Sales Gravy

JANUARY 7, 2025

Welcome to a new segment of the Sales Gravy Podcast called Ask Jeb! On this Sales Gravy Podcast segment, I answer your burning questions on driving revenue, growing your pipeline, leading your teams, and staying ahead of the competition. I believe sales professionals are the heartbeat of the economy. No Silver Bullet, But.

Prospecting 98

Prospecting Face-to-face Outbound Segment 98

The Pipeline

JULY 29, 2020

It’s about voicemail for buyers vs. voicemail with prospects. And all this will serve you well as a salesperson once you are engaged and selling to a prospect. Base assumption: You need to speak with the prospect to initiate a cycle. In prospecting there is nothing to continue, the whole thing is about starting.

Buyer 289

Buyer Prospecting Call-back Cold Calling 289

The Pipeline

MAY 16, 2019

Prospecting is never easy, but there are steps you can take to lighten the load. One thing that has made prospecting a bit easy-er for me is eliminating the worry of sourcing leads. It was a habit I picked up on one of my first sales jobs, where we used old book version to prospect. How to segment more efficiently.

Prospecting 46

Prospecting Webinar Metrics Segment Up-Sell 46

The Pipeline

FEBRUARY 13, 2018

The challenge with prospecting is that it takes place between two human beings, and as with anything human, subjectivity instantly and permanently plagues it. I recently read a piece presenting the case as to why prospecting should be automated. The author gave some valid arguments as to why elements of prospecting should be automated.

Prospecting 262

Prospecting Cold Calling Lead Gen Inbound 262

SBI Growth

NOVEMBER 18, 2019

You are already doing Market Segmentation, which is a great start, but how do you rank accounts within your segments to find the best opportunities? Arriving at a list of target accounts is a multi-step process based on ideal fit,

Intent Signal 259

Intent Signal Intent Resources Segment 259

Zoominfo

SEPTEMBER 3, 2020

So how can you scale communications with prospects and leads in the space between nurturing and closing a deal? They are a component of campaigns where individual readers (who could be possible prospects) are sent crafted messages after they set off a configured trigger. Basic Steps. Craft educational content for each of those stages.

Prospecting 262

Prospecting Scale Lead Nurturing How To 262

Zoominfo

JANUARY 19, 2021

Keep the following in mind for your digital marketing team when putting together a landing page: Segmentation (for precise targeting). Keep in mind that potential prospects may already be interested in your competitors — and your current customers could jump ship. An example of a landing page design. Landing Page Best Practices.

Prospecting 246

Prospecting Marketing Top of Funnel Segment 246

Zoominfo

SEPTEMBER 1, 2020

Prospecting can feel pretty similar. What is a prospecting workflow? Prospecting workflows are established so that sales reps don’t spend their whole day looking for prospects. Typical prospecting workflows involve researching and then connecting to prospects via cold calls, cold emails, and beyond.

Prospecting 264

Prospecting Lead Scoring Lead Rank Sales Qualified Lead 264

The Sales Hunter

JULY 23, 2019

To be great at prospecting, you don’t have to be born with the “sales gene.” Commit to prospecting, regardless of what else needs to be done. Use multiple processes that fit each segment they prospect. Work consistently to improve their process and more quickly engaging the prospect. Sales Motivation Blog.

Prospecting 242

Prospecting Buying Cycle Social Media Segment 242

Sales 2.0

JANUARY 14, 2025

One instinct in this situation is to jump in and start prospecting without wasting any time. Since I need quick wins, this type of account is going to be my target segment. George Santayana , American philosopher (1863-1952) Im working on a new sales project, and I need some quick wins. All accounts are not created equal.

Collateral 195

Collateral Account Territories Segment 195

Zoominfo

MARCH 12, 2025

Solution Thanks to the seamless integration between ZoomInfo Sales and Salesforce, the Houston Rockets sales team is saving time on segmenting net new accounts. The team leveraged: Comprehensive company and contact data to discover and segment new B2B prospects. Their results include: 15,000 new contacts uncovered.

Pipeline 130

Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

Zoominfo

AUGUST 27, 2024

This not only maximizes ROI, but also minimizes wasted time and resources on low-potential prospects. These products and platforms are designed to help you identify, engage, and convert your most valuable prospects, ultimately driving growth and success for your organization.

