Sales Gravy

MARCH 25, 2025

Wes from Flower Mound, Texas, has a familiar challenge: how to attract more qualified B2B leads and convert them before they slip away. Hes already tried a variety of channels, including inside sales, social media, and email, but is struggling to ramp up both volume and quality. or Has rapid growth left your culture in shambles?

Ideal Customer Profile 88

Ideal Customer Profile Sales Qualified Lead B2B Top of Funnel 88

Mr. Inside Sales

SEPTEMBER 11, 2020

First, understand what’s happening here: Remember the law in sales: Leads Never Get Better! 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”? “How long will this take?” What to do? And you can imagine how they are when reps reach them.

Sales Qualified Lead 320

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

Score More Sales

SEPTEMBER 16, 2013

Some of the newest people to become inside sales reps are those who have left the field for now – perhaps forever. Many outside sales positions with fat travel accounts and face-to-face client meetings are slowly being switched over to inside positions. It doesn’t always work.

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Inside Sales Face-to-face Travel Outside Sales 182

Mr. Inside Sales

MARCH 1, 2021

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. 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. It’s the will.

Face-to-face 300

Face-to-face Gatekeeper Call-back Licensing 300

Score More Sales

JUNE 17, 2013

It can be an article, blog post or white paper that ties in with the challenge they are facing. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling. They responded favorably because it is the polite thing to do, but didn’t really see value.

Inside Sales 200

Inside Sales Outsourcing Services Lead Rank Lead Scoring 200

Mr. Inside Sales

JUNE 30, 2024

If you’re looking forward to an extended holiday and want to know the best way to spend it, then I’ve got a suggestion: Why not spend some of it learning and getting better at your craft of sales? Better than the other sales reps competing with you? Need More Proven Responses to the Selling Situations You Face Every Day?

Gatekeeper 255

Gatekeeper Face-to-face Sales Qualified Lead Licensing 255

Mr. Inside Sales

JUNE 22, 2024

I can drill down to what’s important to them, OR save myself time pitching an unqualified lead. Need More Proven Responses to the Selling Situations You Face Every Day? 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.

Closing 255

Closing Face-to-face Gatekeeper Sales Qualified Lead 255

Mr. Inside Sales

SEPTEMBER 25, 2021

Try it this week, and watch your leads get more qualified as you put less “wood” into your pipeline. Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS! But top producers are prepared for this common stall/blow off, and they know how to qualify past it. Right then!

Sales Qualified Lead 284

Sales Qualified Lead Face-to-face Gatekeeper Licensing 284

Mr. Inside Sales

AUGUST 14, 2020

Have you ever stopped and examined your attitude about sales? When someone asks you what you do for a living, are you embarrassed to say you’re in sales? See, I was smarter, better, had more to offer than just “sales.”. My real attitude was that sales was a pushy occupation for people who couldn’t do anything else.

Face-to-face 295

Face-to-face Call-back Gatekeeper Licensing 295

Mr. Inside Sales

JUNE 1, 2020

A company I’ve been working with for over a year now gets a portion of their leads via inbound email requests for information on their services. Another company recently reached out to me wondering if there is a best practice approach for handling inbound leads. But we all know this isn’t necessarily true is it?

Inbound 178

Inbound Sales Qualified Lead Leads Marketing Qualified Lead 178

Mr. Inside Sales

AUGUST 18, 2023

Establishing rapport with a prospect in the very beginning is perhaps the most important first step to earning the right to have a conversation that might eventually lead to a sale. Get it wrong, and that could mean the end of your call—and your chance to make a sale. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 256

Face-to-face How To Gatekeeper Licensing 256

Mr. Inside Sales

MAY 11, 2023

Have you ever observed your self-talk after you lose a sale? The leads are trash, and I actually agree with some of my prospect’s objections!” “I Here’s how: When you lose a sale or suffer a difficult call (could be a prospecting call), you hang up and find your attitude is a bit negative, simply say to yourself: “Okay.

Face-to-face 250

Face-to-face Call-back Gatekeeper Licensing 250

Mr. Inside Sales

FEBRUARY 12, 2021

Many sales reps struggle when following up on emails they’ve sent out to prospects (or even clients!). or any of the other questions above, or come up with your own), you’ll be leading your prospect to reveal their interest level and unique buying motives. And that’s better than leading them to a stall, isn’t it? What email?”.

