Sales Gravy

NOVEMBER 20, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. This knowledge allows account managers to align their offerings with the client's goals and present solutions that genuinely resonate with their needs.

Account management 111

Account management Objectives and Key Results Cross-sell Contract 111

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. Identifying upsell and cross-sell opportunities to drive continued revenue growth. Complex sales challenges Complex sales processes present unique challenges due to product/service intricacy, team involvement, and procedural complexities.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

The 5% Institute

NOVEMBER 19, 2019

Selling luxury real estate when done correctly, can be an excellent and lucrative career. So how do you sell luxury real estate? In this guide, you’ll learn how to sell luxury real estate in eight steps, using a system followed and successfully executed by our Students from various countries, and who speak many different languages.

Real Estate 98

Real Estate Sell Cross-sell Objectives and Key Results 98

Veloxy

MARCH 23, 2023

Let’s now review three unique types of selling quotas : activity quotas, revenue quotas, and profit quotas. Selling activity quota This type of quota measures the number of activities performed by sales reps within a specific timeframe. It can also help sales reps prioritize higher-value deals over lower-value deals.

Quota 246

Quota Profit margin Non-Profits Teamwork 246

The 5% Institute

OCTOBER 1, 2020

This gap may be needing more information about what you sell, finding solutions to their problems and pain points , and of course selling and serving new and current clients. Team selling is working with other departments to leverage intelligence, data, and relationships to open new relationships, and close more sales.

Consult 105

Consult Cross-sell Sales Real Estate 105

The 5% Institute

FEBRUARY 12, 2020

This gap may be needing more information about what you sell, finding solutions to their problems and pain points , and of course selling and serving new and current clients. Team selling is working with other departments to leverage intelligence, data, and relationships to open new relationships, and close more sales.

Consult 98

Consult Cross-sell Sales Real Estate 98

Hubspot

AUGUST 10, 2020

For example, if you work for a company that sells audio editing software and you have a prospect who does not create audio content and is looking for photo editing support, listening to their needs can disqualify those who are not in need of your offer, freeing you up to engage with customers who are. Upselling and Cross-selling.

Cross-sell 100

Cross-sell Sales Negotiate Contact 100

Hubspot

MARCH 18, 2019

The difference between key account management and selling. Does your product have upsell and cross-sell potential? Key accounts require consultative selling techniques -- and it will be hard to teach your salespeople to adopt completely new processes for just a few clients. The benefits. How to identify key accounts.

Account management 100

Account management Objectives and Key Results Cross-sell Non-Profits 100

Hubspot

FEBRUARY 21, 2025

Desperate for a solution, I turned to target account selling a method Ive since refined into a system thats helped me land six SaaS clients in under four months. Table of Contents What is target account selling? How does target account selling work? What is target account selling? How does target account selling work?

Clients 41

Clients Sell Cross-sell Objectives and Key Results 41

Salesforce

FEBRUARY 21, 2024

Back to top ) Why sales performance reviews are important Data from Gartner notes that almost 90% of sellers feel burned out at work, 54% are actively looking for a new job, and 67% think sales leadership is overly optimistic and disconnected from selling realities. Be present and check your distractions at the door. ” 5. .”

Objectives and Key Results 105

Objectives and Key Results Construction Sales Clients 105

Veloxy

OCTOBER 26, 2023

Build trust with customers through product knowledge & customer care while staying organized & informed of advancements in the field. The Role of a Medical Device Sales Rep Medical device sales representatives play a critical role in the healthcare industry, selling and promoting medical devices to healthcare professionals.

Healthcare 130

Healthcare Hospitality Networking Negotiate 130

Veloxy

AUGUST 31, 2023

And while you can always push a product for the sake of selling it, you’ll only sell it once. A lot of sales reps end up competing on who sold the most or what product is selling faster. Maybe you’re selling the right products to the wrong audience in the wrong market. However, salespeople tend to miss the bigger picture.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Sales Hacker

MARCH 2, 2020

The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling. Integrity Selling for the 21st Century.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

The 5% Institute

DECEMBER 17, 2019

In this article, we’ll explore what is the definition of high ticket closing, as well as the exact step by step process required to sell high ticket products on a consistent basis. Products that aren’t considered high ticket and aren’t particularly expensive, don’t necessarily require a consultative approach when selling to potential clients.

Closing 75

Closing Non-Profits Cross-sell Presentation 75

Highspot

JANUARY 19, 2022

Clicking mindlessly through an agonizingly slow video presentation or sitting in a hot, stuffy conference room with dozens of other people listening to a presenter drone on about things you already know. IMPACT-U : How to move through the sales process, from prospecting to relationship building, seamlessly.

Technique 92

Technique Negotiate Pitch Inside sales 92

SBI

JULY 1, 2020

Revegy and Finlistics , a B2B sales leadership company that promotes insight-led selling, collaborated on a content series detailing the critical ways in which delivering impactful insights to your customers and prospect positions sales and strategic account teams to develop strategic partnerships. Manage Relationships More Strategically.

Strategize 72

Strategize Cross-sell Strategic partnership Growth 72

Heinz Marketing

MAY 16, 2022

We have every episode of Sales Pipeline Radio, past, present and future on demand, always at salespipelineradio.com. I’m a big believer in cross-functional alignment. Pick the three things you want to get done really well this year and decide and align cross functionally on the things you’re not going to get done.

