Sales Gravy

OCTOBER 29, 2024

as he welcomes legendary sales expert, Mark Hunter, to The Sales Gravy Podcast! In this episode they dive into actionable Outbound strategies, discuss the latest AI trends, and reveal why authentic relationships are the cornerstone of every successful sale. Join host Jeb Blount Jr.

Appointment 96

Appointment Negotiate Sales Represent 96

Sales Gravy

MAY 28, 2025

If you're in field sales, you know the reality: You spend hours every week sitting behind the windshield, staring at traffic that's moving at the speed of molasses. Recently on the Ask Jeb segment of the Sales Gravy podcast, Jacob Kimrey asked about helping his field sales team maximize their productivity while stuck in traffic.

Territory 91

Territory Appointment Legal CRM 91

Sales Gravy

MARCH 18, 2025

Gaius, who runs an insurance brokerage in Ohio wants to know how to get his new sales agents cold calling and building pipeline earlier in their training cycle, without making them feel overwhelmed and sabotaging their confidence. The question is, how soon can they start generating leads and setting up sales conversations?

Cold Call 74

Cold Call Commission Appointment Pipeline 74

Heinz Marketing

SEPTEMBER 24, 2024

By Sarah Threet , Marketing Consultant at Heinz Marketing In a fast-paced sales environment, Sales Development Representatives (SDRs) face the constant challenge of balancing high-volume outreach with personalized engagement. Over time, it learns which email content resonates best with different prospects.

Objectives and Key Results 97

Objectives and Key Results GTM CRM Follow-up 97

Sales Gravy

JULY 10, 2025

How many times do you actually attempt to reach out to a prospect before you give up? On the Sales Gravy Podcast, Jessica Stokes calls out a common sales reality when prospecting: “We all know the average salesperson typically stops after three, maybe four attempts before moving on. But your prospect doesn't remember you.

Prospecting 54

Prospecting Objectives and Key Results Appointment CRM 54

Sales Pop!

MAY 22, 2025

comes to mind upon reviewing my career journey from corporate sales to entrepreneurship. This concept was necessary in corporate sales to achieve the monthly quota set plus earn the bonuses and yearly trips awarded to the top producers. Moreover, listen to the details about how they entice their prospects to purchase.

Growth 217

Growth Territory Appointment Quota 217

Salesforce

OCTOBER 2, 2024

And, 33% of sales teams expect to use it within two years. AI makes it possible to respond quicker to customer needs on prospects’ preferred channels and address issues in near real time. This helps SMBs craft personalized advertising and sales campaigns. As a small business owner, are you ready for it?

Customer Relationship Management 122

Customer Relationship Management Education CRM Relationship Management 122

Hubspot

JULY 30, 2024

As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size. Read on to hear my tactics for ending a sales email.e Read on to hear my tactics for ending a sales email.e

Closing 85

Closing Quota Healthcare Tradeshows 85

Hubspot

OCTOBER 16, 2024

Even if that’s not the case for you specifically, I can assure you that it is for many sales professionals (even the ones that swear they’ve become immune to its fearsome effects). You see, cold calling – no matter which way you feel about it – is simply a part of the sales biz. Find your partner company. 50 and $3.00

Cold Call 73

Cold Call Sales Campaign Price 73

Sales Gravy

MAY 12, 2025

The summer sales slowdown is a documented phenomenon across almost every industry. According to data from HubSpot, prospecting response rates can drop by as much as 25% between June and August. Appointment conversion rates decline by similar percentages. When you're in panic mode, prospects can sense it.

Quota 67

Quota Pipeline Appointment Prospecting 67

RingDNA

APRIL 11, 2025

The ability to track sales metrics and KPIs is the closest thing that sales leaders get to having a crystal ball. But beyond merely revealing insight into reps’ performance, tracking the right sales KPIs is critical to assessing they overall health of your sales pipeline. But whether you decide to use Revenue.io

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Quota Sales Pipeline Contact 62

Sales Gravy

JULY 8, 2025

Here's the brutal truth about social media for sales: You're already behind, and it's going to be a grind. The problem is that most sales professionals want to skip the relationship-building phase and jump straight to the closing phase. Think about it this way: You're not just competing with other sales professionals for attention.

