Sales Gravy

FEBRUARY 4, 2025

Im Jeb Blountbestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED. This scenario appears in industries like construction, engineering, software licensing, and more. Im Jeb Blountbestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED.

Sell 78

Sell Customers Contract Construction 78

Sales Pop!

MARCH 19, 2023

In the B2B arena, prospects and customers have precise and diverse needs and wants for the products and services they buy. Just as in the construction business, workers must have the right tools for what they’re trying to accomplish, so do salespeople. Today sales, being conducted by humans, is more critical than ever.

Construction 244

Construction CRM B2B Technology 244

Sales Gravy

MARCH 20, 2025

Hed get shut down early, lose deals at the negotiation table, and get ghosted by prospects who had initially shown interest. Timing, tone, objection handling, and reading the prospects emotional state. Hed get shut down early, lose deals at the negotiation table, and get ghosted by prospects who had initially shown interest.

Objection handling 110

Objection handling Construction Sports Negotiate 110

Veloxy

AUGUST 10, 2021

But not to worry, the additional free time will allow your employees to spend more time actually selling and connecting with prospects. Machine learning can help your sales teams better understand their prospects traits and characteristics. This is in addition to delivering experiences that resonate with all your prospective buyers.

Process 328

Process Sales Technique Cross-sell 328

Salesforce

AUGUST 6, 2024

Four Keys to Enterprise AI Success Five Business Uses for an AI Copilot AI can also tell you how meeting time is spent, revealing if too much time is wasted on non-essential issues and suggesting ways to have more constructive meetings. Sandstone reps can then prompt AI to draft solar panel prospecting emails.

Real Estate 128

Real Estate Non-Profits Click Through Rate CRM 128

Partners in Excellence

MAY 21, 2019

He poses the premise they should do this by answering every prospecting call they get–since sales people presenting their solutions will give the customer insights and ideas to improve their business. He goes further to imply execs are being irresponsible in not answering every prospecting call. They waste my time.”

Prospecting 109

Prospecting Customers Construction Start-ups 109

Veloxy

DECEMBER 28, 2023

The Role of an Outside Sales Representative An outside sales representative, also known as a sales rep, is responsible for conducting sales activities in the field through direct customer interactions, both with prospective and existing customers. Lead generation software is another vital tool for outside sales teams.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Sales Pop!

JUNE 10, 2022

Lack of preparation adds more stress to an already high-pressure task, but it also turns prospects off. This could be when a prospect starts asking you personal questions or tries to pursue you romantically. It could also be when a prospect starts cursing at you. Each prospect’s objections will be different.

Objectives and Key Results 244

Objectives and Key Results Sales Prospecting Construction 244

Sales Hacker

MARCH 12, 2023

Because a sales email is only completely successful if the prospect actually does what you asked them to do in the call to action. Calls to action don’t just occur at the end of cold emails to prospects. If the prospect does it, you have a good reason to talk to them again. But it depends on the prospect. I’m excited!

Prospecting 111

Prospecting Cold Call Construction Referrals 111

Sales Pop!

NOVEMBER 18, 2022

How have continually changing demographics impacted your clients and prospects? From real estate to residential construction to transportation – they’re all touched. Can they be difference-making advantages for you in winning deals? And market patterns. Residential movement out of city centers will dictate change for your accounts.

Real Estate 242

Real Estate Healthcare Objectives and Key Results Government 242

Understanding the Sales Force

MAY 4, 2025

In sales, the play is the salespersons conversation with a prospect, and the debrief is the managers chance to review it. A sales manager needs that same big-picture view: What was the prospects situation? If a salesperson says the prospect wasnt interested, thats like an umpire saying, Hes out. Context matters.

Objection handling 71

Objection handling Angle Gaming Consult 71

Anthony Cole Training

JULY 19, 2019

This includes both positive and constructive feedback. ACTION PLAN - It is essential that YOU as a sales leader take time to sit down with your salesperson and establish an action plan – what are the specific prospecting and networking activities that they must do in order to reach their goals? 5 Keys to Coaching - Insight.

Construction 194

Construction Sales Technique Clients 194

Hubspot

JULY 28, 2019

As salespeople, we see this every day with our prospects. Call it objections, going dark, or just plain ghosting -- but really, it’s your prospect trying to avoid telling you they’re not that into your product/service. Otherwise, your prospect might drag you along for weeks or months without giving a definitive answer.

