Sales Gravy

DECEMBER 18, 2019

Jeb Blount and Izabella Bray (ClearSlide) discuss how to engage prospects and accelerate sales pipeline velocity with powerful messaging. Jeb Blount and Izabella Bray (ClearSlide) discuss how to engage prospects and accelerate sales pipeline velocity with powerful messaging.

Sales 57

Sales 57

Corporate Visions

FEBRUARY 15, 2022

High-velocity sales conversations require a distinct set of persuasive selling techniques that facilitate faster, more favorable buying decisions. The post Create Urgency and Action in High Velocity Sales Using Decision Science appeared first on Corporate Visions.

Facilitation 52

Facilitation Sales 52

Upland

MAY 4, 2023

Velocity is the speed of something moving in any given direction. At Upland Altify, we think about velocity a lot. So much so that we created this sales velocity equation to get sales teams moving in the right direction. Deal velocity is how long it takes a deal to get through the sales cycle.

Sales 356

Sales Decision-making Negotiation Organization 356

Upland

MAY 3, 2023

As you are developing your sales strategy for 2023, one of the critical elements in determining your sales velocity is your Win Rate. It is hard to build a sales strategy or know what marketing needs to deliver into the funnel. Let’s say I am working the four deals listed here. Time itself is the added dimension.

Sales 195

Sales Marketing 195

Engage Selling

MAY 31, 2019

??????????????????Sales velocity is incredibly important because it is the measure of revenue that you bring in per person each day. It’s a great indication of the future success or the gap you are creating based on a variety of key … Read More »

Sales 74

Sales 74

Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. I do have a video on this topic, from my newsletter, Sales Enablement Straight Talk , as an additional resource. This is why Buyer Acumen is the first block in the Building Blocks of Sales Enablement framework.

Sales 258

Sales Finance Decision-making Profitability 258

Upland

MARCH 23, 2023

Having trouble setting accurate sales forecasts or seeing close dates consistently sandbagged to next quarter? Regardless of the size of your company, the sales leader gathers sellers and runs them through the standard set of questions. Ultimately, the challenge of sandbagging is that of unreliable sales forecasts.

Account Planning 195

Account Planning Sales Decision-making Sales Environment 195

Engage Selling

JUNE 29, 2019

So far in this series—which looks at four adjustments you can make to improve your sales velocity — each activity has involved both a planning and execution stage. (As a reminder, your sales velocity measures your average daily sales … Read More »

Sales 48

Sales Sales Training 48

Engage Selling

JUNE 15, 2019

So far in this series on sales velocity—which is all about understanding how fast you and your team are making sales and earning revenue—we’ve talked about what you need to do more of. More opportunities earned, for instance, means a … Read More »

Sales 54

Sales Sales Training 54

Engage Selling

JULY 13, 2019

Sales velocity is a powerful metric that every sales leader must know inside out. While it measures how fast you’re making sales and earning revenue, it gives you something even more valuable. You gain an understanding of the relationship between … Read More »

Sales 48

Sales Sales Training 48

Engage Selling

JUNE 1, 2019

In this series, we’re looking at sales velocity: measuring how fast your team is making sales and earning revenue. The reason it’s one of your most important metrics—and predictors—of success is that it gives you the flexibility to make adjustments … Read More »

Sales 48

Sales Sales Training 48

Drift

MAY 15, 2019

It doesn’t matter if you’re a start-up or a B2B corporate powerhouse—you probably have sales goals to meet, deals in progress, and target accounts your reps are dying to lock down. To do this, you’ll need to increase your sales velocity. If you’re unfamiliar with the term, sales velocity is a.

Sales 54

Sales B2B Meetings 54

Revegy

APRIL 22, 2024

In an era where the velocity of change in the sales sector outpaces nearly every other aspect of business, the imperative for a trust-driven, dynamic approach to sales enablement is crucial.

Management 59

Management Sales Sales Training Leadership 59

Revegy

NOVEMBER 30, 2023

Compared to its finance, marketing, and logistics counterparts, sales has traditionally been a laggard regarding digital technologies, and for good reason.

Logistics 107

Logistics Finance Digitalization Sales 107

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. This is a definite growth killer.

Sales 188

Sales Prioritization Innovation Leadership 188

SBI Growth

OCTOBER 19, 2023

In the ever-evolving sales landscape , understanding what drives success can often seem like deciphering an enigma. However, if we look closely, patterns begin to emerge that delineate the attributes of successful sellers. To discern these traits, SBI studied 100 frontline sellers, managers, and SDRs.

Marketing 71

Marketing Sales Management 71

Engage Selling

FEBRUARY 12, 2021

Far too many sales organizations focus only on the internal KPIs (the things that drive your performance): sales velocity, sales process, your funnel, your pipeline, the number of calls you make, the number of conversions you make, your closing ratio, … Read More » The post Look Outside Your Sales Organization | Sales Strategies first appeared (..)

Organization 122

Organization Sales Customer Success 122

Upland

NOVEMBER 28, 2021

Key traits of a winning sales reference pool. Prospective customers are in control of more of the B2B sales cycle than ever before. Contacting an enterprise sales rep is no longer a prospect’s first stop on the long road to making an important business purchase. Sales reference pool quality.

Sales 195

Sales Manufacturing B2B Decision-making 195

Engage Selling

JULY 29, 2016

The majority of sales leaders and salespeople measure pipeline velocity the wrong way. Want to drastically increase sales in your organization? Pick up your copy of Nonstop Sales Boom. Learn the right way to measure it.

