Sales Gravy

JANUARY 4, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Colleen Stanley discuss the importance of Reality Testing sales pipeline opportunities. Reality testing sales pipeline opportunities is an important step in ensuring the success of your sales efforts and the effective use of your time.

Sales 101

Sales Stakeholders Decision-making Meetings 101

Upland

JANUARY 29, 2024

Let’s face it, B2B sales can’t happen without good leads. Winning sales teams know strong leads must be converted into successful sales transactions. If sales productivity isn’t achieved effectively—through high lead conversion rates, efficient sales cycles and low sales costs—overhead goes up, and revenue goes down.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Brooks Group

JUNE 12, 2023

Sales negotiation can be a source of dread for many sales professionals. It’s especially painful when a seller thinks they’ve closed a deal and then the prospect surprises them by wanting to “talk about the details.” To do this, make sure you teach your sales team how to identify the 5 characteristics of a qualified prospect.

Negotiation 62

Negotiation Sales Decision-making Suppliers 62

Hubspot Sales

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. Here it is: Prospects aren't always easy to deal with. 8 of the Most Difficult Types of Prospects (& How to Deal With Them) 1. Want more content like this? Subscribe to our newsletter! You're welcome.

Decision-making 105

Decision-making Sales Finance Prioritization 105

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 81

Negotiation Sales Training Decision-making Sales 81

Hubspot Sales

JUNE 7, 2023

Every step of your sales process is a struggle in its own right, so by the time you reach the negotiation stage, it can feel like you've run a marathon — but you still have a ways to go. From preparing the wrong way (or not at all) to letting the buyer handle the next steps, there are plenty of ways to stumble right before the finish line.

Negotiation 113

Negotiation Sales 113

Hubspot Sales

SEPTEMBER 6, 2023

How do you go from putting out fires to running like a well-oiled machine? Read on to find out how Teamwork.com increased sales efficiency by 50% when they ditched "more is better" in favor of "better is better." Teamwork.com's Sales Story Who are you and what is Teamwork.com all about? Including the selling.

Sales 112

Sales Onboarding Prioritization Profitability 112

Hubspot Sales

DECEMBER 8, 2022

One of my first customer visits as a young sales manager was in support of a salesperson — with a client I hadn't met before. It taught me some key lessons I still apply today — shedding light on five of the main traps several sales managers fall into. 5 Traps to Avoid as a Sales Manager. Not Being Prepared. Saying "Never".

Sales Management 84

Sales Management Management Decision-making Negotiation 84

Hubspot Sales

OCTOBER 3, 2022

I'm going to be honest — I'm familiar with BATNA from business school and from a textbook point of view. Plus, how you can leverage BATNA's key negotiation tactics to ensure your business and your customers are both benefitting from a deal. At some point, you need to be able to walk away. What does BATNA stand for?

Negotiation 95

Negotiation Software Software Construction 95

Hubspot Sales

MARCH 27, 2023

Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Sales is an increasingly consultative profession. The sales rep-prospect relationship cuts both ways — as your prospects qualify you, you need to qualify them back.

Decision-making 109

Decision-making Sales Stakeholders Leadership 109

Hubspot Sales

SEPTEMBER 15, 2020

As a sales rep, one of your main responsibilities is building credibility with your prospects so they trust you. In fact, 82% of B2B decision-makers think sales reps are unprepared. Being knowledgeable in your business/industry is an important factor in prospects purchasing decisions. Below, let's learn their best tips.

Decision-making 104

Decision-making Sales B2B Account Management 104

Hubspot Sales

APRIL 9, 2021

As a natural introvert, I had some trouble setting my sales career in motion. Along the way, I learned certain strategies to help me gain my composure and nail my sales calls — and now, as the Head of Sales Development at Skillz , I try to pass those techniques along to the org I manage. How to Get Fired Up for Your Sales Call.

Sales 127

Sales Meetings Communication Management 127

Hubspot Sales

FEBRUARY 16, 2022

In sales, it's no different. A good sales hook can prevent your prospect from hanging up the phone, or deleting your email entirely. And a great sales hook can start your entire conversation off on the right foot. But first … what is a sales hook? But first … what is a sales hook? (If

Sales 131

Sales e-Learning Media B2C 131

Hubspot Sales

AUGUST 9, 2022

That's why leaders need to leverage effective sales training techniques to set reps on the right course and facilitate their professional growth. When we reached out to Sunny Sandhu — Director of Sales Development at Guru — for his insight, he stressed the importance of covering the "why" behind a topic. Start with "why.".

