Sales Gravy

AUGUST 16, 2020

On this Sales Gravy Podcast episode Jeb Blount (Virtual Selling) and Anthony Iannarino (Eat Their Lunch) get down and dirty about why salespeople need to adopt a phone first approach to outbound prospecting sequences. Ignorance of the Power of the Phone in Outbound Prospecting In other circumstances, it is a case of ignorance.

Outbound 119

Outbound Prospecting Pipeline Channels 119

DiscoverOrg Sales

SEPTEMBER 26, 2017

Subscribe to our YouTube channel. We’ll be pulling a subset of accounts out of this orchestration as an A/B test, so we can tell what impact ABE really has, compared to a traditional outbound prospecting method. So, how are we approaching this account-based everything plan? We’re using a simple framework.

Account Based Marketing 307

Account Based Marketing Account Ideal Customer Profile Outbound 307

Zoominfo

NOVEMBER 1, 2024

In short, ABM treats individual high-value accounts or collections of good-fit prospect accounts as mini-campaigns, surrounding their buying committees and key influencers with targeted, value-driven marketing assets. Here’s why it’s becoming an essential tool in the B2B marketer’s arsenal: 1.

Account Based Marketing 130

Account Based Marketing Account Software Software 130

Zoominfo

JANUARY 24, 2024

Sales teams can make up the difference using outbound sales techniques. But given the rise of inbound sales over the past decade, some reps may have less experience with outbound motions. What is Outbound Sales? By definition, reps working outbound processes need to work a little harder.

Ideal Customer Profile 130

Ideal Customer Profile Outbound Sales Qualified Lead Top of Funnel 130

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

Zoominfo

DECEMBER 20, 2024

Sales acceleration platforms provide a powerful solution, helping businesses optimize workflows, engage prospects, and convert leads more efficiently. Enhancing Customer Engagement : Email tracking and meeting management improves communication with prospects. Advanced Search Functionality : Pinpoint prospects with precision.

Scale 130

Scale SalesForce Analytics Hubspot 130

Sales Gravy

MARCH 25, 2025

Hes already tried a variety of channels, including inside sales, social media, and email, but is struggling to ramp up both volume and quality. Why a Multi-Channel Strategy Matters Theres rarely a single magic trick that opens the floodgates of perfect leads. Even a 30-minute delay can drop contact rates dramatically.

Ideal Customer Profile 87

Ideal Customer Profile Sales Qualified Lead B2B Top of Funnel 87

Zoominfo

FEBRUARY 5, 2024

But today’s outbound lead generation tactics are more than just dialing for dollars. Modern GTM teams build on a foundation of high-quality data, leveraging buyer intent data and other advanced signals to begin their outreach when prospects are ready to learn more. What is Outbound Lead Generation? What is an Outbound Lead?

Lead Generation 130

Lead Generation Outbound Lead Rank Sales Qualified Lead 130

Zoominfo

DECEMBER 20, 2024

ZoomInfo ZoomInfos go-to-market intelligence platform equips sales and marketing teams with the tools and intelligence needed to connect with prospects first and close deals faster. ZoomInfo empowers businesses to refine their prospecting efforts by integrating Salesforce data directly into its platform.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

Alice Heiman

JULY 14, 2022

According to Mei Siauw, CEO of LeadIQ , a tool that helps sales teams with smarter prospecting, building an outbound sales motion is the key to growth. Start early, stick with it; if you do it right, outbound sales will produce amazing results. During the show, Mei talks about how she built LeadIQ by focusing on outbound sales.

Outbound 127

Outbound Hiring LinkedIn Channels 127

Zoominfo

FEBRUARY 25, 2021

Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel. A lead is defined as any prospect who indicates interest in a company’s product or service. What is a Lead?

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

SBI Growth

NOVEMBER 29, 2012

In marketing, a Persona Ecosystem is the environment of interactions that a prospect lives within. The collective environment of thought leaders, influencers, communication channels and possible touch-points that surround a prospect makes up their ecosystem. Insight into the sources influencing the prospect.

Exercises 310

Exercises Lead Rank Lead Scoring Marketing 310

DiscoverOrg Sales

JANUARY 22, 2018

As DiscoverOrg’s Manager of Strategic Accounts, I’m always looking for ways to use personal touchpoints to engage prospects via email. I start with a thoughtful, well-researched cold email that shows just how well I knows my prospect – both the pain points they experience in their job, as well as their personal interests.

