Partners in Excellence

JUNE 24, 2025

Too often, we skip it, instead rushing to pitch our products. When we do some nominal level of discovery, it’s actually a product pitch in disguise. The product pitch comes later. The post Discovery, A Product Pitch In Disguise! Great discovery is foundational to understanding our customers and their needs.

Pitch

Anthony Cole Training

JUNE 6, 2025

Integral to every sales training and coaching program, we work with organizations to help them write and deliver their phone scripts, value propositions, and elevator pitches. For salespeople and managers, this skill is critical as it often initiates the relationship on the right foot by getting the audience engaged.

Pitch

Cerebral Selling

DECEMBER 5, 2024

Training focuses on the wrong skills: in an increasingly product-centric world, much of the training sales teams receive is focused on product knowledge. In fact, a study analyzing 100,000 successful sales presentations found that top sales reps spent 39% less time discussing features and technology.

Pitch

Sales Gravy

DECEMBER 25, 2024

In this episode of The Sales Gravy Podcast, take a look back at the best insights from the year. These moments arent just memorable, theyre actionable advice that sales professionals can take into 2025 to thrive in an ever-evolving landscape. Leading with empathy and emotional intelligence helps uncover the real problems you can solve.

Conversion

Understanding the Sales Force

NOVEMBER 1, 2024

Which brings me to sales cycles. Do you know what actually determines the length of your sales cycle? A lot of sales leaders and their salespeople believe that sales cycles are determined by their industry, or are specific to the industries they sell to. Short Foliage Cycle. Understand this.

Consult

Veloxy

JANUARY 7, 2025

In the world of sales, time is money. This is where the concept of the sales cycle comes into play. A streamlined sales cycle can significantly boost your company’s efficiency and profitability. It can help you close deals faster, increase your sales volume, and improve your bottom line. What is a Sales Cycle?

Objectives and Key Results

Highspot

MAY 15, 2025

The best pitch decks follow a story arc that connects the problem to your solution with clear proof and a strong CTA. You’re in a big sales meeting feeling confident. You’ve practiced your pitch, you know the customer’s pain points, and the value you can offer. What is a sales pitch deck?

Pitch

PandaDoc

JUNE 6, 2025

That means a winning sales pitch is essential. Effective pitches, when done right, connect you with a customer’s needs while showcasing your value and inspiring them to take action. What is a sales pitch? It’s usually used at the early stages of the sales cycle to begin conversations and gauge interest.

Pitch

SaaStr

DECEMBER 20, 2024

Former Head of Revenue at BILL and HubSpot Americas leader Michelle Benfer recently joined us on a SaaStr Workshop Wednesday share her insights on one of the most critical roles in any SaaS organization: the frontline sales manager. “At HubSpot, I had over 100 frontline sales managers reporting to me.

Pitch

Sales Gravy

OCTOBER 31, 2024

On this episode of The Sales Gravy Podcast, host Jeb Blount Jr. and guest Neil Cameron discuss the evolving landscape of B2B sales, focusing on how to adapt to millennial buyers, the importance of authenticity in digital sales, and strategies for building trust in the modern sales environment.

Trust

SaaStr

JUNE 14, 2025

Dear SaaStr: How Do You Balance Optimism with Realism When Pitching VCs? For example, instead of saying, “We’ll hit $10M ARR in two years,” break it down: “We’ll grow from $1M to $3M ARR by expanding our sales team and doubling our lead generation, then scale from $3M to $10M by launching into a new vertical.”

Pitch

Understanding the Sales Force

OCTOBER 19, 2024

My latest sales epiphany happened while I was watching Friday’s American League Championship Series game between the Yankees and the Guardians. And because this is my brain, this article is actually about sales, not baseball! Sales Leaders should root for their salespeople the way I root for the Red Sox. This is huge!

Real Estate

Cerebral Selling

AUGUST 6, 2025

I often talk about the role of the sales S herpa. Someone who’s not just there to pitch, but to guide. In fact, in one of my most popular posts , I explain why the best pitches don’t start with benefits. Here are 3 Sales Shifts You Need to Make appeared first on Cerebral Selling. They start with pain.

Sell

SaaStr

NOVEMBER 22, 2024

Want to know how to be better than 95% of the world in SaaS sales? The 2 simple edges in sales: #1. Be a True Product Expert 95% of the sales reps I talk to don’t even really understand the products they are selling. The founders though left the sales rep in the lobby at the customer. Honestly it’s easy.

Pitch

Martech

SEPTEMBER 13, 2024

Sales Development Representative engages with potential leads 24/7. Sales Coach helps train sales teams and lets sellers practice pitching. Merchant does all the site-related tasks for merchandisers, including promotions, product descriptions and insights.

Launch

Cerebral Selling

JULY 1, 2025

These emails usually start with a standard product pitch. This approach is what some sales trainers refer to as “ going for the no ”. Many of them, especially senior decision-makers , have seen every sales trick in the book. When your sales motion relies on cheap tricks, you undermine trust before it’s even established.

Prospecting

Heinz Marketing

SEPTEMBER 24, 2024

By Sarah Threet , Marketing Consultant at Heinz Marketing In a fast-paced sales environment, Sales Development Representatives (SDRs) face the constant challenge of balancing high-volume outreach with personalized engagement. Dooly automates the process of updating CRM records by syncing notes from sales calls and meetings.

