Sales Gravy

MARCH 25, 2025

Below are the key insights from our conversation, along with practical strategies to multiply your lead count and build a system that secures face-to-face meetings with the right buyers. In B2B lead gen often requires multiple touch points before prospects even see why they need to talk to you.

Ideal Customer Profile 87

Ideal Customer Profile Sales Qualified Lead B2B Top of Funnel 87

Zoominfo

SEPTEMBER 9, 2020

So, let’s go back to the basics, and deconstruct four common points of failure in the typical lead acquisition funnel and what organizations can do to succeed over them. So, let’s go back to the basics, and deconstruct four common points of failure in the typical lead acquisition funnel and what organizations can do to succeed over them.

Top of Funnel 191

Top of Funnel Ideal Customer Profile Funnel Sales Qualified Lead 191

Zoominfo

JULY 24, 2020

Sales reps spend a lot of time looking for content to share with prospects, or sorting through leads that don’t necessarily meet the mark. Marketing can equip the sales team with industry data and best practice content so that they can better inform and engage prospects. Increased Productivity. Better Use of Resources .

Top of Funnel 301

Top of Funnel Marketing How To Funnel 301

Hubspot Sales

AUGUST 26, 2024

For the other 98%, you’ll need to follow up again and again, communicating key selling points and differentiators, overcoming objections, and most critically, delivering as much value as possible to the prospect. I woke up to my alarm clock shattering that fantasy. You’ll probably be surprised at the quality of the response.

Follow-up 122

Follow-up Lead Rank Lead Scoring Leads 122

SBI Growth

OCTOBER 28, 2013

He’s facing the extraordinary pressure of leading a Marketing organization at a firm poised to go public. Here are a few questions that every CMO must answer just to stay in the job: How am I going to educate my customers and prospects on new products or solutions? Meet Doug Kuiper. and you’re scratching the surface of your job.

Outsourcing Services 300

Outsourcing Services Demand Generation Agencies Lead Rank Lead Scoring 300

Zoominfo

JANUARY 6, 2021

From there, these leads are gradually pushed further down the funnel for sales teams to pick them up and close a deal. So when both sales and marketers use CRMs with the same strategy, touchpoints are centralized into a single system for better customer success—the sales funnel becomes an escalator instead of a rollercoaster.

Trends 246

Trends CRM Top of Funnel Marketing 246

Vengreso

JANUARY 3, 2025

In this ultimate guide we will dive deep into social selling statistics, offering insights and data-driven analysis to boost your sales funnel. Social selling has emerged as a game-changing strategy for B2B and B2C sales professionals. But what exactly is driving this shift, and how are businesses leveraging these changes to their advantage?

Top of Funnel 52

Top of Funnel Social Selling Funnel Social Media 52

Zoominfo

MARCH 9, 2021

While the two terms are somewhat synonymous, demand generation strategies span the entire funnel. While the two terms are somewhat synonymous, demand generation strategies span the entire funnel. The goal is to target the right prospects, as well as bring them along the buyer’s journey. What is Demand Generation?

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Targets Demand Generation Paid Content 225

Zoominfo

MARCH 30, 2023

For demand generation professionals in charge of optimizing a B2B marketing funnel, that means any friction getting in the way of alignment, efficiency, and scalability simply has to go. There are dedicated stages to generate awareness, create engagement, and ultimately convert prospects into customers.

Top of Funnel 130

Top of Funnel Lead Rank Funnel Marketing Qualified Lead 130

Sales Hacker

SEPTEMBER 24, 2022

Building a sales funnel that aligns with your business goals is essential. Each funnel stage defines your steps to turn prospective buyers into customers, even if they’ve never heard of your business before. What is a sales funnel? And then there’s the sales funnel. The 4 stages of a sales funnel.

Paid Content 133

Paid Content Top of Funnel Funnel Ideal Customer Profile 133

Zoominfo

OCTOBER 21, 2021

Every business needs to fill its sales funnel with qualified leads, convert those leads into customers, and retain paying customers for the long term. What makes the difference between a high-performing sales funnel and one that isn’t ready for the needs of a modern B2B sales motion?

Top of Funnel 130

Top of Funnel Funnel Sales Qualified Lead Data 130

The Pipeline

JUNE 23, 2020

There are a lot of prospecting and cold calling books out there, most trying to cash in on trends and fears. Done right, as Art outlines in the book, cold calling, sorry Smart Calling, is still one of the most direct and cost-effective ways to directly engage with your prospects. By Tibor Shanto. Most will tell you it doesn’t work.