Follow-up 228

Follow-up Face-to-face Sales Qualified Lead Gatekeeper 228

Mr. Inside Sales

MARCH 17, 2024

but face it—they rarely are. Not only is it hard to get prospects back on the phone, when you do, you usually lead off with the ineffective opening line of: “Did you have a chance to review that email I sent you?” You’ll get over 500 word-for-word scripts, questions, and phrases to help you open and close more sales starting today!

Face-to-face 243

Face-to-face Sales Qualified Lead How To Gatekeeper 243

Mr. Inside Sales

JUNE 13, 2022

An inbound lead. If you’ve been fielding inbound leads for a while, then you’ve probably noticed something: Not all inbound leads buy. Many sales reps today still make the mistake of taking “implied interest” in your company or service, to mean someone is interested, qualified, and ready to buy. A slam dunk deal, right?

Inbound 156

Inbound Sales Qualified Lead Leads Marketing Qualified Lead 156

SBI Growth

SEPTEMBER 7, 2012

This article is aimed squarely at the CEO or SVP of Sales who has tried (or considered) Inside Sales in the past. 18 days ago, I wrote another article on Inside Sales. Because if you don’t have an Inside Sales force, you are losing revenue every day. chatting in real time with your field sales force.

Inside Sales 244

Inside Sales Face-to-face Sales Qualified Lead Inbound 244

Mr. Inside Sales

OCTOBER 9, 2020

Let’s face it: This blow off is just a variation that prospects have been using for years. Any of these responses will get you a lot further—and give you the intel you need as to how to pursue this lead—than sending an email after you hang up and then then begin the cat and mouse game. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 227

Face-to-face Sales Qualified Lead How To Gatekeeper 227

Mr. Inside Sales

FEBRUARY 3, 2023

You’ll find them below, and I guarantee that if you use them, you’ll not only identify buyers faster, but you’ll feel more confident, you’ll close more sales, and your income will grow— starting today. Remember, YOU are the closer, and YOU need to be leading the sale. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 233

Face-to-face Gatekeeper Licensing Decision Maker 233

Mr. Inside Sales

APRIL 14, 2024

You know how it is: You’ll be minding your own business and then suddenly you’ll hear things like: “These leads suck.” “I This might include: “Everyone has these leads, and I’ve written business from them. Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 224

Face-to-face Gatekeeper Licensing Decision Maker 224

Mr. Inside Sales

MARCH 2, 2023

Everyone wants to be helpful, and by leading with this statement, you’ll at least peak someone’s interest, and get them to listen a little bit longer. #2: And I’ll bet that’s better than what’s happening now… Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 230

Face-to-face Call-back Gatekeeper Sales Qualified Lead 230

Mr. Inside Sales

APRIL 2, 2021

Elevator pitch example #2: “ _, we make inside sales teams as much as 33% more productive by providing them with a best practice approach that helps them cold call more effectively and close more qualified prospects. We offer one of the lowest overall freight charges on transportation, and also on packaging and supplies.

Sales Qualified Lead 231

Sales Qualified Lead Face-to-face Advertising Advertising 231

Mr. Inside Sales

JANUARY 14, 2023

NOTE: While this article talks about using this technique as an interview question to determine what kind of sales rep you’re about to hire, it’s also a great technique for managers to use to diagnose what is wrong with reps who may not be hitting quote consistently. Let’s first look at how most sales reps go about doing it.

Gatekeeper 254

Gatekeeper Face-to-face How To Sales Qualified Lead 254

Hubspot Sales

APRIL 9, 2020

Similarly, your business's inside sales team needs the right technology to be as productive and impactful as possible. Not to mention, just because the tools and tech you have in place for your outside sales team work well for their needs, doesn't necessarily mean they'll be an ideal fit for your inside sales reps, too.

Inside Sales 132

Inside Sales Sales Technology Wireless Hubspot 132

Mr. Inside Sales

APRIL 30, 2023

They talk over their prospects and generally learn very little about what it takes to close a sale. In short, you’ll begin to tell the buyers from the non-buyers, and that is the start of closing more sales and making more money. Need More Proven Responses to the Selling Situations You Face Every Day? Adopt the word “Oh?”

Sales Qualified Lead 212

Sales Qualified Lead Face-to-face Gatekeeper Licensing 212

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. The shift to less face-to-face interaction with customers and prospects isn’t a 2020 development.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Salesmate

JANUARY 24, 2021

Just like every important element of our lives, technology has changed the face of sales. Both – Businesses and customers have grown comfortable with sales inside an office. Companies have started to build a workforce that finds prospects inside four walls. So what exactly is inside sales?