Prospecting 258

Prospecting Decision Maker Ideal Customer Profile Data 258

Sales Hacker

SEPTEMBER 27, 2024

Over 3 million Apollo users, including rapidly growing enterprise ones like Mutiny, use Apollo’s lead database, multi-channel outreach, call recording, and analytics, to grow revenue and streamline busy work. 63% of companies are facing significant challenges with outbound ( source ). Product : Apollo. Let’s get into it.

Outbound 112

Outbound Lead Rank Scale Intent Signal 112

Pointclear

JANUARY 9, 2014

Outbound calling is interruption marketing. And, it’s irritating to your prospects. And today, that consistency needs to reach across channels. Social Media Marketing is an effective lean gen channel for B2C but not as much for B2B. Voicemails are a waste of time. Write it and they will come. Give up after 1 – 2 calls.

Lead Generation 257

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 257

Hubspot Sales

JULY 22, 2024

I’ve found that cold calling is an excellent way to engage prospects one-on-one and move them to the next step in the buying process. Cold calling is most effective when paired with strategies such as prospecting and sales qualification. Cold Call Script Examples **The prospect's phone rings** Prospect: Hello?

Cold Calling 111

Cold Calling Top of Funnel Inbound Call-back 111

Zoominfo

JUNE 24, 2020

For quality leads — that are more effective in the long-term — inbound marketing undoubtedly provides better sources for lead generation than outbound. Well, for starters, inbound prospects, by definition, choose themselves as leads. Again, inbound prospects already have interest in a product or service gained organically.

Lead Rank 246

Lead Rank Lead Generation Marketing Qualified Lead Inbound 246

Sales 2.0

MARCH 6, 2021

Understanding his firm had to move quickly to salvage the year, Stephen assembled his team and decisively moved to generate new pipeline through a series of initiatives, eventually launching an outbound sales program. “I would say outbound sales has been a big success story,” Stephen followed up.

Trade Show 195

Trade Show Lead Generation Outsourcing Services Sales Qualified Lead 195

Sales Hacker

FEBRUARY 26, 2020

Trying to get started with outbound sales? You need a solid outbound sales strategy in place. Because honestly, when it comes to outbound sales , if you haven’t done the footwork and created the infrastructure needed for success, it can get messy. 4 Elements of a Successful Outbound Sales Strategy. Engagement tools.

Ideal Customer Profile 110

Ideal Customer Profile Outbound Strategy Buyer Persona 110

Zoominfo

NOVEMBER 9, 2020

The traditional sales funnel is a stage-based approach to turning prospective leads into buyers. This goes for everything from tactical approaches to business development research to the underlying characteristics that make said prospects qualified enough to engage in the first place. What Tools Do People Use for Sales Funnels?

Top of Funnel 246

Top of Funnel Funnel Sales Qualified Lead Data 246

No More Cold Calling

AUGUST 1, 2019

Sales has always gotten a bad rap, but it’s gotten much worse as sales channels have evolved. If sales managers hold their people accountable for the number of phone calls they make, emails they send, and invitations and InMails on LinkedIn, that’s how they’ll prospect. It’s also exceptionally difficult for salespeople to earn.

Referrals 289

Referrals System Cold Calling Social Media 289

Zoominfo

FEBRUARY 1, 2018

There will always be prospects who need B2B products or services. Outbound leads cost 39% more than inbound leads ( source ). 22% of B2B businesses reach out to prospects with lead nurturing on a weekly basis ( source ). 42% of organizations believe email is one of their most effective lead generation channels ( source ).

Lead Generation 243

Lead Generation Marketing Qualified Lead Sales Qualified Lead Lead Rank 243

Partners in Excellence

OCTOBER 30, 2020

It’s customers prospecting–looking for solutions to their problems. But customers have an analog to what we do in prospecting. We know our customers are leveraging different channels and methods of learning, thinking about change. Customers prospect very differently than sales people do. Customers do prospect.

Outsourcing Services 112

Outsourcing Services Prospecting Customer Harvest 112

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. And this is what this prospecting guide is all about.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Zoominfo

MARCH 21, 2025

The platform serves as a centralized workspace for sales teams to organize activities, interact with prospects, and follow structured workflows. Gong Gong is a revenue intelligence platform that captures and analyzes customer interactions across various communication channels.

