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. 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.

Ideal Customer Profile 88

Ideal Customer Profile Sales Qualified Lead B2B Top of Funnel 88

Understanding the Sales Force

APRIL 14, 2014

Understanding the Sales Force by Dave Kurlan Last week I wrote this article questioning the Death of SPIN Selling. Over the years I have questioned the impending death of other important areas like cold-calling, selling, sales process, salespeople and more. Others are from the big new inside sales industry.

Top of Funnel 253

Top of Funnel Inside Sales Conference Webinar Metrics 253

Mr. Inside Sales

AUGUST 10, 2018

Inside Sales Management: Are you Measuring What Matters Most? Learn about successful inside sales force management closing strategy, process techniques, training ideas, prospecting tools and best practices for managers and representatives. If you’re an inside sales manager , then you know all about metrics.

Inside Sales 120

Inside Sales Closing Training Top of Funnel 120

Pointclear

MAY 14, 2013

My guest today is Michael Brenner, Vice President of Marketing and Content Strategy at SAP and Managing Editor for the SAP Business Innovation site. At SAP, Michael’s challenge is to transform social business and content marketing to reduce cost-per-acquisition of new customers. Sales is Still Important.

Top of Funnel 260

Top of Funnel SAP Cost per Acquisition Customer 260

SBI Growth

NOVEMBER 17, 2021

CEOs are increasing sales and marketing investment more than any other functional area in 2022, and most GTM leaders are funneling a significant portion of that investment to quota-carrying reps.

Top of Funnel 294

Top of Funnel Funnel Inside Sales Quota 294

SBI Growth

FEBRUARY 26, 2013

As the VP of Sales, you’re pulled in 15 directions. You’re coaching and mentoring Sales Directors and Managers. Many Sales VPs are innately aware of the competition. Discover how your potential customers are changing by conducting focused interviews: Download our Changing Buyer Interview Guide and discover your blind spots.

Competition 323

Competition Customer Lead Rank Top of Funnel 323

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. And it’s the same thing with sales activity.

Top of Funnel 180

Top of Funnel Face-to-face Exercises Gatekeeper 180

Mr. Inside Sales

JUNE 2, 2018

Quick: Can you tell me, in three sentences or less, exactly what AI is and how it is going to impact your sales career or company? Today, technology is much more accepted, and technology and sales are inseparable. Okay, so you’re sold that there may be some application to your own company or sales environment, what now?

Inside Sales 148

Inside Sales Cold Calling Social Media Top of Funnel 148

Understanding the Sales Force

MAY 22, 2014

Understanding the Sales Force by Dave Kurlan I read this terrific post from our friends at New-Hire.com about the best sources for candidates in general. It certainly applies to sales candidates as well. In this case, results must equate to successful salespeople and sales managers who achieve and even overachieve.

Sales Management 244

Sales Management Top of Funnel Decision Maker Webinar Metrics 244

Zoominfo

FEBRUARY 26, 2018

As a busy sales rep, you don’t have a ton of time to spend perusing blog posts. But, what if we told you a quick reading break might actually increase your sales productivity? Here are 25 of our favorite sales blogs. Top 25 Sales Blogs for all Sales Professionals. 1. Factor8: Your Inside Sales Advisor.

Top of Funnel 206

Top of Funnel Lead Scoring Lead Rank Webinar Metrics 206

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?

Inside Sales 110

Inside Sales Training Hiring Outsourcing Services 110

Understanding the Sales Force

AUGUST 18, 2015

Sales Process isn't even the only thing that inbound marketers say is dead. Let's start with my recent Google search for "Sales Process is Dead." One article was written by a sales expert discussing the concept of following the buyer's purchasing process. Are Top Salespeople Challengers? Don't get me wrong.

Inbound 120

Inbound Inside Sales Sales Process Top of Funnel 120

Understanding the Sales Force

JANUARY 8, 2014

Understanding the Sales Force by Dave Kurlan Global Warming is a trend. Social selling experts use data from the marketing, inbound and inside sales groups with whom they work. If every other ratio remains the same, then more opportunities will translate to more sales and greater revenue. They already work there!

Social Selling 275

Social Selling Top of Funnel Groups Trends 275

SBI Growth

NOVEMBER 12, 2013

Increasingly, companies are missing the number because they lack a formal sales strategy. Many are not making the number because a sales strategy is absent. You may be wondering how prepared your sales team is heading into next year. As you plan for next year, a defined sales strategy is a must have. Signs of Trouble.

