Hubspot

JANUARY 8, 2025

Youre selling something to someone who just wouldnt budge. If I just described a familiar struggle one you might know all too well Im here to share a solution that might be the answer to your prayers: Gap selling. Truthfully, gap selling takes patience, practice, and persistence to master.

Intrinsic 79

Intrinsic Sell Objectives and Key Results Technique 79

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. This shift in focus, from selling features to solving a specific pain point, increased our engagement and conversion rates dramatically.” Let's see what they had to say!

Cold Call 77

Cold Call Objectives and Key Results Pitch Territory 77

Hubspot

JULY 23, 2025

They anticipate objections. They move buyers forward through a mix of logic and emotion, urgency and trust. It shows up in morale, in consistency, and in confidence. In the Evaluation stage, I share tailored case studies or objection-busting content. Funnels help you sell the way people buy. You’re building trust.

SQL 54

SQL Customers Cold Call Sales 54

Hubspot

APRIL 9, 2025

Some, like scheduling follow-up emails or creating a repeatable framework for researching prospects, streamline your day without harming the quality of your work. Others save you time but damage your results meaning youll ultimately be less productive for using them. Plan follow-up strategies when, how, and what to say.

Real Estate 69

Real Estate Objectives and Key Results Follow-up Contact 69

Hubspot

JUNE 16, 2025

The job market is crammed with candidates all claiming to be “results-driven” and “customer-focused.” A seller who grasps industry trends, compliance challenges, and operational workflows can build trust faster—and close bigger deals. Sales revolves around two key goals: acquiring new customers and keeping them. Same story.

Objectives and Key Results 50

Objectives and Key Results Pitch Sales Follow-up 50

Martech

OCTOBER 11, 2024

But now, edge computing is kicking things up a few notches, enabling personalized, real-time interactions faster, more efficiently and more securely. When you handle data locally, you cut down on those frustrating delays and ease up on bandwidth use. Edge computing might sound like bougie sales jargon.

Objectives and Key Results 73

Objectives and Key Results Retail Healthcare User Experience 73

Highspot

FEBRUARY 20, 2025

Key Takeaways Product training is essential for anyone responsible for taking a product to market. Does that inspire trust? Product training is a structured learning process that helps team members understand, communicate, and sell a product. Product training techniques like gamification keep teams motivated. Probably not.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

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 52

Objectives and Key Results Negotiate Cross-sell Technique 52

Highspot

APRIL 1, 2025

Key Takeaways Traditional sales role play often feels forced and anxiety-inducing, limiting a reps ability to build genuine sales confidence. Traditional onboarding can take up to 26 weeks at the executive level; AI role-play cuts this time dramatically. Then, you will receive a summary of the results by the end of the session.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Hubspot

JULY 18, 2025

For example, when I worked with a project management SaaS client, we mapped a typical buyer journey like this: A marketing director realizes their team is missing deadlines (Awareness), compares tools like Asana and Monday.com (Consideration), and then signs up for a free trial with my client’s software (Decision).

Referrals 67

Referrals GTM Objectives and Key Results Trust 67

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. Best for: Long sales cycles, relationship-based selling, B2B solutions. Sales methodologies can feel like a buzzword parade.

Objectives and Key Results 40

Objectives and Key Results Consult Education Sales 40

Salesforce

OCTOBER 29, 2024

Like other sales approaches, the goal of door-to-door sales is to establish a relationship with a customer, upsell , cross-sell, and close more deals. The five-step, door-to-door sales process includes prospecting, approaching, presenting, closing, and following up. Sign up now Thanks, you’re subscribed!

Objectives and Key Results 52

Objectives and Key Results Territory E-commerce Pitch 52

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. Those that use AI realize up to 20% better revenue outcomes. Nearly half (49%) of go-to-market (GTM) teams use AI sales tools, and 41% plan to in 2025.

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

Hubspot

JULY 22, 2024

I know, I know, you'd rather just pick up the phone and call. But trust me, spending just a minute upfront will make you wildly more successful. Here‘s one thing I never fail to do: Look up how to pronounce the prospect’s name. Option 2: Objection I understand. Then, I can follow up with you tomorrow.

Cold Call 78

Cold Call Hospitality Objectives and Key Results Follow-up 78

RingDNA

MARCH 18, 2025

Conversation intelligence is the future of smarter selling—helping you close more deals, coach more effectively, and drive continuous improvement. Our conversation intelligence platform empowers sales teams to sell with confidence, turning every interaction into actionable insights. The result?

Conversion 62

Conversion Objectives and Key Results Sales CRM 62

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. Guide: What Good Client Engagement Looks Like Download free guide What is account-based selling?

Sell 52

Sell GTM Objectives and Key Results Cross-sell 52

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. This is the first step in building trust and sets the stage for a consultative approach. The result? They achieve 2.7 times more conversions and 1.8

Pitch 52

Pitch Objectives and Key Results Presentation Price 52

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

PandaDoc

MAY 12, 2025

A poor pricing strategy erodes trust, damages positioning, and undermines long-term brand growth. Its a core concept of pricing analytics and a key variable in how businesses ultimately set prices, forecast demand, and position products in competitive markets. Make decisions based on emotion, trust, or status.

