Sales Gravy

JANUARY 7, 2025

If you want to get on the show with me and ask your question, sign up HERE Question One: Cutting Through the Noise When Prospecting Bob from Tullahoma, Tennessee (whom we affectionately call Outbound Bob because hes been to our Outbound Conference so many times!) Short-Burst Sprints Im a fan of high-intensity prospecting sprints.

Prospecting 98

Prospecting Face-to-face Outbound Segment 98

No More Cold Calling

DECEMBER 29, 2020

Look beyond all the usual places when sourcing leads, as they are no longer relevant; instead, tap into promising social media exchanges, referrals from existing customers and service interactions. That’s why we see so much bad behavior on social media. Newsflash: That’s not social selling.

Referrals 432

Referrals Customer Social Media Revelation 432

Hubspot Sales

FEBRUARY 10, 2025

Successfully executing a sales process is a lot like growing a flower, and in the context of this half-baked analogy, prospecting is like finding seeds. Anyway, this week's edition of The Pipeline covers some key mistakes experts say you need to avoid when prospecting. 7 Fatal Sales Prospecting Mistakes You Might Be Making 1.

Ideal Customer Profile 98

Ideal Customer Profile Prospecting Hiring Lead Scoring 98

Hubspot Sales

SEPTEMBER 30, 2024

Activities like prospect outreach, cultivating brand awareness, and online relationship building are all enhanced by social media — so having a solid presence on these platforms can really help your case. But navigating social selling isn‘t always straightforward. However, it doesn‘t work on social media.

Social Selling 108

Social Selling Social Media Media Networking 108

Zoominfo

OCTOBER 24, 2024

Reaching the right prospects at the right moment is often the difference between closing a deal and coming in second. Copilot’s insights are fueled by first-party customer and prospect data, ZoomInfo’s unparalleled business data, and the industry’s most extensive collection of buying signals.

Software 211

Software Software Tools Hubspot 211

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs are still missing quota en masse. None of us stands out during prospecting.

Lead Gen 397

Lead Gen Sales Qualified Lead Marketing Qualified Lead Leads 397

Sales 2.0

OCTOBER 9, 2020

You could add people to your team to do things like: Post content for you on social media Look for content from others that you can curate on put on social media Research prospects lists Research account information for you so you can make customized approaches to prospects Update the CRM for you Help you write and edit your proposals.

Account 385

Account Social Media Scale Small Business 385

Sales 2.0

MAY 1, 2020

He is cartoonist and sends cartoons to his prospects but our mutual friend Dan Waldschmidt sends swords! Social media connecting : This one works best with people who hang out a lot on social media, like sales and marketing consultants. Take a look at Stu Heinecke’s books on this. Who gets these anymore?

Enterprise 416

Enterprise Enterprise Social Media Referrals 416

Sales 2.0

APRIL 14, 2025

Social media doesnt work. People have become really good at ignoring what we want to tell them. I hear this all the time from all kinds of businesspeople and salespeople. Emails dont work. Calls dont work. Nothing works!

Fashion 195

Fashion Transportation Call-back Social Media 195

Sales and Marketing Management

JANUARY 21, 2019

Also, data from channels such as chat, social media, phone, web and more must come together into a single view of the customer. Automated sales prospecting. Sales prospecting tools, such as Pipedrive, Vainu.io Social selling. Social selling, unlike social media marketing, is a one-to-one methodology.

Trends 297

Trends B2B Social Media Telemarketing 297

Sales 2.0

NOVEMBER 6, 2024

Your potential clients are inundated by emails, unsolicited messages on social media and cold calls. You could do 4 x the prospecting work to stand still, or take a more intelligent approach. They have become better than ever at ignoring unwanted messages. Asking this question will generally make you stand out and be memorable.

Conference 195

Conference Cold Calling Referrals Social Media 195

No More Cold Calling

OCTOBER 1, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. How do I sell effectively on social media? Is Asking for Referrals on Social Media Rude? Far too many sales teams get social selling all wrong. It’s just a symptom.

