Sales Gravy

APRIL 29, 2025

If you're doing any kind of cold calling or prospecting, you'll eventually hear this objection: "I'm in a meeting right now." Three Ways to Handle the "I'm in a Meeting" Prospecting Objection As I explained to Paul, how you respond in that moment can make or break your opportunity to move forward.

Objections 78

Objections Meeting Decision Maker Pivotal 78

Allego

NOVEMBER 22, 2022

Sales operations, customer success , and product marketing are all instrumental in getting prospects to the finish line. Product marketing in particular plays a key role in converting prospects to customers. As sellers prepare to move prospects through each stage, they require resources to connect their solutions with buyer needs.

Pivotal 117

Pivotal Conversion Closing Buyer 117

Sales Gravy

JANUARY 16, 2025

Leaders should coach their teams on foundational skills like effective communication, active listening, and prospecting to rebuild momentum and confidence. Coaching as a Leadership Tool: Sales leaders play a pivotal role in their teams success by offering real-time coaching and feedback.

Coaching 98

Coaching Sports Pivotal Energy 98

Sales 2.0

SEPTEMBER 14, 2014

The step that was missed was testing and refining the company’s message, target market and conversion of interested prospects into customers. Our job is to efficiently communicate our company’s message to prospective clients and then help them make a decision on whether to buy our product. It’s not our job to build the product.

Scale 373

Scale Hiring Collateral Social Selling 373

The Pipeline

OCTOBER 28, 2020

Join Bob Howard of Contact Science , and me, for this interactive discussion about pivotal elements of prospecting, both skills, and systems. This wide-ranging discussion will cover key elements of prospecting success, including: How to simplify success for all. A proven system for consistent prospecting.

ACT 235

ACT Face-to-face Pivotal Quota 235

Sales Gravy

MARCH 18, 2025

Below, youll find the key takeaways from our conversation on accelerating new-rep success, establishing realistic expectations, and blending company marketing with individual agent prospecting efforts. By the time theyre ready to sell, theyll be way behind on prospecting and might even lose that day-one enthusiasm for building relationships.

Cold Calling 82

Cold Calling Hiring Guidelines GoldMine 82

Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. Sales automation can assist with prospecting, sending follow-up messages, and tracking lead activity.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Shari Levitin

JUNE 30, 2021

What Your Prospects Aren't Telling You. Here are three strategies you can leverage right now to enhance your customer experience and make prospects feel like doing business with you. You will pivot from what you want to say, to reflecting on what your customer needs to hear and feel in order to move the sale forward.

Prospecting 149

Prospecting B2C Travel Face-to-face 149

SalesFuel

MARCH 19, 2025

As AI increasingly crafts communications, sellers must ensure their sales prospecting stands out from the rest. As Kipp Bodnar and Kieran Flanagan point out , AI is turning sales prospecting into a commodity. Sellers must focus on personalized outreach that cuts through the noise and connects with prospects. Are they consistent?

Top of Funnel 52

Top of Funnel Prospecting Hiring Ideal Customer Profile 52

Sales 2.0

JULY 28, 2020

My company, SalesRoads (North America’s leading B2B Appointment Setting and SDR Outsourcing firm), spends much of its time supporting the SaaS (software-as-a-service) industry, so we wanted to better understand their situation in this pivotal moment. The rest reported improvement.

Outsourcing Services 286

Outsourcing Services Pipeline Social Media Channels 286

Sales Gravy

FEBRUARY 4, 2025

Im Jeb Blountbestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED. Instead, pivot to a mindset of partnership: Build Real Relationships Invest time getting to know your buyer on a personal level. Im Jeb Blountbestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED.

Customer 80

Customer Licensing Proposal Government 80

The Pipeline

FEBRUARY 20, 2020

As we all know, Q1 is pivotal; as it goes, usually, the others will follow. This allows you to revisit these prospects early in the quarter. That’s where you specifically seek out other salespeople working with your prospects who do not compete with you. By Tibor Shanto. It is not too early to consider spring cleaning.

Referrals 274

Referrals Pipeline Decision Maker Pivotal 274

Hubspot Sales

NOVEMBER 4, 2024

Misjudging humor can lead to uncomfortable silences or even offend your prospect. This brief pause allows you to assess if the timing, context, and content align with your prospect's demeanor and current emotional state. “If It‘s crucial to pay attention to the cues your prospect gives about their comfort level.

Lead Rank 98

Lead Rank Lead Scoring Face-to-face Industry 98

Sales Gravy

SEPTEMBER 1, 2023

Through asking penetrating questions and providing valuable resources, consultants and salespeople can establish themselves as experts and earn the right to have pivotal conversations with their top prospects. When you track where the money is going, you can prepare for unexpected events and pivot when necessary.

