Sales Gravy

JANUARY 14, 2025

Eric in Lewiston, Maine, asks how to use last years data to create and accurate sales plans and evaluate software tools (like CRMs and ZoomInfo) to make those goals happen. If you havent defined clear performance metricslike call activity, lead generation, conversion rates, or daily prospecting targetsthen you dont really have a plan.

Data 98

Data Tools Intent Data Top of Funnel 98

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. These tools not only help teams track performance, but improve engagement strategies and optimize sales workflows. But how can you choose the right tool for your team?

Outbound 130

Outbound Software Software Buyer Intent 130

Partners in Excellence

MARCH 31, 2025

My friend, Charlie Green, and I exchange ideas on new AI tools. This weekend, he shared a tool that summarizes all the newsletters he subscribes to. Tools like the one Charlie referenced help us deal with that overwhelm. Automatic call summaries/annotation, even follow up. Inevitably, it gets overwhelming.

Call-back 122

Call-back Tools Follow-up Conversion 122

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

Zoominfo

AUGUST 27, 2024

By integrating with other account-based marketing tools, CRM systems, and customer data platforms, marketing account intelligence software creates a unified and comprehensive view of each customer. Built on the D&B Cloud, this solution offers a comprehensive suite of tools for data management , visualization, and benchmarking.

Ideal Customer Profile 130

Ideal Customer Profile Account Based Marketing Account Lead Rank 130

Zoominfo

DECEMBER 20, 2024

These tools are now essential for companies looking to maintain a competitive edge in a demanding market. Use this checklist to evaluate your possible solutions, and pick the one that works best for your companys needs and get back to closing deals, this time at record speed. What Are Sales Acceleration Platforms?

Scale 130

Scale SalesForce Analytics Hubspot 130

Vengreso

JANUARY 7, 2025

This article explores the cutting-edge tools and methodologies that will define the future of video sales mastery, with a spotlight on Vengreso’s FlyMSG Sales Pro Plan for teams , the top choice for salespeople seeking to elevate their video sales performance.

Video 75

Video Tools Top of Funnel Analytics 75

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. The problem of missing decisionmakers most often shows up when companies submit a proposal and never hear anything back. Sales process efficiency. as this channel has become saturated.

Territories 396

Territories Compensation Scale Decision Maker 396

Sales 2.0

MARCH 12, 2020

Don’t be surprised if prospects associated with these deals don’t respond to your team’s emails or phone calls anymore. What is keeping them back from success? Sales tools: Do you have too few sales tools, or too many? Are your tools actually being used by your sales team (CRM for example)? Does everyone follow it?

Top of Funnel 378

Top of Funnel Pipeline Follow-up Proposal 378

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”? What to do?

Sales Qualified Lead 320

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

Mr. Inside Sales

APRIL 23, 2021

Here’s one way I have successfully dealt with this and gotten the prospect to reveal what was really holding them back. If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. And many, many more reasons….

Face-to-face 334

Face-to-face Gatekeeper Licensing Decision Maker 334

No More Cold Calling

JULY 13, 2021

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.” There’s no such thing as a “warm call.”. Salespeople continually struggle with reaching B2B decision makers.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Hubspot Sales

AUGUST 26, 2024

In fact, when you’re tenacious enough to book a call, data from Marketing Wizdom suggests that a mere 2% of sales leads will close on the first meeting. Fortunately, AI tools like Conversica can fill in the gaps and analyze current and historical data to deliver personalized messages that inspire confidence in your prospects.

Follow-up 122

Follow-up Lead Rank Lead Scoring Marketing Qualified Lead 122

Hubspot Sales

OCTOBER 16, 2024

Cold calling. You see, cold calling – no matter which way you feel about it – is simply a part of the sales biz. But once in a blue moon, regardless of how good the quarter may be treating them, a business’ sales team needs to take a step back. Lucky for them, that’s where outsourced cold calling steps in. Let’s jump in.

