13 Real Alternatives to Cold Calling That Build Pipeline
Can’t stomach cold calling? Steal Jeb Blount’s 13 proven alternatives to picking up the phone that build real pipeline and actually work.
Welcome to the Sales Gravy blog, where salespeople and sales leaders get better every week. We publish new sales training articles and podcast episodes three times a week, covering prospecting, cold calling, objections, negotiation, and leadership, written by Jeb Blount and the Sales Gravy trainer team.
Can’t stomach cold calling? Steal Jeb Blount’s 13 proven alternatives to picking up the phone that build real pipeline and actually work.
The right time to hire a fractional sales leader is when your team has outgrown what you can manage on top of running the business. Here are 7 signs that tell you it’s time,
Making just three to five of proactive calls to customers in a five-minute block, breaks the reactive cycle most account managers live in and builds the relationships that drive real, predictable revenue.
Recruiting is a sales leader’s number one job, and the way to find sales candidates is the same way your reps find customers: recruit like you prospect.
Steal this trial close technique and exact scripts to motivate buyers to make decisions and act without making big price concessions.
Referral leads close at three to four times the rate of cold and self-generated leads. Once both reach a real sales conversation, referrals close at roughly 26 percent versus 9 percent for cold and
When should you ask questions on a cold call? Questions come after you’ve earned the right, when you’re gathering information and qualifying, and they lead the conversation only when the prospect contacted you first.
To prospect for new clients, stop making random touches and run a consistent five-step system. Work this system every day and you gain control of your pipeline, along with the peace of mind that
The best way to measure sales productivity is with leading indicators—the KPIs and metrics that predict future revenue and let you fix problems before sales dry up.
A good sales voicemail is short, scripted, and gives the prospect one clear reason to call you back. This guide gives you seven word-for-word sales voicemail scripts that work!
Salespeople fail at cold calling for five common reasons. Fix them and the phone starts producing appointments again.
Email response rates are collapsing because decision maker inboxes are stuffed with automated, AI-written slop. This is exactly why the phone is more powerful today than it was ten years ago.
On this discussion with Dylis Guyan, host of The Inspired Selling Podcast, I discuss that most failure in sales – especially for business owners – is caused by the failure to prospect consistently. The
Gryphon Networks sat down with Jeb Blount, CEO of Sales Gravy and bestselling author of Fanatical Prospecting and Sales EQ, to discuss misconceptions about cold calling and overcoming the fear of picking up the phone and being
When you build a hunter-based sales culture, you accelerate sales productivity and pipeline velocity. On this Enterprise Sales Podcast with Noah Goldman, Jeb Blount, author of Fanatical Prospecting shares the secrets of ultra-high performing
Use this checklist to determine why your email list may not be performing up to your expectations. Your lead generation email list is one of the top four factors that cause marketing campaigns to
People buy from you, not because you understand, but because they feel understood. As a sales professional, I urge you to rethink NO. Who knows what buyers mean when they say no? I certainly don’t.
Uncertainty Means Lots of Objections Objections. When things hit the fan – inflation, economic upheaval, market disruption, recession – you’re going to still get lots of them – even when you’ve got empathy packed
Are you ready to stop playing “supermarket roulette” with your prospects? Wouldn’t it make you feel accomplished at least knowing regardless of the outcome, that you did everything on your end to move the
On this Sales Gravy Quick Tip, Jeb Blount reveals the real secret to superstar sales success. The good news is it’s obvious and within your grasp.
Many so-called “sales experts” are quick to tell you that they have the one path to prospecting salvation or the top secret for making sales prospecting easy. Run away from these charlatans as fast
When their KPIs don’t recognize the importance of consistent prospecting follow-up to reach target contacts, you’re not only setting yourself up to lose a potentially good rep, you are also directly impacting your prospecting
The secret to an organized closet is to never bring in anything new unless you first get rid of something old. I recently sent out a survey to my colleagues, asking them to evaluate
People are Human Sounds pretty silly, right? Sometimes I find myself forgetting that everyone has their own perspective. We can start to assume that others think and feel the way we do, but this
No matter what type of company you have, there is always a need to find new customers. That’s what sales prospecting is all about regardless of the fancy name you give it. Early in
I want to believe that sales professionalism has evolved. I want to believe that at this time, everyone “gets” that the buyer matters most in the sales conversations. Yet, that isn’t what I’ve experienced.
If sales people (especially in a consultative sale environment) don’t learn the fundamentals of a consultative sales process, they will just stay mediocre at best. So, what are some of the basics that are
For both parties in this exchange, there is a lot at risk at this moment. This is why a collaborative selling approach continues to be important…This approach ensures that your mind is engaged, before
Objections frustrate sales reps to the point of them developing some serious call reluctance. Don’t you wish that you, and your team, had a proven approach that actually works? Every month, I get emails from
Prospecting is the price you have to pay in advance for success in sales and the income you want. -Jeb Blount In this episode of Level Up: From Agent to Entrepreneur podcast, featured sales
In today’s world, people have a very strong belief in their weaknesses and an even stronger belief not to “brag” about their strengths. Yet, winning teams win because of the strengths of all team
As individual contributors top Sales Professionals have the luxury of only thinking about themselves. They can selfishly protect their own interests, act as lone wolves, and win at the expense of others. But as
What would happen if existing and future leadership programs were centered around a results-based model of leadership instead of a competency-based one? Think for a moment of a leader you appreciate or admire. Then
It’s not a question of if you should spend money on training, the question is how much will you spend on training. While you’re planning the budget for your organization don’t forget to include
During the last several years, three megatrends have increasingly gained speed, yet very few people actually discuss them or understand how to deal with them. Trends are evident in business. The fashion industry, for
Learn to say “No” thoughtfully and respectfully with the focus on creating a high-performance sales culture. Are you limiting your sales team and the ability to increase sales by not ever saying “No”? Sometimes,
Bullying behavior creates a hostile work environment. Eventually, word will spread about you being the bully boss. With technology, the spread of bullying in schools continues to make front-page news. Schools, corporations, and parents
Sales managers are charged with leading the sales team. Salespeople watch the leader, like kids watch parents, to see if words and actions are congruent. I recently read Stephen M.R. Covey’s book, The Speed
Small business owners who devote time to rethink how they are providing solutions (products or services) to better meet the wants and the needs of their customers will usually stay ahead of the flow.