Cold Calling 250

Cold Calling Call-back Face-to-face Top of Funnel 250

Hubspot Sales

APRIL 26, 2021

When done correctly, sales is the process of solving for a prospect. In many cases, that issue your prospect raises won't be obvious — complicating how (or even whether) you should present your solution. One way to get there is by leveraging something known as a "Pain Funnel.". It's not abrasive or in-your-face.

Top of Funnel 107

Top of Funnel Funnel System Face-to-face 107

Zoominfo

OCTOBER 20, 2020

Let’s face it: in today’s B2B buying landscape, we’ve got options. Rather, personalized selling is about having a multi-tiered approach applied to your sales funnel. Rather, personalized selling is about having a multi-tiered approach applied to your sales funnel. It’s all about having a personalized selling strategy.

Top of Funnel 246

Top of Funnel Segment Intent Data Funnel 246

The Pipeline

FEBRUARY 4, 2020

By Tibor Shanto. Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. The predictions may not be off the mark. Segmenting. show a different reality.

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

Zoominfo

FEBRUARY 27, 2021

Manual sales prospecting and lead generation doesn’t get your sales and marketing teams where they need to be for their quotas — and it wastes time. The main purpose of sales intelligence tools is to help make more insightful decisions by providing in-depth information on potential prospects. 1 for good reason. InsideView.

Hoovers 264

Hoovers Campaigns InsideView Tools 264

No More Cold Calling

FEBRUARY 2, 2018

The key to increasing revenue and achieving quota isn’t cramming the top of the funnel with as many prospects as possible—qualified or not. Sales velocity is important, but what really drives sales is getting the right qualified leads into the funnel, nurturing them, and increasing their velocity through the funnel.

Referrals 220

Referrals Ideal Customer Profile Sales Qualified Lead Top of Funnel 220

Pipeliner

OCTOBER 30, 2024

This helps ensure that the content is highly relevant to the target audience, addressing specific challenges they are facing in their journey—whether that’s a common objection during the sales process or the latest industry trend affecting buying decisions.

Top of Funnel 105

Top of Funnel Strategy Lead Scoring Lead Rank 105

Zoominfo

FEBRUARY 18, 2021

In their journey, prospective buyers want to know they can trust the company as much as they can trust the individuals they’re dealing with. In their journey, prospective buyers want to know they can trust the company as much as they can trust the individuals they’re dealing with. This is as true of people as it is of a company.

Social Media 227

Social Media Top of Funnel Face-to-face Conference 227

SBI Growth

SEPTEMBER 26, 2012

The holidays are an obstacle to getting face time with prospects and customers to secure those last minute deals. The holidays are an obstacle to getting face time with prospects and customers to secure those last minute deals. Flip the funnel. According to your reps the pipeline is full of deals. Q4 is difficult.

Closing 303

Closing Lead Scoring Lead Rank Customer 303

SBI Growth

AUGUST 15, 2013

lead conversion rates at all stages of the marketing and sales funnel. Changes in leadership offer new chances to achieve this mythical goal. This is the time of year when leaders start mapping out 2014. A new peer can be an obstacle or a force multiplier. Below is the true story of how one organization dealt with this challenge.

Top of Funnel 282

Top of Funnel Marketing Lead Generation Face-to-face 282

Mr. Inside Sales

JUNE 1, 2020

I’ve written on this subject before but let me remind you of what I said: New marketing funnels and lead nurturing campaigns have created what has always been a salesperson’s dream: more inbound leads. Need More Proven Responses to the Selling Situations You Face Every Day? But we all know this isn’t necessarily true is it?

Inbound 178

Inbound Sales Qualified Lead Marketing Qualified Lead Leads 178

Zoominfo

DECEMBER 15, 2020

Buyer intent data is digital information collected from the public-facing digital world, such as web page views, downloaded content, and webinar attendance. It’s a science — understanding the market + humanization + appeal = (hopefully) more fitting prospects. B2B Tips for Sales, Marketing, Recruitment, and More.

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

Apptivo

OCTOBER 8, 2021

The concept of sales process came into existence after considering the redundancies faced by sales teams due to unstructured sales management. The concept of sales pipelines and sales funnels are common sales terms that are normally discussed by teams to measure several metrics. Sales Funnel Vs Pipeline – An Absolute Guide.

Top of Funnel 98

Top of Funnel Funnel Pipeline Decision Maker 98

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

Sales and Marketing Management

NOVEMBER 17, 2017

Small discrepancies between the outward and inward faces of the company can spiral into a corporate crisis. Your social media presence should funnel prospects to your website, and your website should be designed to catch attention. Aim to deliver your message to prospects in less than three seconds. Speak Your Truth.