Inside Sales 111

Inside Sales Tools Strategy Outside Sales 111

Hubspot Sales

MAY 5, 2020

For many leaders, when we hear the term remote sales management, our blood pressure starts to rise. Sales teams are hard enough to manage already, let alone remotely.". Let’s explore some crucial components you can keep in mind when constructing your own sales enablement strategy. There is no need to fear.

Inside Sales 134

Inside Sales Sales Enablement Face-to-face Call-back 134

Mr. Inside Sales

MAY 1, 2019

Are you ready to double or even triple your sales—in 2019? Better training = more sales. Starting on Tuesday, May 21 st , we’re launching our powerful, 7-week Online Inside Sales Training! Starting on Tuesday, May 21 st , we’re launching our powerful, 7-week Online Inside Sales Training! It’s that simple.

Training 172

Training Gatekeeper Workbooks Face-to-face 172

SBI Growth

FEBRUARY 24, 2013

The challenge many B2B sales and marketers face, however, is how to transition the legacy team to the new industry. For example, if you are in the print media business migrating to digital media you might need a different breed of sales person. Field an A player sales and marketing team with Talent Assessments.

Lead Rank 288

Lead Rank Industry Lead Scoring Scale 288

Mr. Inside Sales

APRIL 16, 2021

In sales, this means leading by example. When I became a sales manager, I was already the top producer in the office (and this is how many managers are promoted), and it was easy and natural for me to jump on the phone and take over a call. Or, they tell me that it’s the job of the sales rep to make the calls—not them.

How To 195

How To Face-to-face Gatekeeper Licensing 195

Mr. Inside Sales

OCTOBER 2, 2020

Remember: You can’t close an unqualified lead. Yet that’s still what many sales reps and teams are trying to do. Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS! The post One Question to Close More Demos appeared first on Mr. Inside Sales.

Closing 189

Closing Face-to-face Sales Qualified Lead Gatekeeper 189

Mr. Inside Sales

MARCH 25, 2021

First the no part: Sales is much, much more than just “rolling the numbers,” as they used to say. Skill level of the sales rep is the most important thing; however, there are other variables like the type of lead—inbound versus outbound; the territory; existing client or new prospect; the marketing and/or branding of the company, etc.,

Face-to-face 178

Face-to-face Gatekeeper Licensing Decision Maker 178

Hubspot Sales

DECEMBER 19, 2023

Great inside sales training improves team performance, which can increase sales revenue. Be that reducing recruitment costs by retaining top-tier sales talent or training reps to automate non-selling activities with AI tech. Table of Contents What is inside sales training? Here are five reasons you should.

Inside Sales 110

Inside Sales Training Hiring Outsourcing Services 110

The Pipeline

AUGUST 27, 2019

While it may be realistic to expect inside sales teams to sell more than 23% of their time, it is not for others. Consider travel, time understanding the clients and market, generating leads, and more. Which is OK, it’s just not good to lead with, because you’ll have to close with it as well. Giving It Away.

Wireless 264

Wireless Discount Face-to-face Scale 264

Pointclear

MAY 14, 2013

Michael is also the author of B2BMarketingInsider.com , where he discusses content marketing, demand generation, mobile strategy, and sales alignment to name a few. Click to start video at this point — Michael sees one of the biggest challenges companies are currently facing is the “battle for customer attention.”

Top of Funnel 260

Top of Funnel SAP Cost per Acquisition Customer 260

Mr. Inside Sales

JANUARY 15, 2021

While this context is presented as an interview, it is completely translatable to sales—and that means YOU. Let’s first look at how most sales reps go about doing it. 80% of sales reps start the same way—they start pitching. It has grade #2 lead and a bright yellow color so it’s easy to find. And off they go!

Face-to-face 195

Face-to-face Sales Qualified Lead Gatekeeper Licensing 195

Mr. Inside Sales

MAY 11, 2019

Do you want to be a top producer in sales? The reason this technique—among others—took my sales career to a new level is because by using it I avoided talking past the close and chasing what wasn’t even the real objection. It forced me to listen rather than ad-lib poor sales technique. See it here. Sound familiar?

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Closing Training Gatekeeper Face-to-face 165