Sales Gravy

JANUARY 28, 2025

to prospect consistently, these tips are for you. In this episode, I answer a question from Paul in Rancho Cucamonga, California, whos building and leading a remote sales team in the logistics industry and needs to find a way to get his salespeople to prospect consistently. PT) and getting everyone on a video call.

Motivation 92

Motivation Prospecting How To Face-to-face 92

Mr. Inside Sales

MAY 12, 2024

Who do you think knows why your prospect buys? Who do you think knows when your prospect is going to buy? The answer, of course, is your prospect! The problem for many sales reps, is that they prefer to pitch and talk at prospects more than they actually ask questions and listen. Or who they like to buy from?

Prospecting 212

Prospecting Face-to-face Gatekeeper Licensing 212

Understanding the Sales Force

OCTOBER 13, 2024

This is the equivalent to pre-call strategizing, one of several methods we teach for coaching salespeople. When Moses reported back to God, God debriefed Moses and then coached him again. In sales we would call this post-call debriefing and we would role-play what the next conversation should sound like.

Coaching 188

Coaching Hiring Scale Sales Leadership 188

No More Cold Calling

JULY 29, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. It’s like back pain. You can stretch and put heat or ice on an aching back, but unless you treat the source of the pain—a pulled muscle or degenerating disc—your back will continue to hurt.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Hubspot Sales

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. To help you out on that front, we connected with some sales leaders for the strategies they leverage to establish themselves as credible, consultative resources for prospects.

Prospecting 105

Prospecting Case Study Industry Study 105

The Pipeline

SEPTEMBER 7, 2021

It’s a prospecting call, please stop apologising, it’s OK to do your job. But we are not given that choice, so we have to cold call. And if you are going to cold call, then by definition you will interrupt. I am call specifically to set a time, book an appointment, schedule a meeting, but none of the softy stuff.

Cold Calling 355

Cold Calling Call-back Prospecting Meeting 355

Sales 2.0

JULY 17, 2019

It’s about an alternative way to get in front of your target buyer without cold calling. It’s my belief that there are networking style ways to generate appointments that are actually more effective than cold calling. What really holds most sales people back is getting in the door not closing. Closing is easy.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

Hubspot Sales

JULY 15, 2024

Here's a look at the “clear strategy” I use to ensure I get the most out of my LinkedIn prospecting efforts. Ingram's Tested, 10-Step Process for Nailing Prospecting on LinkedIn Your LinkedIn profile is your first digital impression, and you don‘t want to waste your shot with a lackluster profile. Unpack your ICP's pain points.

Ideal Customer Profile 111

Ideal Customer Profile LinkedIn Prospecting Face-to-face 111

No More Cold Calling

APRIL 16, 2020

Being trustworthy means having the willingness to push back when you know someone is headed down the wrong road. It means pushing back when a client tells you what they want, and you know the consequences will be dire if you don’t speak up. At least, that’s what many prospects have come to believe.

Face-to-face 434

Face-to-face Call-back Cold Calling Webinar Metrics 434

The Pipeline

JULY 20, 2021

I’ll follow up by asking “for prospecting and selling?” The majority will tell you they do most, if not all their “research” before even prospecting someone. Taking us back to the question, “to research or not to research?”. If you can ‘spend’ time on things leading to prospecting, you can pretend.

Research 386

Research Call-back Lead Scoring Lead Rank 386

Understanding the Sales Force

FEBRUARY 22, 2023

Back then, new digital marketing companies were telling everyone that salespeople would be replaced by inbound marketing. Later, articles predicting the end of selling became both more prolific and more specific including the certain death of: Solution Selling Cold Calling Consultative Selling Sales Process SPIN Selling and more.

Top of Funnel 408

Top of Funnel Positioning Scale Inbound 408

No More Cold Calling

OCTOBER 1, 2020

Get the latest from No More Cold Calling. I’m calling it out, because everyone feels the same way. And then you might owe them something back. Research shows cold calling scripts and tricks don’t work, but referrals do. 4 Secrets to the One-Call Meeting: Your Powerful Referral Program. That’s embarrassing.).

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

Mr. Inside Sales

SEPTEMBER 11, 2020

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following: This isn’t a good time, OR. If you sent out the hottest lead ever, a “10” on a scale of 1 – 10, when you call them back, have you ever noticed that now they’re about a “7”?