Objectives and Key Results

Hubspot

JULY 19, 2024

How I Tested the Best AI Presentation Makers While I no longer teach Spanish to middle schoolers, pitch deck presentations are beneficial for my small business. Pitch decks can help me quickly show clients what I do and how I can help them. Whether you need to create a pitch deck or present a revenue report, Beautiful.ai

Presentation

Hubspot

MARCH 12, 2025

Being a salesperson today feels like trying to get someones attention in Times Square; buyers are swamped with choices, blinking lights, and loud pitches from every direction. Buyers face the same challenge every day, making simplicity a superpower in sales. SNAP is more than just a nod to the sales timeline. One word: Overload.

Sell

Sales Gravy

JUNE 27, 2025

The second quarter of 2025 delivered some incredible conversations on the Sales Gravy podcast. From discipline strategies that separate winners from wannabes to the psychology of selling that most reps completely miss, here are the five most powerful insights that can transform your sales results immediately. They need to be unified.

Gaming

SaaStr

JULY 25, 2025

The CEO of a marketing platform sent me what was actually a pretty strong pitch. The timing of the pitch and value prop was perfect. Not because of the mistake itself, but because of what it revealed: his AI-powered sales system wasn’t actually being audited by humans. And in B2B sales, that’s a fatal flaw.

Pitch

SaaStr

JUNE 18, 2025

Dear SaaStr: Should I Hire a Sales Consultant as My First Sales Rep? No, you shouldn’t hire a sales consultant as your first sales rep. This isn’t just about getting deals done—it’s about deeply understanding your sales process, your customers, and what works (and doesn’t) in your pitch.

Consult

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. With that said, cultivating and projecting credibility can be extremely tricky in a sales engagement. Deliver tailored insight and strategies.

Prospecting

Hubspot

AUGUST 7, 2024

After some initial discovery, the capable sales rep dove into the platform to give me a look at one of the functionalities I was most interested in. Table of Contents What Is a Sales Demo Environment? You can think of a sales demo environment in the same way. But during the live demo, disaster struck.

Closing

Hubspot

OCTOBER 16, 2024

Even if that’s not the case for you specifically, I can assure you that it is for many sales professionals (even the ones that swear they’ve become immune to its fearsome effects). You see, cold calling – no matter which way you feel about it – is simply a part of the sales biz. Find your partner company. 50 and $3.00

Cold Call

Salesforce

OCTOBER 22, 2024

Attracting qualified prospects — companies that are a good fit for your product or services — is more important in B2B (business-to-business) sales than earning a large number of leads. Identifying high-quality leads can be challenging though, which is where a sales methodology like the MEDDIC sales framework comes in.

E-commerce

Sales Hacker

DECEMBER 17, 2024

Thats why HG Insights created The Next Generation of Sales AI report to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Plus, an analysis of the top 75 trending sales AI tools. Youre not alone.

GTM

Hubspot

JUNE 16, 2025

As a business owner, sales isn’t just a job — it’s baked into everything I do. Pitching clients, negotiating partnerships, growing a network. And if you’re looking for a sales role? But recruiters and sales leaders? Business Insider reports that Xumo, T-Mobile, and Netflix are all expanding their ad sales teams.

Objectives and Key Results

Highspot

OCTOBER 29, 2024

Sales coaching is one of the many key responsibilities of a sales leader and is one of the most effective ways to increase sales performance across your team. In fact, 65% of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more time coaching.

Objectives and Key Results

Sales Gravy

MAY 29, 2025

Where AI Actually Delivers Value Think about how much sales time you burn on necessary tasks that don't drive revenue, like data entry and research. Be Smart About How You Integrate The mistake most sales reps make is thinking AI means "set it and forget it." They know AI is the edge they need to rise above the competition.

Objection handling

Sales Gravy

JUNE 19, 2025

Every sales professional has felt that impulse to rush the process, to push for the immediate "yes," because, well, the numbers demand it. What if chasing the fast buck is actually costing you the lucrative, lasting relationships that define an elite sales career and build a lasting book of business? You know the drill.

Commission

Sales Gravy

MARCH 13, 2025

How many times have you gotten to the meeting but your pitch fell flat? Its your messaging thats failing youand blocking you from a sale. As The Sales Gravy Podcast guest Mike Malloy points out, the PASTOR messaging method can solve that disconnect. True sales relationships arent forcedits natural and authentic.

Quota

Sales Gravy

APRIL 10, 2025

But let me give it to you straight: Sales isnt won with hacks. They talk a big game on Zoom, but when its time to dial the phone or ask for the sale, they freeze like a deer in headlights. Youre avoiding real sales conversations because theyre uncomfortable. Discovery Questions Stop pitching. Same with sales.

Closing

Hubspot

JULY 23, 2025

I mapped out buyer personas, stacked automation tools, drafted clever messaging sequences, and organized a color-coded CRM that looked like a sales manager’s dream. That experience taught me something I’ve never forgotten: a sales funnel isn’t just a sequence. When done right, it becomes a sales accelerator. They guide.

SQL

Hubspot

JANUARY 8, 2025

No matter how you angle your pitch, how well you attempt to align your solution with their needs, or how many glowing testimonials you share, theyre just not buying it. However, once youve done so, you wont be stuck in the endless loop of pitching and hoping something sticks. Youre selling something to someone who just wouldnt budge.

Intrinsic

Cerebral Selling

FEBRUARY 23, 2025

When it comes to sales discovery, reps are often trained to ask basic, surface-level questions about the customers needs. Most sales reps start with product or process-focused questions like What are you doing today? Related video: What’s the “Pain & Pitch”? What type of solution are you looking for?

Customers

Iannarino

JULY 21, 2025

Let your competitors fail to win deals by pitching their solutions too early. Be the Value Creator, Not a Vendor In Eat their Lunch , you will find that you are the value. Your conversation is valuable for your prospective clients.

Pitch