Referrals 54

Referrals Real Estate Relationship building Appointment 54

Sales Gravy

FEBRUARY 18, 2025

Marcin from Warsaw, Poland asks: What are the top sales trends shaping the future of sales? AI Will Power Sales Efficiency and Intelligence When we think about the future of sales, AI inevitably dominates the conversation. Buyers are craving human interaction that goes beyond transactional sales.

Consult 69

Consult Territory Appointment Pitch 69

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. In B2B lead gen often requires multiple touch points before prospects even see why they need to talk to you. In B2B sales randomness is the enemy of effectiveness.

B2B 79

B2B Appointment Inside sales Pitch 79

Hubspot

NOVEMBER 27, 2024

Cold calling is nobody’s favorite part of sales. And yet, despite cold calling’s diminishing reputation as a viable sales strategy — or perhaps because of it — it continues to produce results. Let’s be honest up front.

Cold Call 41

Cold Call Appointment Sales CRM 41

Sales Gravy

JUNE 10, 2025

Here's a question that exposes one of the most dangerous myths in modern sales: How do you set the right pipeline creation target to consistently hit quota? The Pipeline Myth That's Killing Your Forecast Most sales teams are drowning in fake pipeline, and it's destroying their ability to forecast accurately. The problem?

Pipeline 54

Pipeline Appointment Quota Follow-up 54

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. If they ask, "Who are you again?"

Meeting 71

Meeting Objection handling Pitch Cold Call 71

Salesforce

OCTOBER 29, 2024

Ask any seasoned sales pro about their early sales experience, and chances are, they’ll have a story about door-to-door sales. While not as common as it used to be, this approach to sales is still relevant and widely practiced. What you’ll learn What is door-to-door sales? I’ll show you how.

Objectives and Key Results 52

Objectives and Key Results Territory E-commerce Pitch 52

Salesforce

JULY 3, 2025

If so, sales automation might be the next step for your startup. Before you say it’s too complicated, let’s simplify it: sales automation and trusted artificial intelligence (AI) are your secret weapons. What we’ll cover: What is sales automation? Why sales automation is important for startups The numbers say it all.

Technique 52

Technique CRM E-commerce Click Through Rate 52

SaaStr

NOVEMBER 27, 2024

to book an appointment. For restaurants, it’s the back end, front end, point of sale, payroll, ERP, and workforce management. Mangomint has one onboarding manager for every two sales reps, but with no contracts and a 30-day free trial, onboarding starts during the trial. Most sales reps hate it. on their iPads.

Appointment 103

Appointment Contract Commission Niche 103

RingDNA

MARCH 31, 2025

Sales operations has evolved into a critical function for scaling revenue, optimizing sales efficiency, and driving strategic decision-making. The modern sales ops team is no longer just responsible for reporting and CRM management. Here’s what’s changing in sales operations and what teams need to know to succeed.

Government 62

Government Cross-sell Objectives and Key Results CRM 62

Sales Gravy

MARCH 11, 2025

Cindy is struggling to set appointments and handle the "How Much Does it Cost?" She recently switched from media sales to the home services industry. 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.

Profit margin 54

Profit margin Cold Call Appointment Territory 54

Sales Gravy

APRIL 6, 2025

Your buyers are facing uncertainty and a relentless stream of bad news; and where there is uncertainty, your prospects and customers will put off making decisions and doing anything that they perceive as risky. You need to bring your A-Game into every sales conversation. To close the sale, you must be perfect. No mistakes.

Sell 54

Sell Appointment Government Finance 54

RingDNA

MARCH 26, 2025

How to Use LinkedIn to Find and Engage B2B Sales Prospects While the cold call has hardly disappeared from inside sales, social media tools such as LinkedIn give you the ability to warm up cold calls with research. I’ve found that prospects seem quite receptive to InMail. Building a lead list helps you hyper-target leads.

Closing 62

Closing B2B Sell Referrals 62

Adaptive Business Services

JUNE 11, 2025

Let’s take sales as an example. Your ratios of calls to appointments, appointments to proposals, proposals to sales. 4) of these = $32,000 in sales for the month Next improve everything by 10% … 22 calls per day = 110 per week = 440 One appointment for every 9 calls (10 – 10%) = 49 49 divided by 4.5 (5

Appointment 71

Appointment Commission CRM Education 71

Hubspot

SEPTEMBER 4, 2024

If a sales rep calls in sick, their replacement can quickly catch up on an opportunity and continue the sales process seamlessly. Automatically assign leads based on predefined criteria to sales representatives. You sell faster because your sales reps spend more time speaking to prospects and less on admin work.