Sales Qualified Lead 111

Sales Qualified Lead Decision Maker Prospecting Strategy 111

Zoominfo

JULY 6, 2020

With Covid-19 hitting the US hard, we had to pivot in a lot of different ways. Retaining unconverted leads comes at no cost, but the ongoing obsession with adding more prospects to the funnel can undermine the value of lead nurturing. You’d be hard-pressed to find someone who didn’t have …. an unusual second quarter. We adjusted goals.

Top of Funnel 264

Top of Funnel Inbound Lead Nurturing Outbound 264

Sales and Marketing Management

SEPTEMBER 28, 2018

It left me wondering whether that sentiment rings true now that inside and outside sales reps are spending more time connecting with prospects and customers remotely versus face-to-face. A Corporate Visions survey found that 87 percent of reps engage prospects or customers with visuals either rarely or not at all on their calls.

Meeting 250

Meeting Sales Meeting Face-to-face Margin 250

Sales Hacker

APRIL 8, 2024

In the competitive arena of B2B sales, mastering the art of prospecting is key to ensuring a healthy sales pipeline, daily demos booked, and hitting your sales quota. Fortunately for you, we’ve sifted through the clutter and done all the legwork to bring you the top 10 sales prospecting tools. Wiza reviews 4.5/5 5 on G2 4.6/5

Ideal Customer Profile 125

Ideal Customer Profile B2B Tools Prospecting 125

The Pipeline

JULY 23, 2019

But it is on mine, for one pivotal scene that all salespeople can learn from and adapt in some ways. They will present a great question, rich with potential areas of interest for the buyer, and prospect obliges with a great answer. Leaving the prospect to believe that either you don’t get the significance of what they shared.

Film 235

Film Follow-up Pivotal Buyer 235

The Pipeline

SEPTEMBER 17, 2020

Often the things one does to persuade say a prospect, start with or lead don’t always lead to being liked. However, when you look at pivotal moments in our lives, they often involve a person we may not like off the top, if ever. Which is why you need to lead with results right from prospecting, through to implementation.

Hiring 286

Hiring Fashion Facebook Pivotal 286

Alice Heiman

MAY 21, 2020

Smart leaders are saying , “W e cannot do things the same way we’ve always done them and expect it to work. ” A pivot is needed and everyone needs to agree on what that will be. . A Pivot Means Investing in Sales Growth . Pivoting means making the necessary changes to invest in sales growth. But hold on!

Webinar Metrics 169

Webinar Metrics Strategy Pivotal Hiring 169

Zoominfo

APRIL 2, 2025

The Systems Advantage in Go-to-Market Execution Go-to-market teams that apply systems thinking to their data strategy gain distinct competitive advantages: Revenue Acceleration: When data flows seamlessly across systems, prospects move through your pipeline more efficiently than in fragmented data environments.

System 130

System Enterprise Enterprise Data 130

Hubspot Sales

MARCH 13, 2025

But mid- to low-level buyers have the tools to evaluate offerings on their own in fact, 96% of prospects do their own research before talking to a human sales rep. Transaction milestones should meld the prospects buying process with the vendors selling process. Its critical to be agile and able to pivot when things dont go as planned.

Revenue 95

Revenue Meeting Top of Funnel Forecasting 95

No More Cold Calling

NOVEMBER 8, 2021

It was a pandemic, and businesses were struggling with managing remote sales teams and “pivoting” their focus to survive. We get so busy prospecting and working heads-down on new client projects, that we neglect our current clients. Now I know why, because I’ve been guilty of it myself. Don’t Lose the Right Once You’ve Earned It.

Referrals 227

Referrals Customer Revelation Networking 227

Zoominfo

JANUARY 15, 2021

Do it right, and you can: Spot potential ‘issues’ early (and pivot). At the same time, are they tuning into prospects’ buying signals to carry more sales over the finish line? With the length-of-sales-cycle method, CRM will play a pivotal role in tracking lead activity. Opportunity stage forecasting.

Sales Forecasts 207

Sales Forecasts Forecasting Hiring Pivotal 207

Sales Gravy

MARCH 11, 2025

And unlike her old deskbound clients, these new prospects are likely to be on a roof or at a job site when she calls. If you sound insecure or rushed, your prospects sense it. But in the home-improvement industry, a prospect is often up at 6 a.m., Immediately pivot to: Id love 15 minutes to show you exactly how we do that.

