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On this episode of The Sales Gravy Podcast, JBJ sits down with Amy Franko, a sales expert specializing in the mid-market, to discuss pipeline velocity, qualifying deals, and the importance of asking the right questions in sales. Monitoring how quickly deals move through the pipeline can significantly impact quarterly and yearly outcomes.
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.
Presenting: Showing the value of what you sell. How to Remove Salesforce CRM Friction Learn how to remove friction points tied to Salesforce, helping your sales team sell easier and faster. Automation is key, the right tools will ensure that nothing gets missed with proper follow-ups. There's more, read today!
Source: GTM Partners, 3Ps GTM Maturity Model It’s not just about selling more products. He’s not just selling individual products; he’s bundling solutions that solve pain points across multiple areas of a client’s business, increasing cross-product value and making the platform more attractive and sticky for customers.
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.
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.
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?
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.
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.
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.
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.
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.
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.
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.
Ellie in Galveston, Texas, faces a scenario that many young sales professionals know all too well: How do you earn respect and project confidence when youre selling to people who are older and more experienced than you? When you believe you lack standing, that energy radiates, and prospects pick up on it.
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!
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.
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.
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.
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?
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.
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.
We all know that selling is hard. Why do binge on content on writing the perfect cold open, they killer LI outreach, 10 ways to overcome every objections, AI prompts to 10X our pipelines. Selling is hard! Selling isn’t easy. The post Selling Isn’t Easy, So Why Do We Keep Hitting The Easy Button?
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).
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.
Selling to developers and engineers isn’t like selling to any other buyer. Here are the 10 biggest mistakes he sees startups make when selling to technical buyers—and how to fix them. We’d show up and 100 people would show up wanting to sign autographs with the founders.” ” 9.
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.
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?
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.
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.
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.
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.
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.
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.
Dear SaaStr: How Do I Ramp a New Sales Rep at a Seed Stage Start-Up? Here’s how you can accelerate their ramp effectively: Start with Hands-On Training Don’t throw them straight into selling. Here’s how you can accelerate their ramp effectively: Start with Hands-On Training Don’t throw them straight into selling.
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.
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.
Pipedrive is a CRM centered on sales and built for pipeline visibility and productivity. It stands out with its visual sales pipeline, making lead management and activity tracking more intuitive and actionable. It stands out with its visual sales pipeline, making lead management and activity tracking more intuitive and actionable.
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. We have 1000s of companies that will do this for you and will set up initial meetings. We do have a pipeline problem!
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.
The present endless models on selling activities, outlining monthly and quarterly goals for demand/lead gen, outreach, meetings, top of pipeline, pipeline, renewal/retention, comp models and so forth. They look at comp expectations, perhaps tweaking the plans to meet certain budgetary or other goals.
Heres what to include: Pipeline Health : Review the pipeline metricsdeal velocity, win rates, average deal size, and pipeline coverage. Tools like Gong can provide insights into call quality, follow-ups, and adherence to best practices. Are there enough opportunities at each stage to hit your targets? If so, why?
Pre-Sell During the Lead Capture Process 4. Turn Opt-Ins Into Buyer-Ready Segments Lead Funnels That Attract, Qualify, and Sell Stop Competing for Attention, Start Commanding It Lead Funnels Are Not List Funnels The biggest mistake marketers make is confusing lead funnels with list funnels. Build Micro-Commitments Into the Funnel 3.
Early movers who consolidate now will have cleaner data and faster cycles when the technology catches up. AEs Want to Sell, Not Admin—AI Will Handle the Rest The Hard Data : Average AE spends only 28% of their time actually selling. Follow-up email response rates are 60% lower when AEs write them vs. marketing-crafted sequences.
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