CRM 73

CRM Price Contact Pipeline 73

SaaStr

APRIL 11, 2025

To become a better SDR, you need to focus on a few key areas that separate the great from the average: Master Your Product and Market : Too many SDRs fail because they dont understand how their product solves the prospects top problems. Great cold emails are short, personalized, and solve a real problem for the prospect. Very few do.

Appointment 89

Appointment Meeting Gaming Prospecting 89

Sales Gravy

JULY 1, 2025

Here's a question that'll keep you up at night: What do you do when your emotions are sabotaging your sales performance? That's the exact challenge posed by Kurt O'Donnell and the sales team from Joyland Roofing in Lancaster County, Pennsylvania. Your prospects don't know about your bad morning.

Appointment 63

Appointment Objection handling Pitch Quota 63

Sales Gravy

MAY 6, 2025

Tyler Goss, from Tampa has two critical sales questions: 1) How do we achieve those "crazy" prospecting numbers I talk about in my books? Some sales leaders will tell you to create a deal before you even make the first call (ridiculous). The qualification point is simple: both parties have agreed to step into the sales process.

Cold Call 74

Cold Call Appointment Contract Pipeline 74

Hubspot

JANUARY 3, 2025

Virtual assistant to schedule your appointments. Also, get the proper tools, such as a CRM, sales software , project management platform, and accounting software (or other industry-related software that'll streamline your workflows). Create a lead generation funnel to drive folks from these channels into your sales pipeline.

Networking 36

Networking Finance Non-Profits Referrals 36

Sales Hacker

MARCH 25, 2025

Previously, he was the Global VP of Product for SAP, CRM and Sales Cloud. If you missed GTM 138, check it out here: The AI Advantage, Solving Sales & Marketing Alignment for Better GTM Execution with Jaleh Rezaei Highlights: 06:53 What makes an AI agent different from bots and automationand why it matters now.

GTM 67

GTM X-functional Start-ups Relationship building 67

Hubspot

APRIL 7, 2025

Im not sure theres any activity more closely associated with sales than cold calling. It can be the trial by fire that preps SDRs for a career in the field, the day-to-day responsibility that keeps reps diligent and engaged, and the basis for a ton of sales org's prospecting infrastructures. Do sales orgs still cold call?

Cold Call 45

Cold Call Sales CRM Prospecting 45

Hubspot

APRIL 28, 2025

Every sales professional has the same experience: The end of the quarter looms, and youre still waiting for leads to convert into paying customers. AI sales agents are reshaping the landscape, automating the sales process, and guaranteeing that no lead goes cold. Table of Contents What is an AI Sales Agent?

Appointment 45

Appointment Follow-up Negotiate CRM 45

Salesforce

APRIL 24, 2025

Sales development representative (SDR) agents 2. Built right into your customer relationship management (CRM) system, an AI agent acts as your personal assistant for sales, marketing, commerce, service and more. Thats why they work best when connected to your AI CRM , where all your customer interactions and sales history are stored.

Teamwork 95

Teamwork CRM Appointment Campaign 95

ConversionXL

OCTOBER 18, 2018

False experts include legions of self-appointed “gurus” and “visionaries” who saturate social media with bad advice. The “mere exposure” effect helps explain why we continue to push similar songs to the top of the Billboard charts and why high-level brand awareness can ultimately lead to a sale. But they’re not the only sources.

UX 188

UX Appointment Education Strategize 188

Salesforce

FEBRUARY 10, 2025

Getting customers is the number one priority for any entrepreneur, and now with the power of artificial intelligence (AI) , you can reach your sales goals and still have time at the end of the day. The secret to making AI work for you is using it strategically at every step of the sales process. Lets get started. Lets get started.

Sales 92

Sales CRM Follow-up Appointment 92

Anthony Cole Training

JULY 25, 2024

As sales manager, business line leader, or CEO, is your team finding, qualifying and closing as much business as you think they should? Most say "No" when we ask that question, which means that something in your client outreach and sales process has to change. The call or outreach to set up an appointment is key.

Prospecting 332

Prospecting Appointment Clients Start-ups 332