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.
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
Prospecting Machine Jeb Blount and Adam H. Michaels talk sales, prospecting & more! The Lighthouse with Adam H. Michaels · Jeb Blount | The Prospecting Machine From dealing with crazy rejections to what makes a
Salespeople cultivate customers through prospecting and referrals; they convert customers into clients by establishing and maintaining a relationship that allows them to build a sense of trust. Times are tough – but as an
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
Introducing a salesperson to cold-calling is the same as Edison introducing electricity to the world by demonstrating the use of the electric chair. It’s universally known that sales professionals hate cold calling. And, yes,
Instead of wasting time figuring out an impressive response, spend time understanding what caused the objection in the first place. Identify what you are doing, or not doing that triggered the money objection in
As a call screener, my job is to protect the time of the decision maker that I work for – so I need to make sure I’m not passing through calls that are going
What is the real objection to buying your product? The “price is too high” is usually just a smokescreen to some other objection. Ask the right questions and you’ll get the answer. Do they
What you’re trying to do is isolate and uncover what the objection or stall is going to be at the end so you can position yourself to deal with it and advance the sale.
Here’s a hard truth most salespeople never hear: The most dangerous thing you can do is think like an employee. On this week’s episode of the Sales Gravy Podcast, business consultant for entrepreneurs David
Tyler Goss, from Tampa, has two critical sales questions: 1) How do we achieve those “crazy” prospecting numbers I talk about in my books? 2) When should a lead become a pipeline opportunity? In
Fear will kill sales and crush your chances of making quota. Hesitation, paralysis, and missed connections with prospects—that’s the consequence of fear. The truly trapped stop picking up the phone entirely. Fear hijacks your
During a practice round at a major golf tournament recently, one of the players hit an exceptionally beautiful shot. A fan in the gallery exclaimed, “Man, I wish I could hit a shot like
Here’s the brutal truth: Self-awareness is the ultimate sales skill. We obsess over skills like closing techniques, objection handling, and prospecting cadence. But self-awareness is the real make-or-break. Self-awareness is the lever that separates
You don’t want to be mediocre. You don’t want to be stuck in a rut of repeating last year’s performance. And you definitely want to smash your personal selling goals this year. In the
Steve from Portland, Oregon, faces and an all-too-common consultative selling dilemma: how to sell to prospects who claim they already know everything, have already “done the research” and question what value he can bring.
All’s fair in love and war—and sales. At the end of the day, what really matters is whether the deal closed or if you were left holding the bag. Did you make quota this
Great advice is everywhere, but most of it is fluff. In sales, you don’t need clichés—you need real strategies that help you win more deals. We’ve pulled together five of the biggest game-changing sales
The sales player-coach — carrying a personal quota while also helping build and lead a team — is one of the hardest roles in sales, and most people in it burn out quietly. Surviving
Key Takeaways When people leave training, why don’t they all perform at the same level? Training and coaching occupy different positions in the development process. One without the other leaves the job half done.
You just promoted your top performer to your newest sales leader. They crushed quota six quarters in a row. Closes deals in their sleep. Customers love them. The team respects them. On paper, it’s
I spent an afternoon at Ramsey Solutions in Tennessee with Jason Williams, Vice President of Sales for the EntreLeadership Division. What stood out wasn’t the size of the operation or the fancy building. It
A book of business that isn’t growing is dying. When your team drifts into “farmer mode” and stops hunting new logos, it’s on leadership to make prospecting non-negotiable again. Key Takeaways: How to Get
“You know, at the core of Working Genius, what it does is it allows us to avoid guilt and judgment—guilt about ourselves and judgment of others.” That’s Patrick Lencioni, bestselling author and organizational health
Quick Summary Founder-led sales teams struggle to scale because the entire sales system lives in the founder’s head. Major clients only trust the founder, reps can’t replicate instincts they were never taught, and every
“That chip on my shoulder made me less empathetic, more rushed, too eager to solve things too fast, and less thoughtful. That chip built me, but then it started to tear me down.” I
“You can’t be more committed to somebody’s success than they are.” That insight comes from Colleen Stanley, author of Be the Mentor Who Mattered, during a recent conversation on the Sales Gravy Podcast. It’s