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. A coach helps each individual absorb and adapt those lessons to their unique style, role, or territory. Thats where coaching comes in.

Objectives and Key Results 59

Objectives and Key Results Appointment Territory Technique 59

Salesforce

APRIL 9, 2025

Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. Sales representatives who don’t take time off often end up burned out, which reduces productivity and job satisfaction. Sign up now Thanks, you’re subscribed!

Quota 84

Quota Territory Represent Commission 84

Hubspot

SEPTEMBER 9, 2024

During my time as a sales rep, building a lead list was one of my first activities when I took on a new sales role, territory, or industry vertical. MQLs that your sales team has vetted and identified as worthy of direct follow-up. Sales Qualified Leads (SQLs). Opportunity. Evangelist.

Territory 83

Territory Cold Call SQL Campaign 83

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 66

Meeting Pipeline Quota Sales 66

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 81

CRM Price User Experience Customer Relationship Management 81

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 83

Sell Territory E-commerce Sales 83

SaaStr

MARCH 12, 2025

Top CMO Learnings: The CMO should be the quarterback of your pipeline – They’re the only executive with visibility across all four pipeline sources (Marketing, SDR outbound, Alliances, and Sales outbound). This wasn’t what you signed up for when founding a “product company,” was it?

Pipeline 79

Pipeline B2B Territory Quota 79

Salesforce

OCTOBER 22, 2024

Implementing the MEDDIC sales process Other sales methodologies to consider Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. Sign up now Thanks, you’re subscribed! Learn more What is the MEDDIC sales process?

E-commerce 87

E-commerce Territory Pitch Sales 87

Salesforce

NOVEMBER 12, 2024

CVPs should not be confused with unique selling propositions (USPs). So, when you meet with a potential customer, you must be prepared to sell them on your product or service — and position yourself as a trusted advisor. Truck drivers would pull up to a truck stop, go inside, get a cup of coffee and come back out.

Transportation 52

Transportation Drivers/motivators Customers Territory 52

Salesforce

MARCH 31, 2025

Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. Find patterns in sales performance and motivators, and use the data for follow-up discussions about compensation plans, prizes for sales contests, and more. Learn more 1.

Drivers/motivators 64

Drivers/motivators Quota Territory E-commerce 64

Hubspot

JULY 23, 2025

My pipeline felt bloated with names that had no business being there. What I’ve learned across every region is this: The best funnels don’t push. It brings clarity, reduces wasted effort, and creates real movement in the pipeline. It shows up in morale, in consistency, and in confidence. It was clean, sharp, and complete.

SQL 36

SQL Customers Cold Call Sales 36

Salesforce

NOVEMBER 14, 2024

Organizations must now have the data to back it up. A sales capacity plan can also help you optimize the resources you already have on hand and keep your focus on selling more effectively rather than worrying about having a big enough team to handle increased demand. Sign up now Thanks, you’re subscribed!

Growth 52

Growth Quota Territory E-commerce 52

Martech

SEPTEMBER 16, 2024

Whether it’s targeting specific regions, industries or customer segments, martech’s role is to act as a bridge between business objectives and customer engagement. Sample goals: Host 10 regional events to generate new sales opportunities. Increase regional sales pipeline by 20%. Processing.

Go To Market 67

Go To Market Objectives and Key Results A/B testing Territory 67

Hubspot

JUNE 16, 2025

Hiring managers don't just want to know what you sold — they want to know how fast you moved deals through the pipeline. You show you can identify hidden revenue opportunities and automate follow-ups that close deals faster. A candidate for a business development role was asked to sell the company's software on the spot.

Objectives and Key Results 50

Objectives and Key Results Pitch Sales Follow-up 50

Salesforce

NOVEMBER 15, 2024

Best practices for developing an official SDR career track Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Partners in Excellence

OCTOBER 15, 2024

Want to grow by 100%, easy—double your outreach and activities, double your pipeline, “poof” you’ve scaled. We calculate the marketing activities needed to support our selling activities. We look at the capacity of our people, and scale them, adding more selling widgets based on the math.

Territory 62

Territory Growth Start-ups Pipeline 62

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. Learn more What is door-to-door sales?

Objectives and Key Results 52

Objectives and Key Results Territory E-commerce Pitch 52

Hubspot

OCTOBER 28, 2024

This shift in focus, from selling features to solving a specific pain point, increased our engagement and conversion rates dramatically.” Leading With the Hard Sell Right Away Sandra Stoughton , Director of Marketing Operations at TruBridge , says, "A common mistake is leading with a hard sell right away.

Cold Call 77

Cold Call Objectives and Key Results Pitch Territory 77

Highspot

APRIL 1, 2025

Traditional onboarding can take up to 26 weeks at the executive level; AI role-play cuts this time dramatically. They are all waiting for you to screw up your script so they can tell you about it. Is it a 1:1 coaching session, pipeline review, or deal strategy discussion?

