Sales Gravy

JANUARY 30, 2025

In this conversation with Jeb Blount bestselling author of Fanatical Prospecting and Sales EQ, and the founder of Sales Gravy motivational speaker and co-founder of The Constance Group Brian Parsley shares insights into embracing conflict, staying mindful, battling internal doubt, and communicating effectively.

Negotiation 94

Negotiation Sales Decision-making Communication 94

Hubspot Sales

MARCH 12, 2025

Buyers face the same challenge every day, making simplicity a superpower in sales. Lets take a look at the basics of SNAP and how you can start using it in your sales cycle. SNAP selling is a sales methodology created by sales strategist Jill Konrath , based on her book, which covers the process extensively.

Decision-making 87

Decision-making Sales Internet B2B 87

Mike Kunkle

OCTOBER 2, 2022

We’re all in sales, right? I think the answer depends on what you mean by that (intent) and how you define “sales.” I get the intent of the “we’re all in sales” message, generally, much like Dan Pink’s book, To Sell is Human. “The 1980s called, and they want their sales approach back.”

Co-Creation 278

Co-Creation Negotiation Sales B2B 278

Mike Kunkle

AUGUST 19, 2024

[This post was originally published here , in my Sales Enablement Straight Talk newsletter] Today, I want to delve into the nuances of the systems that support the Building Blocks of Sales Enablement framework. I recognize that this is part of what makes sales performance improvement work complex and overwhelming for some.

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Sales Sales Training Onboarding Sales Management 269

Brooks Group

MARCH 4, 2025

Effective sales coaching can have a huge impact on your business. The biggest benefit is its contribution to revenue: Sales coaching boosts team performance, with real-time coaching increasing annual revenue by 8%. But some sales organizations lack formal, well-executed sales coaching programs.

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Management Sales Meetings Sales Training 82

Strategic Account Management Association

APRIL 5, 2021

According to Forrester Research, 85 percent of CXOs do not find value in their interactions with sales reps.1 is that, in the same study, 80 percent of these same sales reps actually believe they’ve had a successful meeting!2 Is this just an inability by the sales rep to correctly “read the room” or something else?

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Hubspot Sales

MARCH 13, 2025

According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that year. And even with revenue up in 2024 , reps are still struggling to meet their sales goals. Getting stuck on YTD sales. Projecting a sales cycle ahead of time gives sellers a better chance of making their numbers.

Meetings 95

Meetings Sales Stakeholders Decision-making 95

Sales Gravy

NOVEMBER 14, 2024

In this lively episode of The Sales Gravy Podcast, Jeb Blount welcomes Patrick "Pops" Garrett, Founder & Chief Drinking Officer of DrinkCurious, to explore the unique intersection between bourbon tasting and sales engagement.

Advertising 98

Advertising Sales Digitalization Meetings 98

The Center for Sales Strategy

MARCH 18, 2024

The cultivation of open communication and a robust feedback culture is pivotal for sustained growth and success. Like many tactics for organizational growth, it sounds simple, but it is not always easy. Let’s explore some actionable strategies aimed at empowering managers to actively seek and embrace feedback within their teams.

Communication 120

Communication Management 120

Strategic Account Management Association

MARCH 2, 2022

Over the course of my time at Cisco, I hired 3,000 early-career employees, candidates from 32 different countries, into sales and sales engineering positions. It starts with communication. But communication preferences can vary quite a lot across generations. Why is that?

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Emotional Intelligence Innovation Suppliers Leadership 400

Hubspot Sales

AUGUST 7, 2024

Dispersed teams can‘t afford to have a CRM that sales and marketing teams don’t actually put their data into. 24/7 Mass Communication Unlike a brick-and-mortar business, you have a global audience that requires 24/7 communication. and see everything important at a glance in your sales pipeline management dashboard.

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CRM Software Software Onboarding 115

Strategic Account Management Association

JUNE 1, 2021

This same belief rang true in the world of sales training. In the past, sales has done a disservice by being in the business of creating human doings not human beings. Virtuoso organizations are ones with superior innovation, adaptability, teamwork, collaboration and communication. So How Can You Become a Virtuoso SAM?

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Supply Chain Leadership Decision-making Innovation 591

Strategic Account Management Association

AUGUST 6, 2021

Form an organizational capability around co-creating products and solutions with our customers Redesign our philosophy around our customers’ needs Make a positive business impact on our customers’ operations Ingrain a deeply customer-centric vision and mission for sales. Tier 3: People Development.

Supply Chain 520

Supply Chain Logistics Co-Creation Account Management 520

Hubspot Sales

FEBRUARY 10, 2025

Successfully executing a sales process is a lot like growing a flower, and in the context of this half-baked analogy, prospecting is like finding seeds. 7 Fatal Sales Prospecting Mistakes You Might Be Making 1. My sales manager was aghast. This is because sales is always a numbers game. Check it out!

Value Proposition 98

Value Proposition Logistics Sales Marketing 98

Hubspot Sales

MARCH 26, 2025

Sales teams need the right tools, content, and data to talk to customers and close deals faster. Thats where sales enablement platforms help. Ive worked with businesses that spend thousands on software that sales teams end up barely using. These tools help teams work better, close more sales, and make more money.

Sales 76

Sales Customer Life Cycle CRM Decision-making 76

Hubspot Sales

JANUARY 8, 2025

In this blog post, Ill break down what gap selling is, why its the secret sauce for successful sales, and how you can use it to connect with prospects on a deeper level. I asked Sean about any other Sean cites Ronan Pessars probe and provoke methodology as a great way to implement the basics of gap selling into your sales approach.

