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. The question is, how soon can they start generating leads and setting up sales conversations?

Cold Call

Sales Gravy

DECEMBER 25, 2024

Whether its calls, emails, or social touches, keeping your pipeline full is the foundation of success. Showing up daily, sticking to your routines, and doing the small things consistently makes a big difference over time. Whether its calls, emails, or social touches, keeping your pipeline full is the foundation of success.

Conversion

Sales Gravy

JANUARY 14, 2025

Consider: Conversion Rates from Inbound Leads Speed to Lead (How fast are you following up?) Maybe you need to tighten up your proposals so more of them convert. Choose a CRM that matches your current size and selling process. All of them, if they are metrics that matter to your business goals. Data points you to the gaps.

Appointment

Veloxy

OCTOBER 22, 2024

Reduced Time Spent on Manual Tasks I’ve worked with sales teams that would spend hours each week on tasks like: Updating CRM entries Following up with leads Tracking email engagement It’s not only inefficient, but it also distracts from what really matters: selling. AI automates these tasks.

Prospecting

Sales Gravy

APRIL 10, 2025

The Fancy Stuff Is Failing You We see it all the timesalespeople hiding behind automation tools, social selling gimmicks, and relationship-building fluff. Youre hoping your sequence will nurture your prospect into buying without you having to actually sell. Follow-up calls. Most reps send five emails and give up.

Closing

Partners in Excellence

JANUARY 2, 2025

We assign pipeline metrics, identifying the number of opportunities each person must have for a “healthy” pipeline. Yet our pipelines are increasingly unhealthy. Attrition is up. Virtually every indicator says “selling is broken!” We assign number of dials, outreaches, meetings per day.

Pipeline

Sales Pop!

NOVEMBER 30, 2024

As we march towards the end of 2024 and another selling year, we work to close deals and position ourselves for a strong start to 2025. While focusing on these two selling success factors, we need to also consider a broader and more all-encompassing topic – our markets. And how well can you sell and serve remotely?

Transportation

Partners in Excellence

FEBRUARY 12, 2025

The leader held this individual up as a high performer. At the 5 minute mark, he would hang up, then call the buddy back. Even when he was talking to a prospect, he would hang up at 5 minutes, then call the person back. But they were still struggling to make their numbers and fill their pipelines.

Gaming

SaaStr

OCTOBER 25, 2024

For the subsequent ten years in software, we’ve optimized every little bit of how we sell it. But today, it’s different because the kinds of software we sell aren’t the same. In 2020, we transitioned from a physical selling universe to a virtual selling universe. It isn’t predictable. ‘ Great!

Go To Market

Highspot

JULY 13, 2025

Pipeline marketing , industry events, and cold calling remain vital for generating leads, but social selling offers another viable lead-gen and -nurturing approach. The pressure on sales representatives to perform today (read: move faster, show up sharper, and close more) is high, to say the least. What is social selling?

B2B

Sales Gravy

FEBRUARY 11, 2025

Ellie in Galveston, Texas, faces a scenario that many young sales professionals know all too well: How do you earn respect and project confidence in selling when youre dealing with people who are older and more experienced than you? When you believe you lack standing, that energy radiates, and prospects pick up on it.

Sell

Sales Gravy

FEBRUARY 18, 2025

Our conversation ranged from the impact of AI to the growing importance of a consultative selling mindset in modern selling. Below, youll discover practical insights you can leverage to sharpen your competitive edgeregardless of what industry or region you sell intoand take advantage of these emerging trends.

Consult

Sales Hacker

DECEMBER 10, 2024

His path to Levelset was serendipitous he had tried to sell Wolf health insurance, thinking the company was much larger than it actually was. With no background in software sales, he had to quickly pick up the ropes of B2B selling, making numerous mistakes along the way.

GTM

Highspot

AUGUST 12, 2025

Specifically, they analyze what slows things down and deters progress—whether it’s delayed evaluation of each sales rep’s pipeline performance or failing to tag (and steer clear of engaging) low-quality leads. Go-to-market tech stack maturity A connected, intuitive GTM technology stack speeds things up. But don’t stop there.

Pipeline

Hubspot

SEPTEMBER 30, 2024

A solid social selling strategy falls somewhere between “nice-to-have” and “need-to-have” in the modern sales landscape. But navigating social selling isn‘t always straightforward. That’s why we here at The HubSpot Sales Blog reached out to some experts for their takes on the mistakes you need to avoid while social selling.

Sell

Search Engine Land

AUGUST 14, 2024

If you haven’t been keeping up with the role of automation and AI in lead gen advertising, this article includes advice and experiences on: Managing your ad strategy. AI tools to help you level up fast. As you implement or level up your comfort with AI, remember that ad accounts are not always your biggest lever for improvement.

CRM

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

Partners in Excellence

JANUARY 23, 2025

Anyone entering into selling immediately sees the obsession we have with numbers. We become obsessed with forecasts, pipelines, and their health. They create revenue models, bow ties, and related models reducing selling to a math equation. Despite ramping up the numbers, increasingly we are not achieving our goals.

Gaming

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. Sell the First $1M Yourself At this stage, you’re not just managing—you’re selling. What objections come up?