Prospecting 97

Prospecting Construction Follow-up Up-sell 97

SaaStr

MAY 8, 2025

Here’s an example of a typical bigger deal at $1B+ ARR Procore, where it can take 3-7 years to fully expands accounts for its SaaS for Construction: But what many sales execs and start-ups with smaller deal sizes often miss is often the answer isn’t no. It’s just not today. I’m really not ready today.

Product 69

Product Construction Networking Start-ups 69

SaaStr

JUNE 13, 2025

Ask how they’ve handled constructive criticism in the past. If they don’t impress you in this interview, they won’t impress your prospects either. A good AE will have a clear plan for ramping up, learning the product, and starting to sell. If they don’t, they’re not prepared. Can they handle feedback? Would you buy from them?

Construction 54

Construction Quota Pitch Represent 54

Lead Fuze

AUGUST 7, 2021

Construction companies? You can create lists to identify possible prospect characteristics such as job title, prior employer, geography, or skill set. ’ NOT is extremely handy when you want to remove prospects with a specific level of seniority or when you want to exclude phrases that are closely related. Landscaping?

Prospecting 98

Prospecting Construction Engineering Contact 98

Sales Gravy

DECEMBER 18, 2020

This young entrepreneur leveraged Fanatical Prospecting to quickly ramp up his successful and fast-growing photography business that he started this year. This young entrepreneur leveraged Fanatical Prospecting to quickly ramp up his successful and fast-growing photography business that he started this year.

Prospecting 98

Prospecting Electricity Cold Call Inside sales 98

Partners in Excellence

DECEMBER 8, 2023

Virtually every prospecting conversation inflicted on me is a scripted discussion. It focuses on what the seller wants to say and achieve, not what the victim , I mean prospect seeks to achieve. Are we leveraging the lessons from “improv” to help them adapt in constructive ways?

Construction 142

Construction Conversion Prospecting Presentation 142

Martech

NOVEMBER 24, 2021

Marketers need a way to discern which lead statuses match with each prospect, which is why developing a framework is vital. “A These questions — those related to the lead funnel or prospect actions — can serve as the foundation of your framework. How brands can build digital resilience.

SQL 126

SQL Construction Technology Technology 126

Hubspot

JULY 22, 2024

I’ve found that cold calling is an excellent way to engage prospects one-on-one and move them to the next step in the buying process. Cold calling is most effective when paired with strategies such as prospecting and sales qualification. Cold Call Script Examples **The prospect's phone rings** Prospect: Hello?

Cold Call 78

Cold Call Hospitality Objectives and Key Results Follow-up 78

Martech

FEBRUARY 27, 2025

I asked how Salesforce customers and prospects are preparing their data for a world where AI agents can be trusted to do their thing. “A sales rep will never log into any back-end data warehouses where the unified data architecture is constructed. . Tao said many businesses she talks to have unified data.

Construction 109

Construction Government Start-ups Trust 109

Salesforce

DECEMBER 20, 2024

You have to identify when deals are near the finish line and take action, or pivot when a prospect stops responding. This way, youre addressing individual prospects pain points to help close those important, large deals. When I used to work for a construction manufacturer, we had to engage with various personas.

B2B 59

B2B Contract Cross-sell Construction 59

Partners in Excellence

APRIL 3, 2024

We scour social channels for shortcuts; what are the easiest ways to prospect, how can I send more emails/make more calls, how do I close more deals with less effort, how do I leverage tools like ChatGPT to do the work for me, and on and on…… ? The same prospecting scripts–so nothing is different or stands out.

Objection handling 143

Objection handling Construction Technique Drivers/motivators 143

Partners in Excellence

APRIL 28, 2022

Spoiler alert, we really seek to be both interested and interesting, and we hope our prospects/customers are both interested and interesting. We spend endless hours constructing subject lines and first sentences in emails, all in the hopes of being interesting. As sellers, we do everything we can to be interesting.

Construction 133

Construction Technique Pitch Prospecting 133

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., If you sound insecure or rushed, your prospects sense it. Whats the price?

