Martech

JUNE 11, 2025

B2B marketers are under pressure to deliver pipeline, but the old playbook of MQL chasing, generic content and paid ads isn’t cutting it anymore. We need a measurable proof of concept that fosters collaboration and helps us build a pipeline together. Marketers are pressured to deliver tangible results, usually leads and pipeline.

Pipeline 115

Pipeline B2B Cross-sell Education 115

Sales Gravy

JANUARY 7, 2025

On this Sales Gravy Podcast segment, I answer your burning questions on driving revenue, growing your pipeline, leading your teams, and staying ahead of the competition. Embrace Deep, Differentiated Sequences My top recommendation is to lean heavily into deep, multichannel prospecting sequences. No Silver Bullet, But.

Prospecting 98

Prospecting Appointment Referrals Gaming 98

Sales Gravy

OCTOBER 15, 2024

Key Takeaways: – The Role of AI in Sales: Sellers are being inserted deeper into the sales process, with AI managing much of the early stages such as lead generation and pipeline building. Value-Based Selling: One of the major challenges in sales is convincing prospects to see beyond the initial costs and focus on the long-term benefits.

Sell 98

Sell Pipeline Lead generation Networking 98

Martech

AUGUST 12, 2024

Status: Public Beta Applicable HubSpot Hubs: All Hubs Applicable HubSpot Tiers: All Tiers Centralize sales tasks with the new Sales Workspace What’s new: The Prospecting Workspace is evolving to become the Sales Workspace, allowing salespeople to manage both pipeline building and deal closing from one centralized location.

CRM 124

CRM Pipeline Contact Conversion 124

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 98

Prospecting Pipeline Follow-up Sales 98

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

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?

Strategize 119

Strategize Angle Territory Sports 119

Sales Gravy

DECEMBER 25, 2024

Relentless Prospecting Wins Deals: The deals you close tomorrow start with the work you do today. This year, we discussed the importance of consistent prospecting and how staying disciplined with your outreach pays off. Whether its calls, emails, or social touches, keeping your pipeline full is the foundation of success.

Conversion 96

Conversion Pitch Sales Trust 96

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

Sales Gravy

OCTOBER 22, 2024

Brynne shares essential information on avoiding common mistakes like the dreaded "pitch slap," the importance of personalization over automation, and how to truly engage with prospects on LinkedIn. Key Takeaways: – LinkedIn as a Networking Tool: Approach LinkedIn interactions like networking at an event.

Pitch 96

Pitch Networking Trust Pipeline 96

Hubspot

OCTOBER 15, 2024

Sales is, in large part, the art of developing trust in a tight window — making credibility one of the most valuable assets you can have when engaging with prospects. To help you out on that front, we connected with some sales leaders for the strategies they leverage to establish themselves as credible, consultative resources for prospects.

Prospecting 74

Prospecting Trust Consult Pitch 74

Sales Gravy

MARCH 18, 2025

Gaius, who runs an insurance brokerage in Ohio wants to know how to get his new sales agents cold calling and building pipeline earlier in their training cycle, without making them feel overwhelmed and sabotaging their confidence. Over time, theyll rely less on help but theyre still building pipeline from Day One.

Cold Call 77

Cold Call Commission Appointment Pipeline 77

Heinz Marketing

SEPTEMBER 29, 2024

Clay is a powerful tool designed to streamline and supercharge how teams prospect, engage, and convert leads through intelligent data scraping, enrichment, and automation. It simplifies collecting, cleaning, and utilizing prospect data, ensuring teams are equipped with high-quality, actionable insights. What is Clay?

CRM 95

CRM Pipeline Prospecting Consult 95

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

MARCH 4, 2025

Matt from Grand Rapids says, If I dont make my cold calls, our pipeline will go dry. In this Ask Jeb segment of the Sales Gravy Podcast I walk Matt through practical strategies to carve out time for prospecting and target the right prospects so that he can keep his sales pipeline fulleven while being pulled in a dozen directions.

Cold Call 54

Cold Call Pipeline Niche Referrals 54

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 97

Appointment Negotiate Sales Represent 97

Sales Gravy

JANUARY 14, 2025

If you havent defined clear performance metricslike call activity, lead generation, conversion rates, or daily prospecting targetsthen you dont really have a plan. While its not perfect, it can be a game-changer for prioritizing outreach to the prospects most likely to buy. You have a wish list. You have a wish list.

Appointment 98

Appointment Cross-sell CRM Pipeline 98

Martech

NOVEMBER 19, 2024

Use tools for better tracking and prospecting Tools like HubLead or Surfe make it easy to add LinkedIn prospects to HubSpot and keep tabs on LinkedIn activity within the CRM. This is perfect for teams who want to see LinkedIn’s impact on their pipeline and fine-tune outreach efforts based on what’s working.

CRM 129

CRM Contact Pipeline Follow-up 129

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

Sales Gravy

FEBRUARY 11, 2025

Below, youll find practical strategies to bridge that confidence gap, project authority, and demonstrate a relaxed assertiveness that resonates with prospects of any age. As I reminded her, rarely will a prospect openly declare, I dont respect you because youre young. Instead, we often impose that narrative on ourselves.