Pipeline

SaaStr

JULY 1, 2025

Dear SaaStr: I’m Joining a Start-Up as Head of Sales At Just $1m ARR. You almost never catch up, otherwise. 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.

Start-ups

SaaStr

AUGUST 8, 2025

Ideally Though — Before You Start Before making any major moves, you need to understand the lay of the land: Pipeline Health : What does the pipeline look like? What’s the win rate, and how much pipeline coverage do you have? SDRs : Invest in 2–3 SDRs to generate pipeline for the AEs. Can you upsell or cross-sell?

B2B

Salesforce

JUNE 17, 2025

And for all you scale-ready sales leaders: Easily expand your partner ecosystem with Partner Cloud’s centralized management of enablement, pipelines, and comp planning. Onboard fast, sell faster See how Sales Cloud speeds up the sales cycle with data and AI, making you more efficient at every step.

Sell

Veloxy

FEBRUARY 12, 2025

Sales teams today spend 70% of their workday on non-selling activities a massive roadblock to hitting quotas. Sales Reps are swamped with 1,400 non-selling hours every year. Prove it to me Sign up for free 1. Lets dive in. Double Sales Productivity in only 1 Minute. Eliminate 75%+ of those activities in 1 minute with Veloxy.

Product

Martech

JULY 11, 2024

They could be the 10 biggest or most important (based on pipeline value) accounts. They’re building a relationship based on interest, not jumping to selling a solution they have shown no real interest in pursuing. Email: Business email address Sign up now Processing. Pull data on 10 accounts to start. See terms.

B2B

Sales Gravy

MARCH 30, 2025

The most important thing you can do right now is conduct a deep dive analysis of your pipeline. Get your calculator out and do the math on how much you need in your pipeline to crush your Q2 number. But be very careful if your pipeline needs work, the failure to take immediate action will come back to bite you.

Quota

SaaStr

MARCH 23, 2025

I really liked this one and wanted to write up a few more learnings. Balance Structure with Founder Knowledge When Graham joined, he discovered the founders had “unconscious competence” in selling to certain customer segments (particularly financial services).

GTM

Sales Gravy

APRIL 2, 2025

Dennis from Chesterfield, Missouri, wants to know if sales coaching truly moves the performance needle, especially when shifting from transactional approaches to more consultative selling. Research shows that simply sending people to training without one-on-one follow-up leads to a big dip in retention and performance.

Objectives and Key Results

Sales Gravy

APRIL 24, 2025

Its for closers, leaders, and the ones who want moremore pipeline, more wins, more control over their career. Inconsistent follow-ups? The ego stays in check, the mindset stays sharp, and the momentum stays up. The moment you stop chasing growth is the moment someone else starts catching up. This isnt feel-good fluff.

Sports

Heinz Marketing

JUNE 26, 2025

But too many teams are still focused on vanity engagement metrics that don’t translate to pipeline. That means: CSMs receiving alerts from product usage or NPS spikes Marketing launching dynamic nurtures triggered by signal thresholds Sales following up with tailored plays linked to behavior or milestones Example Workflow 4.

GTM

Hubspot

MARCH 13, 2025

And even with revenue up in 2024 , reps are still struggling to meet their sales goals. This begins at the sales rep level but can become an enterprise-wide problem when sales staff, from reps up to SVPs, focus on their year-to-date (YTD) positions against quota. Relying upon seller opinions when grading pipeline health.

Meeting

Sales Gravy

DECEMBER 19, 2024

Learn about creative touchpoints, High-Intensity Prospecting call blocking (HIPs), and actionable tips to fill, move, and close your sales pipeline effectively. The 90-Day Prospecting Payoff: Prospecting efforts often show results after 90 days, emphasizing the importance of daily consistency to maintain a steady pipeline of opportunities.

Prospecting

Hubspot

AUGUST 7, 2024

SaaS startups need to choose a CRM that meets them where they're at now and can keep up with projected growth over the next five and 10 years. This can be big-picture, like revenue planning, or in the minutia of your day-to-day, like letting you know that a lead opened your email and telling you when to follow up. Growth Potential.

CRM

Sales Gravy

JUNE 19, 2025

Focusing solely on the quick sale burns through pipeline leads faster than you can replace them, leaving you on a perpetual hamster wheel of prospecting just to stay afloat. When a customer churns, you lose all potential referrals, upsells, and cross-sells they could have generated. Think about your personal life.

Commission

RingDNA

JULY 2, 2025

CPSP – Certified Professional Sales Person The Certified Professional Sales Person (CPSP) program from the National Association of Sales Professionals (NASP) is designed for reps at any stage of their career looking to build a strong foundation in modern selling. Duration: ~3 hours (self-paced) Cost: Free 7.

Retail

RingDNA

APRIL 11, 2025

But beyond merely revealing insight into reps’ performance, tracking the right sales KPIs is critical to assessing they overall health of your sales pipeline. And a lot of companies are finding it harder to build pipeline than ever before. Some common call dispositions might include busy, no answer, hang-up or appointment set.

Quota

Hubspot

JULY 23, 2025

My pipeline felt bloated with names that had no business being there. It brings clarity, reduces wasted effort, and creates real movement in the pipeline. It shows up in morale, in consistency, and in confidence. I can say, “Here’s how we warm up cold accounts,” or “Here’s the content you send after a demo.” Every time.

SQL

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