Outsourcing Services 105

Outsourcing Services Cold Calling Scale Hiring 105

Mr. Inside Sales

JULY 6, 2021

Let me think about these and get back with you.”. Luckily, there is a best practice around this and it is: Stick with your main product or service, close that deal first, then circle back around and pitch the ancillary product/service. Stalled sale. Sound familiar? I’m sure you know when this happens. At that time, load them up!

Face-to-face 317

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

Zoominfo

DECEMBER 11, 2024

Guided Intent ensures every outreach is backed by data, making it more impactful and cost-effective for your marketing team. Campaign Conversion Tracking Using data-backed performance metrics is the most effective way to optimize campaigns. AI-Generated Talking Points within ZoomInfo Copilot Dialer do just that.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

Mr. Inside Sales

NOVEMBER 16, 2020

Then, by feeding these back to them, you’ll be speaking to a person’s listening. If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. If you’ve never tried this technique, trust me, it’s a game changer….

Motivation 332

Motivation Face-to-face Gatekeeper Licensing 332

Sales Hacker

NOVEMBER 15, 2024

Plus, an analysis of the top 75 trending sales AI tools. The Hidden Costs of Efficiency: How to Counteract AI’s Impact on Sales Skills AI and automation tools promise efficiency, but they also come with unintended consequences. Examples of skill byproducts: Cold calling: Builds grit, resilience, and quick thinking under pressure.

Outsourcing Services 113

Outsourcing Services Scale Cold Calling Hiring 113

No More Cold Calling

OCTOBER 1, 2021

Plus, here’s what you might have missed from No More Cold Calling this summer. Obviously, I’ve never been a fan of cold calling, but now the uninvited sales pitches are multichannel. On that note, take a look at what you might have missed from No More Cold Calling about relationship building and referral selling …. Try This. “My

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

Mr. Inside Sales

MARCH 6, 2021

I listen to hundreds of calls every month, and I rarely hear thank you (or please). If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. Again, I know, this sounds too simple, too common place, too commonsensical.

Gatekeeper 316

Gatekeeper Closing Face-to-face Licensing 316

Steven Rosen

MAY 31, 2021

These include being systematic, knowing what top performers in your organization look like, having strong assessment tools to make scientific decisions and that the process is rigorously followed. Many validated profiling tools in the marketplace will measure key source traits associated with success in sales and predict performance.

Hiring 386

Hiring Territories Energy Sales 386

Mr. Inside Sales

JULY 20, 2021

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS! Unlimited License: One to 100 reps can attend for one low price!

Gatekeeper 315

Gatekeeper Decision Maker Face-to-face Licensing 315

Mr. Inside Sales

JANUARY 2, 2021

Welcome back to your home office; how do you feel? If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. Overwhelmed? Under pressure already? If so, then you’re not alone. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 314

Face-to-face Gatekeeper Inside Sales Licensing 314

Mr. Inside Sales

APRIL 11, 2021

Tricky title, I know, but there is a tool out there (many, in fact) that will enable you to do this. And this particular one is called TapeACall Pro. This one has the best features, including recording incoming calls—and calls you’re already on—and more. As the name suggests, this is a phone recording app for your iPhone.

Face-to-face 291

Face-to-face Gatekeeper Licensing Decision Maker 291

Mr. Inside Sales

JANUARY 19, 2024

Like this: “I’m sure you do, and that’s why I’m calling you today. I know it makes sense to have several vendors you can check pricing and availability with, and having another supplier in your back pocket is only going to help you, right?” [Get Get buy in here before you continue.] “So That’s what most blow offs are!

Face-to-face 273

Face-to-face Gatekeeper How To Licensing 273

Mr. Inside Sales

JANUARY 8, 2021

Two weeks into the New Year, and are you already stressed about picking up the phone and making prospecting calls? I learned a secret years ago that enabled me to overcome my fear of making calls, and that allowed me to make hundreds of cold calls stress-free. The post Overcome Call Reluctance Today! Imagine that….