Sales Training 103

Sales Training Sales Decision-making Facilitation 103

Brooks Group

MARCH 6, 2023

The objective of sales negotiations is to have a strategic conversation with your client that ultimately results in an agreement’s approval. Sales professionals will likely utilize this skill often during their careers because it is crucial for both customers and sellers. Is Negotiation Important For Salespeople?

Negotiation 52

Negotiation Sales Sales Training Decision-making 52

Hubspot Sales

AUGUST 25, 2022

As anyone in sales knows, there is nothing worse than a sales slump. After countless attempts to connect with prospects and land a meeting to no avail, you’ve hit a wall. Experiencing a sales slump can make you question your ability, or worse, your entire career. You pick up the phone and no one is answering your calls.

Sales 118

Sales Meetings CRM Publishing 118

Openview

MARCH 7, 2019

After a sales meeting, do you ever experience a prospect ‘going dark’ on you? Everything felt like it should have gone great – the prospect seemed interested in the meeting, they asked the right questions, your sales pitch was stellar. Nothing turns a prospect off more than being unprepared. The Pre-Call.

Meetings 103

Meetings Sales Decision-making Stakeholders 103

Hubspot Sales

DECEMBER 2, 2020

By his account, it's the statement that shows "a prospect is qualifying you instead of you qualifying them. ". I'm referring to the most quintessential down-to-brass-tacks statement a prospect can offer: "Just tell me the price.". It's a frank, no-nonsense concern that can put some of the best sales reps on their heels.

Sales 132

Sales Digitalization Marketing 132

Hubspot Sales

NOVEMBER 2, 2017

Best sales methodologies. The Challenger Sale. That's where sales methodologies come in. Top Sales Methodologies to Consider. Challenger Sale. What Is a Sales Methodology? A sales methodology is the "how" of selling. That’s not the only difference between sales processes and selling methodologies.

Sales 145

Sales Decision-making Leadership Organization 145

Zendesk

NOVEMBER 2, 2022

Life in sales isn’t so different from navigating the delicate conversation of movie preferences with your partner. There are real benefits to be had from honing your diplomatic skills and establishing a set strategy for guiding leads from the top of the sales funnel to the bottom. What is a sales negotiation?

Negotiation 52

Negotiation Sales Decision-making Emotional Intelligence 52

Hubspot Sales

JUNE 29, 2018

What Is a Sales Cycle? Sales Cycle” refers to the specific actions salespeople follow to close a new customer. Sales cycles are often confused with sales methodologies. A sales methodology, such as the “ inbound methodology ,” refers to the framework for implementing the sales cycle. Stages of a Sales Cycle.

Logistics 130

Logistics Sales Decision-making Stakeholders 130

Sales Gravy

JANUARY 8, 2021

On this episode of the Sales Gravy Podcast, Jeb Blount (Virtual Selling) and Matthew Pollard (The Introverts Edge to Networking) take on networking for introverts. They have these surface-level conversations with people and they walk out with all these business cards without having a real conversation with anyone.

Virtual Selling 128

Virtual Selling Meetings Media Sales 128

Hubspot Sales

JULY 12, 2021

Almost all tech salespeople were selling from home this past year, and several will continue to do so throughout 2021. Many sales professionals have come to appreciate the ability to connect with customers and partners remotely — whether that be online or over the phone. Create a community that’s "digitally on-call.".

Sales 124

Sales Media Digitalization Remote Working 124

MTD Sales Training

DECEMBER 16, 2019

Being able to negotiate effectively is one of the most important skills you can build in your sales armoury, as it has a direct effect on your margins and overall profitability, as well as ensuring your customers get the best service possible. This means identifying what is most important to the prospect. Don’t concede…trade.

Negotiation 84

Negotiation Sales Profitability Decision-making 84

Hubspot Sales

MARCH 27, 2019

You've spent hours prospecting : researching, making warm calls , reaching out via email and on social media. If you have prospects who are dragging their feet or slowing a deal down, you might be working with a tire kicker. So, how can separate these tire kickers from well-qualified prospects? Quality over quantity.

Value Proposition 129

Value Proposition B2C Decision-making Meetings 129

Hubspot Sales

FEBRUARY 16, 2018

After a long day of sales calls, juggling what feels like a million prospects, and filling out endless CRM fields -- it’s easy for salespeople to slip into bad work habits. Fight like hell against those sneaky habits, and keep them from eating away at your hard work. Avoiding Prospecting. Not Walking the Walk.

