In this article, we’ll share key brand tracking metrics and methods for how to measure and optimize your success. Key brand tracking metrics. Unlike conversion rate formulas that produce statistically significant results, the ROI of brand awareness is less obvious and quantifiable. Have you built perceived value ? . Take Tesla.

Objectives and Key Results 158

Objectives and Key Results A/B testing Growth Market share 158