Sell 82

Sell Pipeline Prospecting Trust 82

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

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 70

Quota Pipeline Appointment Prospecting 70

Sales Gravy

APRIL 10, 2025

Youre hoping your sequence will nurture your prospect into buying without you having to actually sell. Whatever the flavor, the phone remains your fastest path to building pipeline. Your job isnt to make the prospect feel warm and fuzzyits to guide them to a decision. Lets call this what it is: avoidance. Phone Calls Cold calls.

Closing 85

Closing Objection handling Cold Call Contract 85

Partners in Excellence

JULY 16, 2025

Everything I hear these days is about, “We need more pipeline!” ” We are failing to meet our numbers, supposedly, because we don’t have enough opportunities in our pipelines. Prospects aren’t responding the way they used to. The solution to our weak pipelines is more outreach!

Pipeline 107

Pipeline Prospecting Up-sell Meeting 107

SaaStr

DECEMBER 20, 2024

They’ll be the first ones to tell you what’s working and what’s not on calls with prospective customers. Implementing a framework and criteria for product and pitch certification with your frontline managers will ensure prospective customers better understand the solution they’re buying.

Pitch 104

Pitch Promote Sales Pipeline 104

Partners in Excellence

JULY 7, 2025

Whether it’s more outreach, more prospecting, more meetings, more demos, more proposals, more pipeline. We discover new things like, LinkedIn prospecting and other social engagement, that create new things for us to do. Our people are exhausted, our pipelines are bloated, our budgets are stretched.

Pipeline 105

Pipeline Trust Start-ups Prospecting 105

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. If you’re chasing the wrong leads, you’re wasting time. Use tools like LinkedIn Sales Navigator, Apollo, or ZoomInfo to find leads.

Start-ups 73

Start-ups Pipeline Up-sell Sales 73

Search Engine Land

AUGUST 14, 2024

Your ads and landing pages should speak to your prospective customers using the same language as your sales team. Make sure you connect your CRM and map your sales pipeline in the ad platforms, so that you can later highlight which conversions were most valuable to your business. Recreate your sales pipeline. Quality of leads.

CRM 116

CRM Campaign Niche Negotiate 116

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. ” I see too many opportunities in qualified pipelines, I see too many opportunities “committed to a forecast,” that are just interesting conversations.

Pipeline 113

Pipeline Prospecting Conversion Meeting 113

Martech

SEPTEMBER 6, 2024

Instead of a static approach, Dynamic Sequences allow reps to focus their efforts on prospects more likely to convert, enhancing efficiency and sales outcomes. How it helps you Ideal for Sales Ops and Admins without BDR or SDR capacity, Prospecting Agent automates the research and outreach process.

User Experience 117

User Experience Contact Campaign CRM 117

Hubspot

MARCH 13, 2025

Its relatively straightforward to do simply take your current pipeline, multiply the gross at each milestone times your historical close rates (actual or estimated), and determine if a seller can reasonably expect to be YTD one sales cycle ahead. Relying upon seller opinions when grading pipeline health. Current pipeline.

Meeting 66

Meeting Pipeline Quota Sales 66

Engage Selling

JUNE 30, 2025

You know that deal in your pipeline that’s been dragging on and on… It’s time to be honest: Is this prospect worth it? This video breaks down how to spot … The post When to Give Up on a Deal first appeared on Colleen Francis - The Sales Leader.

Pipeline 98

Pipeline Prospecting Sales 98

Martech

AUGUST 19, 2024

These insights help refine your target list, allowing you to focus on prospects with a higher chance of converting. Account-specific metrics Tracking the growth of account-specific metrics, such as pipeline value and sales opportunities generated from targeted accounts, will provide insight into the direct impact of your ABM effort.

B2B 120

B2B Objectives and Key Results Campaign Contact 120

Martech

SEPTEMBER 5, 2024

The LinkDR platform includes AI-powered prospecting to find relevant websites and influencers, a verified email finder, customizable outreach templates and follow-up sequences, a CRM-style pipeline for managing link-building campaigns, and an analytics dashboard to track ROI and link quality metrics.

Retail 112

Retail Gaming Campaign Engineering 112

Salesforce

JANUARY 9, 2025

Sales acceleration is a collection of strategies using automated tools and workflows to help sales representatives move leads through the end-to-end sales pipeline faster, engage with customers more effectively, and close more deals in less time. It works by optimizing various factors across the sales pipeline.

Closing 98

Closing Represent Territory Lead generation 98

Sales Hacker

DECEMBER 10, 2024

It wasn’t until 2018 five years into his tenure that they developed a structured approach to guiding prospects through the sales process. Building the sales organization In the formative years, Levelset lacked a formal sales playbook. Listen to Martin explain more context around this in episode 125 of The GTM Podcast.

GTM 109

GTM Construction Quota Growth 109