Face-to-face 313

Face-to-face Cold Calling Gatekeeper Licensing 313

Mr. Inside Sales

AUGUST 14, 2020

For years, I was waiting to go back to school to get my graduate degree so I could start my real life. My attitude was holding me back from excelling and enjoying this profession. Never stopped to see what was holding me back from attaining the success I saw others attain. Do you find that demeaning? I used to.

Face-to-face 295

Face-to-face Call-back Gatekeeper Licensing 295

Hubspot Sales

SEPTEMBER 6, 2024

Why Use AI Sales Closing Techniques With AI backing up our sales department, missed opportunities became a thing of the past — which is critical considering that sales is a numbers game. To meet your quota (and stay sane), it’s important to leverage AI tools and techniques that can unlock the following benefits.

Closing 115

Closing Ideal Customer Profile Top of Funnel Lead Rank 115

Mr. Inside Sales

JULY 30, 2021

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS! Unlimited License: One to 100 reps can attend for one low price!

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

Zoominfo

AUGUST 8, 2024

But it’s backing up those higher targets with support investments, a strong signal that executives view higher coverage figures as a new normal. Luckily, sellers of every stripe now have access to AI-powered tools that can help them excel in a challenging market. Which website pages are receiving the most traffic from this account?

Churn 130

Churn Face-to-face How To Buyer Intent 130

Mr. Inside Sales

MARCH 1, 2021

I started showing up an hour before work began, and I headed straight to my desk and began making calls. I spent my lunch hours listening to my calls and critiquing them. At night before I went home, I took an extra half hour to lay out all my leads and call backs for the next day so I could hit the ground running when I got in.

Face-to-face 300

Face-to-face Gatekeeper Call-back Licensing 300

No More Cold Calling

APRIL 9, 2020

In fact, they didn’t even need to talk to prospects, because they had great tech tools. I won’t be around then, but I want my grandchildren, great-grandchildren, and great-great-grandchildren to know what it’s like to be human—to use words, to make connections, to enjoy seeing someone smile, and to smile back. Imagine that….

Conversion 305

Conversion Face-to-face Social Media Referrals 305

Zoominfo

AUGUST 8, 2024

You can throw in tactical skills like effective messaging, multi-threading, persuasive cold-calling, and much more. Enablement also has a halo effect on your culture and talent retention, giving sellers the tools, tactics, and confidence to stay motivated about building their careers. How does seller behavior change happen?

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Mr. Inside Sales

JUNE 11, 2021

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS! Unlimited License: One to 100 reps can attend for one low price!

Face-to-face 317

Face-to-face Gatekeeper Licensing Decision Maker 317

Mr. Inside Sales

FEBRUARY 20, 2021

rather than waiting until you have the answer—which could take a day or longer—get into the habit of responding back within the hour with even: “Just wanted to let you know I received your email, and I’m working on it. I’ll reach back once I have an answer.”. Like you, I receive a lot of emails and phone calls. 10 seconds?

Face-to-face 271

Face-to-face Call-back Gatekeeper Licensing 271

Mr. Inside Sales

APRIL 14, 2023

Call me back as soon as you can…” just reeks of a tricky salesperson calling. The proven formula is simple: Leave your name, company name, and a brief reason you’re calling (especially one that includes a benefit for your prospect), and then leave your phone number SLOWLY and twice. So do your prospects.

Face-to-face 254

Face-to-face Gatekeeper Licensing Decision Maker 254

Mr. Inside Sales

MAY 11, 2023

Should I go back to school?” While managers want you to jump on the next call, go from a negative experience and be positive again and “smile and dial,” you know how hard that is. Just accept it and get back to neutral. or actually get back to the script?). I wonder what I can sell that’s easier than this?” And on and on.

Face-to-face 250

Face-to-face Call-back Gatekeeper Licensing 250