Ideal Customer Profile 130

Ideal Customer Profile Account Based Marketing Account Lead Rank 130

Zoominfo

MARCH 17, 2025

But many RevOps teams still struggle with inefficient segmentation, suboptimal territory design, and a lack of actionable insights. Blind spots in your addressable market and missed opportunities from good-fit prospects. The result?

Territories 130

Territories Ideal Customer Profile Account Based Marketing Lead Rank 130

The Pipeline

OCTOBER 15, 2019

Much like the ponies, timing in prospecting is a mug’s game. I remember watching a group of investors who seemed comfortable discussing their view of prospecting success. Couple that with the obsession on quarterly results leads to the short-sightedness of many sales organizations’ approaches to prospecting and pipeline management.

Prospecting 212

Prospecting Influencer Buyer Education 212

Zoominfo

MARCH 13, 2025

To put these plans into action, Smartsheet needed a way to better segment its audience and target high-intent prospects while ensuring marketing and sales alignment. Solution: Smartsheet partnered with ZoomInfo to fuel its ambitious growth plans, leveraging: High-quality B2B data to refine audience segmentation and personalization.

Ideal Customer Profile 130

Ideal Customer Profile Lead Rank Account Based Marketing Sales Qualified Lead 130

The Pipeline

OCTOBER 4, 2021

The post The Monday Morning Breakfast For Champions Podcast – Episode 42 – Mike Kunkle with Overtime segment appeared first on TiborShanto.com. Listen to other episodes here. Join me this Friday for another great Live episode.

Segment 173

Segment Webinar Metrics Conference Sales Enablement 173

Zoominfo

FEBRUARY 23, 2021

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase. How to Prospect: Step by Step.

Prospecting 208

Prospecting Ideal Customer Profile Top of Funnel Strategy 208

The Pipeline

SEPTEMBER 3, 2019

While it is true that the only reason for a prospecting call is to set up the first formal interaction, there is so much more that can be accomplished. One thing that many fail to do in prospecting calls is set the momentum for the Discovery and beyond. This group makes up about 70% of any buying segment. Tactically.

Prospecting 210

Prospecting Harvest Call-back SME 210

MarketJoy

OCTOBER 3, 2024

What to Do Instead: Narrow your audience to a defined segment or niche. Segment Your Outreach: Develop campaigns that address the distinct needs and pain points of each segment. Promoting all your products or services to every prospect can cause confusion and overwhelm.

Lead Generation 98

Lead Generation Outbound Ideal Customer Profile Lead Scoring 98

Hubspot Sales

SEPTEMBER 9, 2024

How to Build a Lead List My Tips for Building a Sales Lead List A prospect may have shown interest in a product or service by responding to an online offer, visiting your company’s booth at a conference, or engaging with social media posts. Enhanced Prospect Profiles The better your prospect profile, the better your call outcomes.

Lead Rank 118

Lead Rank Ideal Customer Profile Marketing Qualified Lead Sales Qualified Lead 118

DiscoverOrg Sales

MAY 1, 2018

Learn about your prospects. One of the first steps in any cold emailing campaign is prospecting – and the same is true for your account-based sales strategy. In order to build relationships and connect with prospects, you first need to invest time in learning everything you can about them to better inform your next moves.

Account 276

Account Top of Funnel Decision Maker Segment 276

DiscoverOrg Sales

MARCH 27, 2018

When it comes to sales and marketing, building a prospecting list of target accounts and contacts may feel like a good place to start, but identifying the Total Addressable Market should come first. It’s a set of guideposts that can be used to operationalize list-building through further segmentation, modeling, and targeting.

Lead Rank 162

Lead Rank Marketing Hiring Vendor 162

Zoominfo

OCTOBER 27, 2020

Personalization happens when a marketer or salesperson can take a piece of content and make it more useful for a specific prospect or customer.” – @ducttape Find more #personalization quotes on the blog: [link] pic.twitter.com/U3ENGnZyMu — ZoomInfo (@ZoomInfo) October 10, 2018. Segmentation. Allow For Self-Personalization.

B2B 246

B2B Marketing Segment Scale 246

Sales Gravy

OCTOBER 29, 2024

Results in prospecting don’t happen overnight; staying consistent over time is key to building a strong pipeline and generating lasting success. – The opening of a conversation is just as important as closing a deal, making daily prospecting essential for building new relationships.