Strategy 317

Strategy Hiring Top of Funnel Margin 317

Understanding the Sales Force

MARCH 30, 2021

The company's perspective: The top of the funnel is easier to handle than a full-blown quota and responsibility for an entire sales cycle. Did you ever notice that companies that utilize the Business Development Rep (BDR) role put their youngest, most inexperienced new hires in that role?

Top of Funnel 188

Top of Funnel Hiring Funnel Quota 188

Hubspot Sales

NOVEMBER 21, 2018

Understand your buyer’s journey. Pick a sales strategy. Create content. It generally includes a business plan outlining the target audience, marketing plan, and sales strategy. decision makers for every sale who have a say in whether a product is purchased. The buyer shortlists potential solutions.

Paid Content 145

Paid Content Top of Funnel Lead Rank Webinar Metrics 145

Pointclear

APRIL 17, 2014

In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report. In fact, it makes the whole sales pipeline sick. The percent of sales accepted leads decreasing while lead quotas increase.”. It''s time to change how we talk about sales leads.

Inbound 257

Inbound Marketing Sales Qualified Lead Outbound 257

Zoominfo

AUGUST 12, 2020

On building a sales organization as sophisticated as contemporary B2B buyers …. waxes poetic about the buyer’s journey. The idea that the modern buyer is more empowered than ever, and procurement is enabled through endless sources of information about a particular product or space. Today, we review.

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. Inside sales. Inside sales. Low-touch sales.

Top of Funnel 132

Top of Funnel Examples Lead Rank ActiveConversion 132

Sales Hacker

SEPTEMBER 16, 2019

One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales. They seem to be completely at odds, with one focused on clients with a high acquisition cost and high ACV (annual account value), the other focused on a high sales velocity. Hiring guide.

Outside Sales 100

Outside Sales Inside Sales Hiring Top of Funnel 100

DiscoverOrg Sales

NOVEMBER 9, 2016

This is second installment detailing DiscoverOrg’s TiLT Sales Development Challenge and it’s 10 core learning modules. Are you leaving money on the table by not empowering your sales development teams with the ability to connect with prospects? Modern sales teams are now more data-driven than ever before. You Say “Tomatoes”.

Conversion 224

Conversion Decision Maker Outbound Top of Funnel 224

Zoominfo

FEBRUARY 26, 2018

As a busy sales rep, you don’t have a ton of time to spend perusing blog posts. But, what if we told you a quick reading break might actually increase your sales productivity? Here are 25 of our favorite sales blogs. Top 25 Sales Blogs for all Sales Professionals. 1. Factor8: Your Inside Sales Advisor.

Top of Funnel 170

Top of Funnel Lead Scoring Lead Rank Webinar Metrics 170

SalesHandy

MAY 6, 2021

B2B sales can be complex and confusing with many different processes, practices and models it’s made up of. Inside sales is one such model. With more than 50% of new B2B sales jobs being inside sales roles, it’s no longer a niche operating model. What is Inside Sales? Sales cycle times.

Inside Sales 75

Inside Sales Ideal Customer Profile Benefit Top of Funnel 75

Funnel Clarity

APRIL 7, 2020

About half of the sales professionals employed today are in inside sales, who sell remotely. Therefore, the transition for inside sellers won’t be as drastic as a field salesperson. Inside sales reps might be used to selling from remote locations but this is not the same as selling from home.

Inside Sales 77

Inside Sales Top of Funnel Funnel Sales 77

Showpad

MAY 29, 2019

Inside sales definition. Inside sales is a type of sales where representatives perform regular sales activities remotely rather than consistent face-to-face meetings. Fewer and fewer sales reps are traveling to meet clients on a regular basis, ditching the briefcase and rolodex for a laptop and smartphone.