Profit margin 55

Profit margin Cold Call Appointment Territory 55

Martech

JANUARY 2, 2024

Marketers face the prospect of needing to invest in generative AI to improve workflows, especially the content-creation workflows heavily reliant on large language models like ChatGPT. Why we care. The lawsuit comes after lengthy discussions between OpenAI and the Times. “We respect the rights of content creators and owners.

Construction 124

Construction Legal Prospecting Conversion 124

Martech

JULY 22, 2021

I also said that the massive digital transformation in traditional B2B spaces like manufacturing and construction is unlikely to be reversed. Let us know how you feel about the prospect of in-person events by completing our 3 minute Event Participation survey. What about virtual events? Watch the full episode here.

Construction 114

Construction Manufacturing B2B Prospecting 114

Adaptive Business Services

OCTOBER 16, 2024

Myself, when constructing sequences, I am looking for replies vs. opens and tracking is not necessary for that. Or are you considering leveraging AI for more effective LinkedIn prospecting, or perhaps using advanced marketing in your business, or are you looking at improving your managed I.T. That would rely on open tracking.

CRM 71

CRM Construction Contact Service 71

Hubspot

MAY 26, 2025

One time, after a rough morning, I procrastinated and put off prospecting, one of the most important tasks in my role. I can actively listen, serve from the heart, and genuinely listen to my prospects concerns. I give myself 60 to 90 seconds to check my prospects: LinkedIn headline or About section. I revisit my wins.

Cold Call 65

Cold Call Quota Gaming Pitch 65

SaaStr

APRIL 8, 2020

But I’ve come up with just one simple construct today: Your Product Just Has To Be Easier Buy Than It Is To Use. You are starting off at NPS 0 if you put your prospects through a painful buying process. And according to OKTA , most industries have over 1,000 SaaS distinct vendors in them. We’ve all learned to buy SaaS.

Product 145

Product Contract Construction Negotiate 145

Sales Pop!

SEPTEMBER 14, 2023

At its core, Connect the Dots aspires to construct what Drew terms a “super graph” of relationships within an organization. Connect the Dots: A Paradigm Shift in Networking The birth of Connect the Dots signifies a pivotal moment in the evolution of networking strategies.

Networking 182

Networking Construction User Experience Strategize 182

Hubspot

JULY 7, 2020

This retrospective takes a deep dive into buyer interest, marketing and sales outreach, and sales outcomes (spoiler alert: there's a lot of engaged prospects out there, but sales teams have work to do in capturing that interest). While sales outcomes are improving (more on this later), sales prospecting has fallen short of its potential.

Construction 101

Construction Territory Manufacturing Entertainment 101

Women Sales Pros

MARCH 15, 2019

They see that the primary goal of their initial contact should be to convey how they can offer something of real value to their prospect. They research their prospects to understand what will be of high value to each one and to personalize the initial conversations. Professional sellers plan their calls in advance.

Appointment 129

Appointment Construction Contact Prospecting 129

Martech

NOVEMBER 8, 2023

This last group consists of those prospects that need super deep price discounts during the sales cycle, are more challenging to onboard, complain and want refunds and suck the life out of your customer success and account teams. While you may add or remove accounts over time, the general principle is that this is a static construct.

Customers 128

Customers Construction B2B Cross-sell 128

Cerebral Selling

JULY 13, 2020

To begin constructing a provocative question-based pitch, it helps to start by identifying the enemy of your product or service (Note: this enemy might be something you’re very familiar with but may very well be a hidden one your customers are not). If they align, they will quickly internalize that value.

Pitch 153

Pitch Intrinsic Construction Price 153

Martech

MARCH 6, 2024

Without DNS settings your emails will never reach your prospects’ inboxes. Dig deeper: New email sender rules: Legitimate mailers will be collateral damage Start from the ‘backend’ Let’s talk basics: Good prospecting begins with your domain’s health. The key requirements include: Email authentication.

Electricity 117

Electricity Non-Profits Construction Real Estate 117

Sales Pop!

NOVEMBER 22, 2022

Stressful events can include job interviews, excessive workloads, group presentations, prospecting and sales calls, multi-million dollar revenue quotas, deadlines, moving, injuries, illness, divorce, marriage, loss of a loved one, and other high-pressure situations. Stress is simply part of the deal if you live an “engaged” life.

Presentation 245

Presentation Growth Technique Networking 245