Objections 56

Objections Advertising Advertising Cold Calling 56

Sales Hacker

JANUARY 20, 2025

Memo hosts 10-15 prospective buyers at each dinner event. James Kaikis , Chief Revenue and Experience Officer at TestBox, emphasizes the importance of nurturing relationships even when a prospect isnt ready to buy: Stay in touch, check in regularly, and provide value without expecting immediate returns.

Scale 106

Scale Sales Qualified Lead Revenue Intent 106

No More Cold Calling

AUGUST 14, 2019

Prospects trust us. Then I asked the pivotal question: Do you have a referral system, a methodology, a programmatic, written strategy, with metrics, KPIs, skills, and accountability for results? It’s changed how we prospect, but it hasn’t changed how deals get done. But I had to ask.). The Answer: Absolutely. Glad you asked.

Referrals 291

Referrals Cold Calling Survey Scale 291

The Pipeline

FEBRUARY 20, 2018

Last week I posted a call for understanding the importance human involvement at crucial times along the prospecting experience. To be clear, this was not an either-or proposition; it was a reminder that the human element plays a pivotal role in success. By Tibor Shanto.

Objections 258

Objections ROI Call-back Quota 258

criteria for success

SEPTEMBER 9, 2022

As a sales leader, it can be a challenge to make sure your team is prospecting efficiently (or at all). That's why we put together something called the Prospecting Action Plan. This action plan puts your sales reps on the right track to ensure proper prospecting practices. How to Create a Sales Prospecting Action Plan.

Prospecting 97

Prospecting How To Sales Qualified Lead Face-to-face 97

DiscoverOrg Sales

SEPTEMBER 19, 2017

With a list of best customers, look for patterns among attributes, of both the company and key prospects within the company: Company size, industry, location. This is how straightforward it can be: Take the example of Clinton Reeves, a DiscoverOrg power user at Pivotal, a software services company. Engage key accounts and prospects.

Account Based Marketing 230

Account Based Marketing Ideal Customer Profile Webinar Metrics Direct Mail 230

Sales Gravy

MARCH 25, 2025

In B2B lead gen often requires multiple touch points before prospects even see why they need to talk to you. A blend of outbound prospecting, inbound content marketing, and nurturing activities generally works best. Remind them that prospects seeking help have a pressing trigger eventact fast, or theyll move on.

Ideal Customer Profile 86

Ideal Customer Profile Sales Qualified Lead B2B Top of Funnel 86

Mr. Inside Sales

MAY 31, 2021

This way, you will be able to pivot easily and naturally when you need to, and you’ll avoid sounded scripted. Two: Give your prospect time—as soon as you can—to respond to you. Once you have, then read them into your smart phone and listen back to the wording and your delivery so you’ll internalize them. Get Access Today.

Face-to-face 180

Face-to-face Cold Calling Call-back Gatekeeper 180

MarketJoy

FEBRUARY 17, 2025

A sales strategy should have a concrete lead-generation process set up that can drive a consistent flow of interested prospects who can become loyal customers. Our strategies include: Intent-based marketing Account-based marketing AI-driven lead scoring Why Is Lead Nurturing Important for Converting Prospects into Customers?

Lead Generation 83

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 83

Sales and Marketing Management

NOVEMBER 15, 2018

From here, most well-meaning sales managers pivot into the helpful, inspiring part of the conversation, discussing the need to increase activity, generate more proposals, ask for the sale, and increase the closing ratio. Now, even if you’re not talking to a future sales superstar, this information is not breaking news.

Coaching 257

Coaching Construction Pivotal Positioning 257

No More Cold Calling

DECEMBER 6, 2022

It’s also more than a little insulting to your prospects. Pivot : To what? Low-hanging fruit: Unless you’re a farmer, this makes no sense. Value-added: I have no idea what this means. Each customer makes that determination for herself. And shouldn’t all of your products and services add value?

Fashion 207

Fashion Cold Calling Pivotal Quota 207

Sales and Marketing Management

JUNE 29, 2020

Prospects need you to acknowledge their new realities; don’t glaze over the facts. Your prospects’ buying patterns and priorities have changed, so previously compelling offers may seem irrelevant and insensitive. Now is the time to pivot and express empathy for their situations. What information are you sending prospects?

Lead Rank 177

Lead Rank Lead Scoring Leads Marketing Qualified Lead 177

Sales and Marketing Management

DECEMBER 8, 2019

The incredible rise of smartphones and social media has been pivotal to this cultural shift. If an SMB is resource-constrained in terms of workers, it has to get smarter about how it uses technology to not only find or engage prospects, but also win customers and keep them for the long term.

PeopleSoft 254

PeopleSoft Social Media Customer SalesForce 254