Top of Funnel 185

Top of Funnel Social Media Face-to-face Funnel 185

Vengreso

NOVEMBER 12, 2024

Sales leaders often face the challenge of coaching their teams to overcome objections, but traditional methods may not be yielding the desired results. By mastering objection handling, sales reps can build trust with prospects and guide them towards making informed decisions. Don’t miss out on this game-changing revelation!

Objections 72

Objections Opportunity Ideal Customer Profile Face-to-face 72

Zoominfo

AUGUST 11, 2020

An ideal client profile should inform teams about potential clients that would make good prospects, as well as which ones aren’t. Similar to your ideal customer profiles (ICPs) , ideal client profiles allow you to construct marketing materials and content that are highly relevant to top-of-funnel clients.

Ideal Customer Profile 246

Ideal Customer Profile Account Based Marketing Buyer Persona Top of Funnel 246

Mr. Inside Sales

AUGUST 29, 2020

You can credit Drucker for all the KPI’s you collect and measure, and for all the software that’s been created to measure all the stats in your sales process, i.e., calls, contacts, closing ratios, top, middle, and bottom of the funnel management, etc. Need More Proven Responses to the Selling Situations You Face Every Day?

Top of Funnel 180

Top of Funnel Face-to-face Exercises Gatekeeper 180

PandaDoc

JULY 6, 2022

Picture this: you’re spending thousands of dollars prospecting leads, and they almost never convert. (Is Many marketing and sales teams face this scenario far too often. In this article, we’ll look at the what and whys of a sales funnel, understand its four important stages, and show you how to create one that drives success.

Top of Funnel 98

Top of Funnel Funnel Sales Qualified Lead Lead Rank 98

Allego

AUGUST 24, 2021

Sellers are facing one of the most difficult buying landscapes in recent memory—and they need your help. Sales enablement drives the creation, distribution, and management of customer-facing sales assets and internal sales training content. B2B deals are high-cost, span multiple touchpoints, and take months to close.

Sales Enablement 171

Sales Enablement Top of Funnel Face-to-face Hiring 171

Zoominfo

AUGUST 11, 2021

It shows where leads and opportunities are in the sales cycle, from prospecting and first approach to discovery and (hopefully) closed-won. It shows where leads and opportunities are in the sales cycle, from prospecting and first approach to discovery and (hopefully) closed-won. No one follows up with promising opportunities.

Pipeline 217

Pipeline Closing Sales Qualified Lead Top of Funnel 217

SalesFuel

APRIL 10, 2025

Sellers cite a variety of challenges they face in their pursuit of hitting quotas. Recent research from Xactly confirms that todays sellers are definitely struggling. 87% of sales teams say they are struggling to meet or exceed quotas. What is stopping sellers from meeting a quota? Are marketing and sales in agreement on this?

Quota 64

Quota Meeting Top of Funnel Hiring 64

Crunchbase

NOVEMBER 9, 2021

Lead generation is pointless if it doesn’t result in a prospect and a conversion. Before we dive into how to drive conversions, let’s first unpack the difference between a lead and a prospect, and how to turn one into the other. Grow your revenue with all-in-one prospecting solutions powered by the leader in private-company data.

Sales Qualified Lead 111

Sales Qualified Lead Lead Scoring Lead Rank Prospecting 111

Zoominfo

JULY 28, 2022

A sales funnel powered by volume and velocity is vital to stay competitive in today’s market. Here are some real-life examples of intelligent routing that tackle challenges faced by revenue ops teams. But can all of that be possible at the same time? Without a doubt. Using it comes at a cost.

Lead Rank 130

Lead Rank Lead Scoring Sales Qualified Lead Marketing Qualified Lead 130

The Pipeline

OCTOBER 26, 2021

If your cycle is three months, anything that would have to have been engaged with and be in your funnel. Most salespeople think about how to complete the deal, when they should be focused on face time. Prospects are recyclable, time is not. Need Help Now. This is clearly not the situation you want to be in.

Top of Funnel 188

Top of Funnel Face-to-face Incentive Incentives 188

Zoominfo

AUGUST 12, 2020

Popular to contrary belief, sales teams can not only survive in the age of buyer empowerment, but use buying behavior to their advantage — so long as processes and prospecting tools that help engage the right buyer, at the right time, with the right message. And do so at the expense of the competition. Today, we review.

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200