Pipeline 97

Pipeline Referrals X-functional Cross-sell 97

The 5% Institute

AUGUST 7, 2023

By clearly conveying thoughts and actively listening, account managers can ensure client satisfaction and maintain long-lasting relationships. Relationship Building Expertise The ability to cultivate and sustain relationships is a hallmark of a successful account manager.

Account management 52

Account management Negotiate X-functional Cross-sell 52

The 5% Institute

JUNE 5, 2023

Enterprise sales refer to the process of selling products or services to large-scale organizations and corporations. The decision-making process in enterprise sales involves multiple layers of approval and requires substantial relationship building. How important is relationship building in enterprise sales?

Sell 52

Sell Objectives and Key Results Cross-sell Relationship building 52

Highspot

JANUARY 9, 2024

Each stage requires specific selling skills to satisfy prospect needs. B2B sales training equips sellers with skills, techniques, and tactics for selling products or services to other businesses. It plays a pivotal role in nurturing top selling talent who contribute to company growth. What is B2B Sales Training?

Technique 52

Technique B2B Cross-sell B2C 52

Hubspot

JUNE 8, 2021

Nearly half of their time is spent selling remotely (i.e. Their main goal is to help customers increase the ROI on a purchase, so they'll often connect with a salesperson if an opportunity to cross-sell or upsell arises. using Zoom, Skype, email, and CRM). In 2021, the average base salary for an account manager.

Commission 94

Commission Territory Finance Inside sales 94

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Inside sales reps sell from their office, in stark contrast to outside sales, where sales reps travel to visit clients and close deals on the road.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Sales Hacker

OCTOBER 7, 2021

You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. He became threatened and told me that I had to follow his ridiculously complex and impractical method that required presenting 60+ confusing slides.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

PandaDoc

JUNE 11, 2024

From the benefits and types of B2B sales to key best practices, strategies, and more, let’s dive into the world of business-to-business selling. Implement key strategies like account-based selling, content marketing, and social selling. Implement key strategies like account-based selling, content marketing, and social selling.

B2B 52

B2B Process B2C Objectives and Key Results 52

Salesforce

JANUARY 18, 2024

Business growth expert Tiffani Bova said it best: “How you sell matters. The best sales processes make selling easy by helping you optimize sales conversations, delivering the right value at the right time. Build product knowledge Today, clients expect sales reps to know every detail about the product they’re selling.

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59

The 5% Institute

MAY 23, 2023

They can deliver persuasive presentations, conduct impactful sales meetings , and negotiate deals with confidence and clarity. Relationship Building Building strong relationships is key to sales success. Collaborating with Other Departments Sales managers recognize the importance of cross-functional collaboration.

Objectives and Key Results 52

Objectives and Key Results Construction Drivers/motivators Sales 52

SalesLoft

JUNE 19, 2018

Veteran sellers bring wisdom from decades of relationship building, project knowledge, and experiences. Whether you’ve been selling for one year or twenty, everyone can learn something from one another. It often consists of sitting in the same room practicing presentations or listening to speakers.

Sales 52

Sales Cross-sell Sports Promote 52

Salesforce

JANUARY 31, 2024

Tech sales refers to selling technology as a product or service. As an illustration, I used to sell appointment-scheduling software — a single-function solution for easier meeting set-up. Above all, your job is to find the right solutions for the right organizations or people, and that means long-term relationship building.

Networking 59

Networking Cross-sell B2C Negotiate 59

Highspot

OCTOBER 11, 2023

Sales readiness: Ensure reps aren’t just trained but are also ready to sell. Share competitive information: Equip your team with knowledge about the competition to strengthen their selling position. Value-Based Selling : Shift the focus from product features to the value it provides to the customer.

Objectives and Key Results 59

Objectives and Key Results Quota Drivers/motivators Technique 59

Highspot

DECEMBER 5, 2023

Robust relationship building: Addressing customer needs fosters stronger, lasting relationships. Give an Effective Sales Pitch Delivering an effective sales pitch involves presenting your product or service in a way that resonates with the customer’s needs. Who are you selling to?

Process 52

Process Real Estate Objectives and Key Results Negotiate 52

Salesforce

OCTOBER 17, 2023

The deeper the relationship, the more we can ask for. This relationship-building is the force behind lead nurturing. This single source of truth lets you track leads as they cross channels, gather data on every relationship, and take action that fits the moment. ?

Sales 59

Sales CRM Pitch A/B testing 59

SaaStr

AUGUST 26, 2022

Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. Jason Lemkin: For me, I find that the mechanics of building these companies, how it’s changed, the physics of it, are very interesting. So sell your product. Maverick.

Quota 98

Quota Growth Product Closing 98

Salesforce

FEBRUARY 6, 2024

Inside sales Inside sales involves selling to customers remotely, often through live chat, video conferencing, email, or by phone. For this type of selling, reps typically train on a specific product and can take a prospect through all of the product’s features and benefits.

E-commerce 64

E-commerce B2C Pharmaceutical Inside sales 64

Salesforce

SEPTEMBER 13, 2024

Work on your confidence at selling, both in-person and online. In particular, focus on relationship building, upselling and cross-selling opportunities, and hitting your sales quotas. Happy customers tend to be loyal, may refer you to others, and can be more receptive to cross- and upselling opportunities.

Territory 59

Territory Objectives and Key Results Cross-sell E-commerce 59