Sales 110

Sales Brainstorming Meetings Publishing 110

Hubspot Sales

JANUARY 27, 2021

Navigating rejection and helping your potential customers move through their objections and reservations are the name of the game when working in sales. What are the most common objections you get during the sales process? Let’s walk through each step in detail. Do you find you get the same objections over and over?

Sales 118

Sales Prioritization 118

Account Manager Tips

MAY 1, 2021

A simple sales negotiation tactic. To do that, you need sales negotiation skills to convince them to buy more and, when the time comes, to renew. Sales and key account management Too often, key account managers retreat from sales-focused conversations because it feels manipulative. What is a sales negotiation?

Negotiation 130

Negotiation Key Account Management Suppliers Value Proposition 130

Hubspot Sales

JANUARY 13, 2021

Why Confidence Is Critical in Sales. Prospects take their cues from salespeople. If the rep sounds calm, collected, and self-possessed, prospects instinctively trust them more. Will/did this significantly inconvenience my prospect? Don’t: When he can’t make the first time the prospect proposes.

Sales 125

Sales Meetings Publishing Leadership 125

Hubspot Sales

JANUARY 5, 2023

Buyers have an abundance to pick and choose from.". Here, I spoke with Mike about how the software buyer's journey has changed, according to new data from G2's 2022 Buyer's Behavior Report — plus, how your sales strategy should pivot in 2023 to meet new buyers' expectations. In 2022, many buyers don't trust sales.

Stakeholders 111

Stakeholders Software Software Decision-making 111

Hubspot Sales

JANUARY 4, 2019

Heading into a closing conversation with a prospect is always nerve-wracking. How to Close a Sale. Ask for the sale. You need to understand your company's offerings so you can find the products and services that will work best for the prospect you're working with. Set expectations early in the sales process.

Sales 145

Sales Decision-making Meetings Communication 145

Hubspot Sales

OCTOBER 14, 2019

You simply won’t succeed if you don’t take B2B selling for what it is: a high-stakes selling game that requires an entirely unique approach from direct-to-consumer selling. When done right, B2B sales have the potential to be both extremely lucrative and deeply rewarding. Conduct market research. Determine your ideal buyer persona.

B2B 137

B2B Value Proposition Decision-making Sales 137

SalesGlobe

JANUARY 17, 2022

The CEO, vice president of sales, CMO, and vice president of human resources sip their first cups of coffee, bleary-eyed from Sunday evening’s conference calls. A few miles away, manufacturing has been busy at the line for a couple of hours by now. Sales” is the top line on nearly every income statement.

Manufacturing 52

Manufacturing Sales Leadership 52

Zendesk

SEPTEMBER 20, 2021

Remote sales have become increasingly common, but it took a pandemic to truly establish virtual selling as the new normal. A McKinsey survey conducted in the wake of Covid-19 found that over 75 percent of buyers and sellers alike now prefer virtual sales meetings over face-to-face interactions. Preparing for virtual sales meetings.

Virtual Selling 96

Virtual Selling Sales Decision-making Meetings 96

Hubspot Sales

NOVEMBER 13, 2017

Wait for the prospect to finish speaking. Price objections are common in sales -- primarily because most prospects have learned pushing back on cost will get them a discount. While discounting has its place in the sales process, being too discount-happy will destroy your margins and lower your product’s perceived value.

Sales 111

Sales Decision-making Negotiation Software 111

Brooks Group

OCTOBER 19, 2022

Sales training typically accomplishes one of two things. . This becomes increasingly important for companies who rely on the joint efforts of Marketing, Sales, Account Managers, and Customer Service, not to mention all the people managing all those departments, to reach their goals. The Different Roles Within a Sales Team.

Sales Training 85

Sales Training Sales Account Management B2C 85

Hubspot Sales

JANUARY 17, 2018

Best Sales Podcasts. Sales Gravy. Linking Into Sales Podcast. The Sales Evangelist. Bowery Capital Startup Sales Podcast. Get in the Door: Sales Prospecting Strategies & Tactics. The Sales Babble Podcast. Sales Pipeline Radio. Make It Happen Mondays -- B2B Sales with John Barrows.

Sales 145

Sales B2B Artificial Intelligence Value Proposition 145