Inside Sales 76

Inside Sales Sales Enablement Top of Funnel Salary 76

Mr. Inside Sales

MAY 30, 2022

Feeling a little overwhelmed by all the new sales tracking technology that seems to come out every month (almost every week)? How well does your sales team respond to the objection given at the end of the demo: “Can you send me those slides and let me share this with a colleague?”. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Top of Funnel 156

Top of Funnel Face-to-face Sales Qualified Lead Gatekeeper 156

Sales and Marketing Management

DECEMBER 14, 2020

Author: TIM RIESTERER Sales training and enablement leaders, it’s time to level up. Buyers are searching for more information on their own. That means they are engaging with your content further down the funnel. As a result, your content can’t be just a companion to a sales-led customer conversation?—

B2B 199

B2B Revenue Top of Funnel Margin 199

Sales Hacker

MARCH 6, 2018

This article takes you through 5 crucial tips to efficiently manage your sales pipeline. Before we jump right in, let’s define what a sales pipeline is. A sales pipeline is a systematic and visual representation of your sales process. Ensure your reps take ownership for their individual sales pipelines.

Pipeline 107

Pipeline Inside Sales Top of Funnel Sales Management 107

Pointclear

OCTOBER 13, 2011

Ken Murray is a 30 year veteran of the Inside Sales space. He has designed and built inside sales campaigns for numerous Fortune 500 companies. His sales teams have sold over 168,000 products annually and produced north of 700 million dollars in annual sales. Sales skyrocketed. They came back.

Outsourcing Services 160

Outsourcing Services Lead Generation Top of Funnel Marketing Qualified Lead 160

DiscoverOrg Sales

SEPTEMBER 14, 2018

The cultural phenomenon that is Dreamforce – the Burning Man of the sales world – is a testament to the influence wielded by today’s sales and marketing professionals. If you’re a B2B sales, marketing, or business development, we’ve got a hand-picked don’t-miss Dreamforce session for you. Get off the beaten trail.

Account Based Marketing 202

Account Based Marketing SalesForce Top of Funnel Hotels 202

SBI Growth

AUGUST 14, 2013

It’s getting harder for your sales reps to get at bats these days. As a result, your sales team is missing out on revenue opportunities. Competitors are beating your sales team consistently. Think about the last 3 meetings you took with a sales rep. Your sales team needs the ability to sell this way.

Social Selling 330

Social Selling Decision Maker Cold Calling Hiring 330

Pointclear

MAY 5, 2017

At the Funnel Media Group we believe that AI is the future of sales and marketing operations. Because of this, CRM Radio and the sister program SLMA Radio, have been interviewing executives on the subjects of the marketing and sales uses of Artificial Intelligence. About CRM Radio Guest Mike Plante, Chief Marketing Officer.

InsideSales 113

InsideSales Inside Sales Revenue Webinar Metrics 113

Hubspot Sales

FEBRUARY 21, 2018

Best Sales Blogs: Sales Hacker. Jill Konrath's Fresh Sales Strategies. HubSpot Sales Blog. Sales Solutions Blog. The Filling the Funnel Blog. Sales Gravy. Marc Wayshak's Sales Blog. Sales for Life. LinkedIn Sales Blog. The Sales Blog. The Sales Blog. Sales Source.

Top of Funnel 145

Top of Funnel Hiring Cold Calling Social Selling 145

Mr. Inside Sales

MAY 20, 2019

If you’re like most companies, then you’ve probably got enough technology in place to measure just about everything: talk time, conversion rates, number of demos being given, lead flow and lead placement in the funnel—top end, middle, and end stage of leads. appeared first on Mr. Inside Sales. And now with A.I.,

Top of Funnel 144

Top of Funnel Face-to-face Sales Qualified Lead Gatekeeper 144

DocSend

JANUARY 19, 2018

Are you losing customers in your sales funnel? Getting prospects into your sales funnel is good. You can’t afford to keep losing customers in your sales funnel after investing time, money, and other resources on inbound marketing and paid advertising to generate customers. Irrelevant content.

Top of Funnel 66

Top of Funnel Funnel Lead Rank Customer 66

Score More Sales

NOVEMBER 1, 2011

Sales Tips and Strategies to Grow Revenues. Sales: It Takes Work to Be Mediocre. OK, so it takes a bit more than average to be exemplary in your inside sales position, or your outbound sales position. .” ” We’ll be posting thoughts for the next 30 days about rising above average in sales.

Lead Rank 182

Lead Rank Lead Scoring Top of Funnel Inside Sales 182

Understanding the Sales Force

JULY 2, 2014

Understanding the Sales Force by Dave Kurlan Yesterday, I read an article that was very consistent with what I was complaining about last week when I wrote The One Thing Missing From the New Way of Selling. I have tremendous respect for the article''s author, Mark Roberge , who has built a great sales force over at Hubspot.

Airlines 202

Airlines Inbound Hubspot Top of Funnel 202