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Salesforce

DECEMBER 17, 2024

Firmographic: The characteristics of businesses or organizations that make up your target audience, including company size, industry, revenue, number of employees, and growth potential. Sign up now Thanks, you’re subscribed! Learn more What is an ideal customer profile (ICP)? Back to top ) Get the latest articles in your inbox.

Prospecting 52

Prospecting Customers Territory E-commerce 52

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. According to Gartner, 77% of B2B buyers say their most recent purchase felt “very complex or difficult,” highlighting the importance of thorough product knowledge for anyone selling or supporting a solution.

Product 52

Product GTM Objectives and Key Results Cross-sell 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. 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

Salesforce

APRIL 2, 2025

The rep for the SaaS product sees that a major airline has signed up and is using their software. These insights offer an opportunity for sales teams to tailor their outreach and identify upsell and cross-sell opportunities. Learn more What is product-led sales? The data may also reveal areas for product or service improvement.

Product 86

Product Territory Sales Price 86

Highspot

JUNE 23, 2025

And because Highspot tracks how buyers engage with content—what they view, how long they spend, and when they drop off—it surfaces personalized follow-ups that help reps stay relevant and move deals forward. And that gap shows up in the numbers. The difference? Most sales plays aren’t built for scale.

Growth 52

Growth B2B Objection handling Objectives and Key Results 52

Hubspot

SEPTEMBER 4, 2024

To ensure data integrity, some teams waste up to half their workday updating and maintaining spreadsheets. If a sales rep calls in sick, their replacement can quickly catch up on an opportunity and continue the sales process seamlessly. It’s almost impossible to achieve this level of detail using spreadsheet CRMs. Data enrichment.

CRM 73

CRM Price Contact Pipeline 73

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

Hubspot

JULY 10, 2025

This guide provides accurate, up-to-date pricing and feature comparisons across all Sales Hub plans as of 2025. Starter also unlocks two deal pipelines per account, compared to just one in the Free plan, which enables teams to manage multiple sales processes (e.g., new business vs. renewals) separately.

Price 36

Price Objectives and Key Results Territory Government 36

Hubspot

DECEMBER 11, 2024

In B2B, this often means combining hard numbers (like pipeline data) with qualitative inputs (like sales rep confidence levels). An analysis by Dgtl Infra found that when they used integrated forecasts (combining sales data, usage metrics, and market trends), they closed 31% more revenue than those relying on pipeline data alone.

Technique 36

Technique Retail Pipeline SQL 36

PandaDoc

JUNE 16, 2025

Some are based on overall revenue, while others may focus on various KPIs and metrics like the number of deals closed or total pipeline generated. Tiered commission rates encourage reps to sell more by raising their commission as revenue is earned. Building effective sales collateral (decks, one-pagers, follow-up proposals, etc.),

Commission 52

Commission Quota Represent Sales 52

Sales Gravy

FEBRUARY 25, 2025

Surround Yourself with Positive Inputs When youre in a mid-winter sales rutespecially in cold, gray weatheryour environment can either lift you up or drag you down. Load up on podcasts, audiobooks, or uplifting content. That pattern helped him stay focused and eventually led him to top-performer status in his region.

Territory 54

Territory Drivers/motivators Quota Sales 54

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. Learn more What you’ll learn: What are sales terms?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Pipeline Cold Call 52

Highspot

JULY 9, 2025

Manufacturing companies that embrace AI in their go-to-market (GTM) enablement programs see up to 20% higher revenue outcomes today. Every follow-up becomes more tailored, with AI recommending sales assets based on what’s worked in similar deals.

Manufacturing 40

Manufacturing GTM Objectives and Key Results Sales 40

Sales Hacker

JANUARY 7, 2025

So that means I know how many months ahead I need to look at to make sure I’ve got enough pipelines. So if I look at a month or a quarter, you start and you say, okay, do we have enough pipeline? The first one, I know my sales cycle. We need to build, we need to close. Fred Viet: It’s a big difference.

GTM 117

GTM Sell Customers Cold Call 117

SaaStr

JULY 16, 2025

She joined us LIVE for SaaStr Workshop Wednesday — sign up for the next one here. Restructure marketing around what works : Raaz moved field marketing under sales leadership, recognizing that regional alignment matters more than organizational charts. I knew what pipeline was, but very high level.

Product 97

Product Territory Growth Entertainment 97

Sales Hacker

MAY 20, 2025

Is everything that we’ve learned up to this point, helping us drive insight to fuel strategy for that next layer of growth. We’re then setting up the rules like, this is how you do this thing, this is how you progress an opportunity. Navin Persaud: Blowing up on my LinkedIn feed is the concept of a GTM engineer.

GTM 106

GTM Engineering Growth X-functional 106

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 78

GTM Sell Pipeline Networking 78

Sales Hacker

FEBRUARY 4, 2025

So you guys are open up a new chapter down there. Scott Barker: Hell Casey Woo: it’s, it’s a, definitely a very up and coming tech ecosystem out there that I’m excited to help invest in. Cause you’re not setting up [00:09:00] trust. Our pipeline is getting weak here. Scott Barker: I love that man.

GTM 88

GTM Finance Cross-sell X-functional 88