Sales 50

Sales Organization Client Relationships Communication 50

Engage Selling

MAY 18, 2019

Imagine you’re driving your car on a highway. Nearly everything in the vehicle seems to be in working order except for the speedometer. You don’t know how fast or how slow you’re moving. All you can do is make a … Read More »

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Sales Sales Training 69

Upland

SEPTEMBER 1, 2023

Guided selling is a modern sales approach that combines technology, data analytics, and personalized interactions to assist customers in making well-informed purchasing decisions. It goes beyond profiling customers and is supported by tools such as interactive product recommendations, sales enablement resources, and data-driven insights.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

Force Management

MARCH 16, 2023

For the modern sales organization, certain technologies are universal in the age of Sales 2.0. We rely on CRMs and continuous learning platforms to increase the efficiency of our sales force and drive organizational outcomes. One high-impact area where leaders are choosing to invest is manager enablement.

Sales Management 78

Sales Management Management Sales Technology Sales 78

Mike Kunkle

APRIL 8, 2023

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. The advice comes from Modern Sales Foundations , a course that was developed based on over 16+ years of top sales performer analysis, modernized for working with today’s buyers.

B2B 211

B2B Decision-making Sales Stakeholders 211

SBI Growth

JANUARY 4, 2024

When Sales isn’t bringing in the numbers you’re hoping for, what is the first potential solution that comes to mind? Increase Sales headcount? Or do you take a closer look at Sales productivity and try to figure out how to raise the overall effectiveness of each Sales rep?

Sales 71

Sales 71

Brooks Group

MARCH 25, 2024

Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. As a result, they’re consistent, they follow best practices, they replicate the habits of their A-players, and they reinforce the process with sales team training. The data backs this up.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

Xant

APRIL 15, 2021

One of the most positive outcomes from the past year was the swift adoption and embrace of technology for sales and marketing. As a result, many sales technologies saw rapid growth, and sales teams shifted their priorities and strategies. CRM and sales engagement (like Playbooks) will better guide SD reps’ time and activities.

Sales 110

Sales Decision-making Organization Innovation 110

PandaDoc

APRIL 3, 2023

Your company’s sales managers only have a select number of sales reps to work with, and those reps only have a limited amount of time to close deals. A good sales pipeline management strategy is essential because every potential opportunity uses up your most valuable resource — time.

Prioritization 98

Prioritization Sales Decision-making Government 98

SBI

MAY 29, 2019

High-Velocity Field Sales with Multi-Objective Route Optimization. Managing a field sales team that visits customers at appropriate intervals, doesn’t cost too much, and actually meets revenue and customer satisfaction goals, is a high art! Let’s face it.

Transportation 29

Transportation Sales CRM Meetings 29

Zendesk

AUGUST 2, 2021

The same is true when trying to build a sales team and a sales strategy without sales analytics. Just like understanding benchmarks and working through practice tests will help you tackle an AP exam, using sales analytics and analytics tools will help you boost sales numbers. What is sales analytics?

Sales Analytics 98

Sales Analytics Sales Supply Chain Profitability 98

Hubspot Sales

SEPTEMBER 12, 2018

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. But what is a sales pipeline and why is it so instrumental to selling success? In this guide, you'll learn everything you need to know about sales pipeline management, including: Sales Pipeline Definition.

Sales 144

Sales Negotiation Decision-making CRM 144

Customer Think

MARCH 15, 2023

Introduces seven new platform capabilities to help sales leaders unlock seller productivity, increase deal velocity and conversion rates, and improve rep participation and attainment

Sales 52

Sales 52

The Center for Sales Strategy

JUNE 10, 2022

> Use These 5 Unconventional Sales Signals to Create Stickier Deal Cycles – Sales Hacker. We obsess over deal velocity. - MOTIVATION -. Where there is no vision, the people perish.". AROUND THE WEB -. > How quickly can I find deals, close them, and move on to the next one?

Meetings 108

Meetings Management Sales 108

Arpedio

FEBRUARY 22, 2024

In the dynamic landscape of modern business, sales strategy stands as a cornerstone of success. Whether you’re a seasoned sales professional or a burgeoning entrepreneur, the effectiveness of your sales approach can make or break your company’s growth trajectory. What is MEDDPICC?

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Hubspot Sales

DECEMBER 15, 2020

If you started paying more attention to the sales enablement needs of your organization, you’re not alone. For sales organizations that have been waiting to implement dedicated sales enablement measures — the time is now. In 2020, Crayon placed even greater emphasis on sales enablement to support their sales force.

Sales 128

Sales Leadership Sales Management Decision-making 128

Hubspot Sales

JULY 28, 2021

One of the most lucrative ways to improve your bottom line is through boosting your sales team's effectiveness — yet many companies choose to focus on aspects of the business like product velocity or customer support costs rather than dialing in on their sales execution. That said, sales execution can be elusive.

Sales 117

Sales Advertising Decision-making Marketing 117

Hubspot Sales

MAY 3, 2021

There's no denying that sales can be chaotic. Sales technology might be unreliable, and every rep is bound to deal with their share of curveballs here and there. Sales orgs need to do what they can to keep things on as even a keel as possible. That said, many organizations leverage it to inform the full sales lifecycle.

Sales 127

Sales Construction B2B Organization 127

Zendesk

DECEMBER 4, 2020

You’ve set up pipeline stages in your sales CRM. So why are unqualified leads ending up in the discovery stage of your sales process? Why aren’t sales hitting their projected numbers? With a sales CRM like Zendesk Sell , you can assign fields to each stage of the sales process. legal review).

CRM 59

CRM Sales B2B Management 59