Sales 113

Sales Decision-making Negotiation Sales Environment 113

Strategic Account Management Association

JULY 13, 2021

Understanding strategic account management is essential for the members of a COE who need to appreciate that it is a business model, not a sales model, and requires change management. Able to break internal silos by providing an aligned business process and communication. Having the COE Report Directly to the Executive Team.

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Account Management Innovation Co-Creation Organization 591

Strategic Account Management Association

JUNE 30, 2021

First, there is how SAMs communicate, articulate and exchange their expertise based on their sales and professional experience. In traditional sales models, like the seven-step sales model, there are steps six and seven, which is service after the sale, but this is not based on expertise.

Digitalization 520

Digitalization Organization Account Management Management 520

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.

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Sales Prioritization Innovation Sales Training 221

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 231

B2B Sales Decision-making Negotiation 231

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.

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B2B Sales Decision-making Stakeholders 243

Hubspot Sales

SEPTEMBER 30, 2024

A solid social selling strategy falls somewhere between “nice-to-have” and “need-to-have” in the modern sales landscape. There are some common pitfalls sales reps tend to run into when leveraging social media as a sales resource. When reps connect and immediately push for a sale, it turns people off. Let's take a look!

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Media Decision-making Prioritization B2B 108

Holden Advisors

SEPTEMBER 21, 2021

Imagine if you could banish “no-decision” from your sales funnel. More deals that travel all the way to the win/loss finish line, less wasted sales time, more essential customer needs resolved, and a higher share of wallet. In a review of 50,000 B2B sales calls, tech company Gong.io What’s standing in your way?

Decision-making 435

Decision-making B2B Profitability Account Management 435

Holden Advisors

NOVEMBER 9, 2021

Holden Advisors has the privilege of working with some of the top global sales organizations which affords us visibility into challenges that leaders in those organizations face on a daily basis. We're frequently asked about these common challenges because they might be applicable to issues encountered by other companies.

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Sales Profitability Organization Communication 195

PandaDoc

MARCH 25, 2025

The sales process varies greatly depending on the purchase. In this article, well explore the challenges of complex sales and the strategies your team can use to close deals more efficiently. What is considered a complex sale? Complex sales typically involve high-value products or services, which are often highly customizable.

Sales 52

Sales Supply Chain Decision-making Stakeholders 52

Brooks Group

FEBRUARY 10, 2025

More stakeholders means longer sales cycles. Sellers need sophisticated communication and consultative skills to understand varying stakeholder needs. Heres a deep dive into buying groups, critical selling skills, and sales training best practices to prepare your sales team for success with multiple stakeholders.

B2B 82

B2B Emotional Intelligence Value Proposition Stakeholders 82

Holden Advisors

NOVEMBER 3, 2021

Assist in communicating value. Works side-by-side with sales to sell value and overcome procurement. Think: Revenue – Costs = Profit. Set the right price and you gain revenue. But, to set the price correctly on a regular basis, the pricing division must: Understand value. Defend the value when interacting with customers and prospects.

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Procurement Finance Construction Government 369

Brooks Group

JANUARY 31, 2025

Sales training is an essential ingredient of your organizations success. The right sales skills and knowledge can unlock the full potential of every sales professional, elevating their performance and driving results for your organization. All sales training programs are not equaland all sales trainers certainly arent either.

Facilitation 62

Facilitation Emotional Intelligence Sales Training Sales 62

Strategic Account Management Association

AUGUST 18, 2022

Join us and hear how Richard Santucci and David Hughes leveraged their combined 50 years of experience in B2B sales and sales leadership to build and lead a very successful, global Strategic Account Management program from scratch, then wrote a great book about it. How do you take care of your most important customers?

Account Management 520

Account Management Management Sales Leadership Leadership 520

Brooks Group

MARCH 25, 2025

Chasing unqualified prospects who will never close is one of the biggest wastes of your sales teams time and effort. For this reason, its important to help your sales professionals quickly assess whether a prospect is qualifiedso they can move on to the next if necessary. But dont stop there.

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Sales Decision-making Sales Training Profitability 57

Hubspot Sales

JULY 22, 2024

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. If you're in a hurry, skip to the script or download free sales call templates.) Cold calling is most effective when paired with strategies such as prospecting and sales qualification. So, what does a typical cold call look like in sales?

Value Proposition 111

Value Proposition Decision-making Software Software 111

Upland

MARCH 12, 2024

According to a recent and comprehensive study conducted by HubSpot, a staggering 70% of sales professionals agree that AI tools will make them more productive at work — enabling them to work smarter, faster, and more efficiently than ever before. Sales AI is exciting, and also a little terrifying. That’s where sales AI comes in.

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Artificial Intelligence Sales B2B Organization 195

Hubspot Sales

SEPTEMBER 12, 2024

Very rarely did a sale require just a single signature, which meant the sales process and accompanying assets needed to be built around a variety of personas. Meanwhile, sales reps are seeing their traditional involvement in the consideration stage diminish. How they’re arriving at their decisions, however, might surprise you.

B2B 116

B2B B2C Decision-making Software 116

Brooks Group

APRIL 17, 2025

For sales leaders, this environment demands a fundamental rethinking of traditional retention approaches. Personalize Experiences Tailor communications and offerings based on customer data and preferences and avoid generic one-size-fits-all messaging. The transactional methods that may have sufficed in more stable times now fall short.

Supply Chain 52

Supply Chain Sales Training Sales Suppliers 52