Price 52

Price A/B testing Non-Profits Legal 52

RingDNA

MARCH 31, 2025

Analyze sales conversations in real-time to improve coaching and objection handling. Personalization at Scale: The Role of Sales Ops in Account-Based Selling Account-based sales (ABS) and marketing (ABM) continue to gain traction, requiring sales teams to deliver hyper-personalized messaging at scale.

Government 62

Government Cross-sell Objectives and Key Results CRM 62

PandaDoc

JUNE 23, 2025

So, how can you set your team up for success during these crucial conversations? You want to come out of the call with a better understanding of their role, their objectives, and their challenges. Don’t overpromise or assume you’ll figure things out later–that’s how you set yourself and the customer up for a bad experience.

Objectives and Key Results 52

Objectives and Key Results Commission Legal Sales 52

PandaDoc

JUNE 2, 2025

How the Challenger process works In short, the Challenger method is summed up as teach, tailor, and take control. Warm up the buyer The process starts with a strong foundation of credibility. A good warm-up becomes a relationship builder that opens the door to deeper conversations.

Process 52

Process Objectives and Key Results Sales Angle 52

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. Complex sales cycle stages The lengthier sales cycle for complex sales is a direct result of higher costs and greater decision-maker involvement. Objection handling: Customers may have concerns about pricing, competitors, or implementation.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

PandaDoc

JULY 23, 2025

Instead, the data captured by the CRM system just sits on the platform without being implemented toward shared key goals. The strategy also needs to align the CRM’s role with broader company objectives like increasing revenue, improving onboarding, reducing churn, or expediting deals within the sales pipeline.

CRM 52

CRM Customers Objectives and Key Results Strategize 52

Hubspot

FEBRUARY 24, 2025

Five years into my B2B marketing career, I noticed a pattern: The clients who said yes were the ones whom I understood not just their stated needs but their underlying motivations through conceptual selling. Table of Contents What is conceptual selling? While traditional selling asks, What do you need? Heres how it works.

Sell 46

Sell Drivers/motivators Objectives and Key Results Cross-sell 46

Highspot

OCTOBER 14, 2024

Key Takeaways An effective revenue operations strategy streamlines every touchpoint of the customer journey and prevents disjointed experiences. A revenue operations strategy outlines the steps, objectives, and KPIs needed to maximize revenue growth. What is a Revenue Operations Strategy?

Teamwork 52

Teamwork Objectives and Key Results Cross-sell Follow-up 52

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. 70 key sales terms explained Sales terms reps should avoid Quick guidelines for clearer communication What are sales terms? You don’t push the cheapest option; you position what’s cost-effective.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 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

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. We need to be inside the ecosystem because that’s a key model for us.

GTM 115

GTM Sell Customers Cold Call 115

Hubspot

FEBRUARY 21, 2025

Desperate for a solution, I turned to target account selling a method Ive since refined into a system thats helped me land six SaaS clients in under four months. Table of Contents What is target account selling? How does target account selling work? What is target account selling? How does target account selling work?

Clients 41

Clients Sell Cross-sell Objectives and Key Results 41

Understanding the Sales Force

JUNE 20, 2025

Let’s break down what they’re searching for and why investing in their sales teams with proven training is the real key to explosive growth. What CEOs Are Searching For (And Why It’s Not Enough) Grok AI determined that CEOs are diving into eight key areas online to drive revenue, based on 2025 trends. Most salespeople kind of suck.

Objectives and Key Results 62

Objectives and Key Results Strategic partnership Pipeline Growth 62

Heinz Marketing

JUNE 19, 2025

The problem is that since PMing is an investment that doesn’t directly produce revenue, it can be a tough sell. While I am a firm believer in a PM being key the moment you start producing content and campaigns, there are some teams with greater need. We did, basing it on one leadership-subjective field and three objective ones.

Objectives and Key Results 78

Objectives and Key Results GTM Cross-sell Clients 78

Sales Hacker

FEBRUARY 14, 2025

The news was picked up by TechCrunch , BetaKit , and many others. Raising a fund, securing capital for a startup, or even selling into the enterprise all share a common foundation: relationship-driven sales. Another way to think of this is that we were moving from selling to SMBs to selling into the Enterprise.

GTM 77

GTM Sell Pipeline Networking 77

Sales Hacker

FEBRUARY 18, 2025

Discussed in this Episode: When to hire your first account executives Key traits to look for in early sales hires Structuring compensation for first sales reps Should you ‘hire the buyer’ to be your sales rep? As a key GTMfund partner, they equip sales and marketing teams with top performers. Um, at Fractal when we had.

GTM 95

GTM Quota Drivers/motivators Sales 95

Martech

OCTOBER 18, 2024

As a result, many posts have all the liveliness and personality of a press release. This is best done passive-aggressively: “It’s great to see [competitor] getting back up to speed. New campaign objectives are being added — including brand awareness, engagement, website conversions and video views.

Objectives and Key Results 139

Objectives and Key Results Click Through Rate B2B Campaign 139

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

Martech

MARCH 14, 2025

Your deep understanding of customer behavior, cross-functional perspective and ability to demonstrate tangible business impact make you a key player in this effort. Email: Business email address Sign me up! Show how improved data governance builds customer trust : Transparent and secure data handling increases consumer confidence.

Customers 103

Customers Cross-sell E-commerce X-functional 103