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

Nutshell

APRIL 14, 2025

With the new Meta integration in Nutshell Engagement, your business can engage with prospects and customers through Facebook Messenger and Instagram DMs to expand its omnichannel engagement strategy even further. And now, two new channels have been added to your Nutshell Engagement inbox: Facebook and Instagram.

Facebook 71

Facebook Prospecting Ideal Customer Profile Channels 71

Sales 2.0

OCTOBER 21, 2024

Some people see this as a new way for salespeople to generate even more outbound email (and social media messages). Today we are in the age of generative AI. This new technology allows us to create content at a huge scale. I predict buyers will react with their own AI defenses to this fresh tsunami of unwanted outreach.

Scale 195

Scale Social Media Outbound Referrals 195

Zoominfo

JANUARY 19, 2021

It serves as a validator for offering up contact information and a promotional space for other content, such as relevant articles, newsletters, and social media channels. Keep in mind that potential prospects may already be interested in your competitors — and your current customers could jump ship. Landing Page Best Practices.

Prospecting 246

Prospecting Marketing Top of Funnel Segment 246

Zoominfo

SEPTEMBER 17, 2024

Business is more competitive than ever, and conventional prospecting is simply no longer enough. By leveraging advanced algorithms and data scraping techniques, these tools can extract potential leads from various sources, including customer databases, sales histories, website analytics, and social media platforms. The result?

Sales Qualified Lead 130

Sales Qualified Lead Software Software Lead Rank 130

Zoominfo

JANUARY 8, 2021

When the prospect is ready to buy, your sales team carries them over the finish line to close the deal. That includes working with your sales team to identify the target buyer’s demographics, firmographics, preferred social media platforms, and where they are in the buyer’s journey. What Are Marketing Qualified Leads (MQLs)?

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Generation Ideal Customer Profile 246

Sales Gravy

JANUARY 1, 2025

Key Takeaways: - Follow-up Touchpoints: An eight-touchpoint follow-up strategy is recommended, with touchpoints spread over a 12-week period, incorporating multiple communication methods like email, phone, social media, and video. Email, social media, phone calls, and video messages all offer opportunities to connect with leads.

Trade Show 98

Trade Show Follow-up Webinar Metrics Lead Rank 98

Zoominfo

FEBRUARY 12, 2021

B2C selling has dominated social media for the last 10+ years. Customers do their research, ask questions, and even address customer service issues on social channels. B2B social selling is an important and viable channel for B2B marketers and sales professionals. What is B2B Social Selling?

Social Selling 263

Social Selling B2B Social Media Top of Funnel 263

No More Cold Calling

MAY 28, 2020

I wrote that book because I was horrified when reps started telling me they didn’t need to talk to prospects and clients anymore. Conversations have become less frequent, email spam has skyrocketed, and social media is the new breeding ground for sales pitches. That’s not how social selling works.

Referrals 391

Referrals Cold Calling Social Media Social Selling 391

Sales 2.0

OCTOBER 20, 2018

Social selling has become synonymous with technology. Many definitions make it all about using social media to sell. But I think social selling is about being social and actual human beings do more than just hang out on social media platforms. Sometimes it pays to do what is “out”. Pick up a pen!

Fashion 279

Fashion Social Media Social Selling Media 279

No More Cold Calling

FEBRUARY 28, 2025

You certainly wouldnt lead with a sales pitch before you even knew if the person would be a decent prospect. Potential prospects will tune you out, and potential advocates (i.e., Effective social selling is trust-based selling. Social stalkers dont understand that, and their sales prospecting approach results in: 1.