Sales Coaching 130

Sales Coaching Software Software Coaching 130

Zoominfo

SEPTEMBER 23, 2020

Integrative, Effective Digital Tools: When it comes to your GTM strategy, and any kind of product launch, you need integrative automation tools to help execute and measure results across the channels that matter most. . Re-creating our ICP not only helped us find a path to high-value prospects,” Cooper said. “We Re-evaluate Channels .

Ideal Customer Profile 189

Ideal Customer Profile Strategy Buyer Persona Lead Rank 189

PandaDoc

APRIL 20, 2022

Creating an effective outbound sales strategy for your team can be a tricky proposition. Instead, you’ll have to take a more targeted approach to earn leads with outbound strategies. But just because the days of cold calling and big email blasts are mostly gone doesn’t mean that the outbound sales process is dead.

Outbound 98

Outbound Top of Funnel Strategy Ideal Customer Profile 98

Sales Hacker

JANUARY 20, 2025

Back to basics There may be no silver bullets, but there are what feels like endless options for tools, channels, and tactics to choose from. In-person interactions Digital channels drive reach, but the deepest connections happen in person. Memo hosts 10-15 prospective buyers at each dinner event. The answer?

Scale 105

Scale Sales Qualified Lead Revenue Intent 105

Zoominfo

SEPTEMBER 25, 2019

When most marketers think outbound marketing, they think emails, paid advertising, and other digital campaigns aimed at engaging their target audience. As is the nature of outbound marketing, some of our campaigns have been more successful than others. Unfortunately, the cookies seemed to annoy many of the prospects we sent them to.

Direct Mail 182

Direct Mail Paid Content Campaigns Examples 182

Sales and Marketing Management

MARCH 26, 2018

During this first meeting is generally when the salesperson and the prospect discover common interests and determine if the business can be moved forward. High-performing salespeople understand the prospect’s business challenges and can articulate a solution. In these three channels is where sales performance can be enhanced.

How To 218

How To Face-to-face Sales Qualified Lead Lead Capture 218

Sales Hacker

SEPTEMBER 26, 2022

In Product-Led-Growth (PLG) circles, outbound has a spotty reputation. Outbound is becoming part of the normal progression of growth at product-led companies. That’s when many PLG businesses turn to outbound. Related: Getting Started with Outbound Sales? And 44% still conduct cold outbound. What is cold outbound?

Outbound 103

Outbound Ideal Customer Profile Company Lead Rank 103

Zoominfo

FEBRUARY 25, 2021

Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel. A lead is defined as any prospect who indicates interest in a company’s product or service. What is a Lead?

Lead Generation 177

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 177

Nutshell

AUGUST 20, 2024

Prospecting is an essential part of the sales process, but if you want to strike gold, you need to have a well-thought-out strategy in place. In this guide to sales prospecting, you’ll get everything you need to know. Table of Contents What is sales prospecting? Table of Contents What is sales prospecting?

Ideal Customer Profile 127

Ideal Customer Profile Benefit Prospecting Sales Qualified Lead 127

MarketJoy

MARCH 24, 2025

Simply put, the focus here is to generate prospects interested in what you do so they can be funnelled into the top of the sales funnel and eventually lead to conversion. An MQL is an interested prospect who has taken action , for example, downloading a whitepaper or subscribing to a newsletter.

Lead Generation 52

Lead Generation Sales Qualified Lead Ideal Customer Profile Lead Rank 52

Anthony Iannarino

JUNE 17, 2020

The question as to which prospecting method is the most effective can be answered in two ways. Inbound or Outbound? The argument over the most effective way to prospect has been framed as a contest between Inbound and Outbound, also called cold outreach, as your dream client isn’t expecting your communication.

B2B 117

B2B Prospecting Trade Show Inbound 117

Score More Sales

DECEMBER 23, 2013

If you do, you should be able to determine exactly what you need to do to hit your revenue targets, including how many prospects and deals you need based on your conversion rate. I’m more visual so even though I saw it as I put calendar items in, I review to get a fresh view and know where to put in prospecting or other calls.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

Zoominfo

FEBRUARY 22, 2018

Social media has a 100% higher lead-to-close rate than outbound marketing ( source ). Focus your efforts on the appropriate channels. Focus your time and budget on the channels that will best help you meet your goals. In fact, social media channels are the 3rd leading source of web visits for businesses ( source ).

Social Media 214

Social Media Lead Generation Media B2B 214