Ideal Customer Profile 97

Ideal Customer Profile Outbound Strategy Social Media 97

Zoominfo

DECEMBER 6, 2024

Terminus allows users to proactively identify and segment target accounts, create dynamic audiences based on CRM criteria, and engage buying committees through ads. The platform allows businesses to segment, target, and activate accounts across multiple channels. Segmentation and activation across channels.

Account 130

Account Sales Qualified Lead Lead Rank Account Based Marketing 130

Zoominfo

APRIL 21, 2021

Research Industry: Segment and Identify Pain Points. Healthcare is a broad industry with market segmentation that ranges from obvious sectors, like hospitals and private practices, to parallel but more specific categories like medical supplies. Here’s how to get started. Let’s say your agency is targeting mid-sized hospitals.

Ideal Customer Profile 246

Ideal Customer Profile Top of Funnel Lead Rank Lead Scoring 246

Zoominfo

AUGUST 27, 2020

With a focus on getting ahead of competitors, reps are assigned target prospects without overlapping each other. Greater adaptability: One of the main reasons territory maps are built is to maximize company visibility to sales prospects. Segment your target audience: One-size-fits all methods to outreach will turn off your audience.

Territories 264

Territories Outside Sales Field Sales Segment 264

Pipeliner

OCTOBER 30, 2024

Enhanced Personalization with AI AI takes personalization to the next level by tailoring content not just at a broad level but also by segmenting audiences. The more tailored your message, the more your audience will feel connected and understood—which ultimately helps foster trust and moves prospects further down the sales funnel.

Top of Funnel 105

Top of Funnel Strategy Lead Rank Lead Scoring 105

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. Account-based marketing (ABM) is not a new discipline, but the tools that help fuel successful ABM are constantly evolving.

Account Based Marketing 130

Account Based Marketing Account Software Software 130

Sales Gravy

OCTOBER 24, 2024

Key Takeaways: – Pipeline Velocity as a Critical Metric: Pipeline velocity is essential for sales success, particularly in the mid-market segment where businesses are reaching for ambitious goals. Breaking Up with Prospects: One challenge for sellers is recognizing when to disengage from prospects who show little progress.

Pipeline 98

Pipeline Face-to-face Compensation Sales Qualified Lead 98

Sales and Marketing Management

SEPTEMBER 28, 2020

The impact of these changes is highlighted in the marketing segment. Of those surveyed, 24% of marketers — the largest segment, do not expect lost marketing jobs to return. It is not uncommon for sales reps to travel around the world to win prospects with face-to-face meetings. in the next year. in the next year.

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

Zoominfo

FEBRUARY 7, 2025

Buyers Demand Relevance and Timing Prospecting thats irrelevant or poorly timed can harm deals more than help them. The Buyers Journey is Built for Sellers, Not Buyers The buyers journey was designed to help sellers guide prospects through a sales process, but it doesnt reflect how empowered buyers operate today.

Top of Funnel 130

Top of Funnel Lead Rank Intent Signal B2B 130

The Pipeline

JANUARY 28, 2020

There are many reasons people do not like to prospect. That is the words you use with yourself before during and after you make a prospecting call. Stop talking about solutions on prospecting calls. Persistent rejection wears people down, and it’s the classic not wanting to prospect for fear of rejection. Affirm Forward.

Cold Calling 344

Cold Calling Buyer Persona Decision Maker ACT 344

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. Segmentation: Understanding commonalities within your client base allows you to segment lists. Once you’ve segmented your list of clients (i.e It all comes down to building out client profiles.

Ideal Customer Profile 246

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

Zoominfo

JANUARY 27, 2023

Sales prospecting is arguably the most critical part of a sales professional’s workflow. Sales prospecting is a foundational element for a revenue team — it’s the practice of identifying and connecting with potential customers to initiate the sales cycle. What is Sales Prospecting?

Ideal Customer Profile 130

Ideal Customer Profile Prospecting Intent Data Buyer Persona 130

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. And they’re online buying signals—the data trail—that prospective buyers leave as they research solutions online. For every action a prospect takes, they create a trail of intent data across the internet. Consider this.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Partners in Excellence

JANUARY 23, 2025

And that drives us to look at our prospecting and activity metrics. It’s divided into 3 segments, all are good. But if you want the first segment gives a good overview, it’s about 5:30. Recognizing revenue is a trailing metric, we become obsessed with things that tell us whether we will achieve those goals.

Segment 122

Segment Maximizer Margin Up-Sell 122