Referrals 177

Referrals Social Selling Networking LinkedIn 177

No More Cold Calling

APRIL 9, 2020

So, pick up the damn phone and have conversations with your clients and prospects—not just business conversations, but conversations with inquiry, empathy, and understanding. In fact, they didn’t even need to talk to prospects, because they had great tech tools. The phone works. It doesn’t crash, and we know how to use it.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

Sales 2.0

SEPTEMBER 18, 2020

Even if you use social selling techniques that get you a referral or help you connect to a potential buyer using your mutual background, it is still likely to take some follow up before you confirm a meeting time (or virtual meeting time these days). Their study looked at 479,140 outbound cadences from nearly 9,000 companies.

Direct Mail 370

Direct Mail Outbound Referrals Social Selling 370

No More Cold Calling

JULY 13, 2021

You get an introduction to your prospect, and you get a meeting with the decision maker. They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn. Referrals help you ace Part One and set you up for success in Part Two.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Vengreso

OCTOBER 23, 2024

We disagreed on many points and had the same opinion on only a handful, one of which is the potential of video prospecting to generate leads and close more deals. Then and there I decided to write a guide on video prospecting. Let’s start your video prospecting journey. What Is Video Prospecting?

Video 67

Video Lead Scoring Lead Rank Prospecting 67

SalesFuel

FEBRUARY 26, 2025

Nearly a quarter of sellers say prospecting is a top challenge. Yet prospecting is vital to the sales process. A sales lead list is a collection of potential customers' contact information and details that sellers use to target prospects. This ensures youre focusing only on active and engaged prospects.

Ideal Customer Profile 52

Ideal Customer Profile Sales Qualified Lead Marketing Qualified Lead Lead Rank 52

No More Cold Calling

JUNE 9, 2019

But very few understand how to incorporate technology into their prospecting strategy. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. Now, you don’t have to call cold prospects to bug them.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Scoring Lead Rank 269

The Digital Sales Institute

OCTOBER 25, 2024

Outbound sales prospecting insights that will assist any salesperson to connect and engage with target prospects in their sales activity. To thrive in this dynamic environment, sales professionals require a robust set of skills if they are to get the attention of buyers, whether on the phone, in person, or via social media.

Outbound 52

Outbound Top of Funnel Prospecting Sales Qualified Lead 52

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. Table of Contents What Is a Lead List?

Lead Rank 118

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

Sales and Marketing Management

JANUARY 18, 2021

Author: Sean Gordon The rollercoaster of the past year has forced companies to drastically alter their operations, all with their employees, customers and prospects in mind. Personalized Video Will Replace Event Prospecting. One of these shifts is an extreme consumer focus on video. That’s where video emails come in. .

Video 317

Video Scale Marketing Face-to-face 317

Zoominfo

SEPTEMBER 24, 2024

These could be anything from website visits, content engagement, and social media interactions, to more advanced sales signals like changes in a company’s leadership, financial performance, or public statements from executives. “Think about signals as triggers. Deploying AI at scale, however, requires AI-ready data.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Marketing Buyer 130

Sales and Marketing Management

FEBRUARY 11, 2019

Online reviews and company websites are the two primary platforms for research, but other channels such as social media can provide valuable information, too. In addition, you will gain a valuable perspective into the awareness stage and learn about what social media channels your customers prefer.

Education 330

Education Buyer Buyer Persona Social Media 330

No More Cold Calling

MAY 17, 2019

After all, it’s easier to just pester strangers with social media sales pitches. A referral introduction means prospects have agreed to talk to salespeople, unlike cold calling victims who never asked to be interrupted. Referred prospects trust salespeople, because they trust the referrer, and that trust gets transferred.

Referrals 327

Referrals Scale How To Cold Calling 327

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

Pipeliner

NOVEMBER 24, 2024

Direct Mail: Send personalized mail to capture the attention of prospects. The goal is to make prospects aware of your existence and offerings. Bond Once you have attracted a prospect, the next step is to bond with them. Consistent Follow-Up: Regularly check in with prospects to maintain the relationship.

Video 116

Video Strategy Top of Funnel Direct Mail 116