Sales Qualified Lead 320

Sales Qualified Lead Face-to-face Scale Call-back 320

Mr. Inside Sales

JULY 6, 2021

Rookie mistake: You’ve got several products or services you can offer a prospect, and you start by offering the first, or main one, then hear an opening for another one so pivot to that one, and describe another—and then another. Let me think about these and get back with you.”. Stalled sale. Sound familiar? At that time, load them up!

Face-to-face 317

Face-to-face How To Pivotal Call-back 317

No More Cold Calling

JULY 13, 2021

You get an introduction to your prospect, and you get a meeting with the decision maker. They rely on what they’ve done before, which is cold calling and sending cold emails, and decision makers don’t want either. Some salespeople fool themselves into believing what I call the “warm call fantasy.”

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Understanding the Sales Force

AUGUST 5, 2021

We've gone from don't wear a mask, to wear a mask, to wear 2 masks, back to no need to be masked and now back to wear masks indoors, even if you have been vaccinated. Allow me to introduce you the competency called Supportive BuyCycle TM. For example:

Guidelines 386

Guidelines Closing Call-back Report 386

Mr. Inside Sales

AUGUST 13, 2021

But when you’ve done a presentation and then don’t hear back from a prospect, it can often mean the kiss of death. While it seems counter intuitive, I’d rather know up front if I’m wasting my time or if this is a real prospect. 2: Make more calls without leaving a message. I take the opposite approach: I call.

Face-to-face 317

Face-to-face Call-back Gatekeeper Licensing 317

The Pipeline

AUGUST 31, 2021

Vacations over, back to work, finishing the year and setting the table for next year. While this year is no different, there is greater anticipation in light of vaccine and people’s back to work attitude. Closing business and prospecting to ensure you avoid the January lull with a pipeline that propel you to success.

Harvest 360

Harvest Referrals Call-back Video 360

Mr. Inside Sales

APRIL 23, 2021

First, remember: Most objections are smokescreens hiding the real reason a prospect isn’t moving forward. Here’s one way I have successfully dealt with this and gotten the prospect to reveal what was really holding them back. And then hit MUTE and listen to what your prospect reveals. They like a different solution.

Face-to-face 334

Face-to-face Gatekeeper Licensing Decision Maker 334

Zoominfo

FEBRUARY 18, 2025

Sales teams thrive on the energy of effective outreach, but managing outbound calls at scale requires a lot more than just smiling and dialing. Check out our list of top outbound call tracking software to find the right fit for your team today. What is Outbound Call Tracking Software?

Outbound 130

Outbound Software Software Buyer Intent 130

No More Cold Calling

MARCH 31, 2021

Here’s what you might have missed this year from No More Cold Calling. Their clients weren’t returning calls, and budgets were constricted or put on hold. Even so, emails and cold calls aren’t going to help your business recover. They recognized that asking clients for referrals was the way to gain access to prime prospects.

Referrals 371

Referrals Cold Calling Call-back Sales Qualified Lead 371

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. None of us stands out during prospecting. When they get introductions from people their prospects know and trust, they walk straight into meetings with your ideal clients. Not getting the ROI you expected from your lead-gen tactics?

Lead Gen 397

Lead Gen Sales Qualified Lead Marketing Qualified Lead Leads 397

Mr. Inside Sales

NOVEMBER 16, 2020

Question for you: How often do you take notes while you’re on Mute and your prospect is revealing their buying motives? Then, by feeding these back to them, you’ll be speaking to a person’s listening. Make a much better connection with your prospect or client because they will feel listened to and heard. You don’t take notes?

Motivation 332

Motivation Face-to-face Gatekeeper Licensing 332

Understanding the Sales Force

AUGUST 31, 2024

As long as I know where I cut it I can splice it back together again and I have spliced that cable back together so many times that there are more splices than Pete Rose had hits in his career. I exaggerate. You could say I have spent a lot of time chasing my tail as each repair takes around fifteen minutes.

Cold Calling 313

Cold Calling Call-back Follow-up Proposal 313

Hubspot Sales

AUGUST 19, 2024

Some might say cold calling is dead. I still talk to teams today, converting at a high rate by leveraging cold calling. Yet, when I work with some teams I notice that they aren't making any calls. Fear of rejection is why people believe cold calling is dead and avoid doing it. Thanks for taking my call.”

Cold Calling 115

Cold Calling Hiring Call-back Objections 115

The Pipeline

AUGUST 24, 2020

I have a lot of empathy for pundits in a subjective undefined area of practice, like prospecting for example. A great example of this Greek-like tragedy, is the never-ending debate about the best day to make prospecting calls? Many will tell you that their data has pinpointed the best day and time to make prospecting calls.

Call-back 290

Call-back Pipeline Face-to-face Cold Calling 290

Sales 2.0

OCTOBER 25, 2021

Prospecting : Companies routinely run cold calling prospecting processes that fail 99% of the time, with 1 in 100 calls getting a meeting. Smarter approaches to prospecting are needed. One of the main reasons for this low close rate is that sales people miss decisionmakers in the prospect company.

Territories 396

Territories Compensation Scale Decision Maker 396

Sales 2.0

MARCH 12, 2020

This includes your prospects. Don’t be surprised if prospects associated with these deals don’t respond to your team’s emails or phone calls anymore. Don’t be surprised if prospects associated with these deals don’t respond to your team’s emails or phone calls anymore. Your prospecting numbers may drop too.

Top of Funnel 378

Top of Funnel Pipeline Follow-up Proposal 378

No More Cold Calling

FEBRUARY 24, 2021

The events of 2020 changed the customer buying journey, so we must change our prospecting tactics. Or rather, change them back —from digital marketing to relationship building. Not a cold calling stranger or someone pitching them on LinkedIn. Suddenly it became almost impossible. Unless … Breaking News. Think about it.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

The Pipeline

DECEMBER 14, 2020

It is called the Breakfast For Champions , you can see past episodes going back to August. Tony shares a range of things, including his sales superpower is he conducts LIVE sales calls on stage to his audiences’ dream prospects and most importantly, he gets results.

Call-back 360

Call-back Webinar Metrics Sales Industry 360

Mr. Inside Sales

JULY 30, 2021

Wouldn’t it be convenient to have a list of 5 questions you could use to get your prospect talking, to get them to open up about how they’re feeling and what you might need to concentrate on? You could do two: one for prospecting and one for the close. Ever feel stalled during a close? Happy Selling!

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

Pipeliner

NOVEMBER 24, 2024

Cold Calling: Reach out directly to potential customers to introduce your offerings. Direct Mail: Send personalized mail to capture the attention of prospects. The goal is to make prospects aware of your existence and offerings. Bond Once you have attracted a prospect, the next step is to bond with them.

Video 116

Video Strategy Top of Funnel Direct Mail 116

Sales Gravy

MARCH 20, 2025

Paul made call after call, sent countless emails, and chased leads relentlessly. Hed get shut down early, lose deals at the negotiation table, and get ghosted by prospects who had initially shown interest. Timing, tone, objection handling, and reading the prospects emotional state. But his close rate was abysmal.

Face-to-face 111

Face-to-face Sports Construction Negotiation 111

Understanding the Sales Force

JANUARY 9, 2025

First, watch this short video rant on Timing and then come back for the rest of the story about Chris Cagle, timing, and selling. When the timing is right anyone who calls can get a meeting scheduled. When the timing is bad, nobody who calls will get a meeting scheduled. Timing is easy to recognize.

Airlines 173

Airlines Decision Maker Call-back Vendor 173

The Pipeline

NOVEMBER 19, 2020

Your prospects sure don’t! But weren’t you telling me Tuesday that they’ve never been out on a client call? What really counts in the real world (you know where sales are made), is the prospects’ and clients’ perception and definition of value. Prospecting consists of regaling anyone who’ll listen with that value prop.

Lead Scoring 398

Lead Scoring Lead Rank Margin SME 398

Zoominfo

AUGUST 27, 2024

This not only maximizes ROI, but also minimizes wasted time and resources on low-potential prospects. These products and platforms are designed to help you identify, engage, and convert your most valuable prospects, ultimately driving growth and success for your organization.

Ideal Customer Profile 130

Ideal Customer Profile Account Based Marketing Account Lead Rank 130