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.
Cold Calling C-Level Executives When calling into the upper “C” suites, assess their mood and circumstances at the time of the call quickly and match it with your tone and conversation. This will give
Build Relationships With Gatekeepers Tricks or tactics to “bypass the gatekeeper” may get you some surprise face time, but it’s often at the expense of the deal. Winning over a gatekeeper can often be
Your Prospect Is Stalling. Now What? Top producers know a weak prospect when they hear one, and they would much rather know ahead of time who is leading them on and not likely to
Why You Should Start Reversing Objections Reversing objections is counter-intuitive, highly effective, and requires superior preparation and courage. You must consider the response that requires the most confidence, preparation, quick-thinking, understanding, and sales talent.
How To Sound Natural Over The Phone If you sell for a living, sooner or later you have to pick up the phone for prospecting, follow up, and sales calls. To be effective, you
The Dreaded “I Am Not Interested” Objection Nothing, absolutely nothing, cuts a conversation with a prospect shorter than a brusque, “I am not interested.” Knowing how to respond to this objection can make selling
On cold calls, to grab attention your message and approach needs to be relevant. There are 5 questions to answer before you make that cold call that will help you develop a message that
The Status Quo Objection A common objection you might run into when prospecting is the status quo objection. Your prospect will tell you that they’re happy with their current provider, or that they simply
The #1 Trade Secret Of Pro Buyers After a lengthy new client acquisition process, the time has come to submit a proposal including pricing. Countless hours are spent formulating a glorious proposal that details
What one reads is different than the words written. Quite often the message we wish to send people isn’t actually the message that is received. What was meant to come across as good sometimes
All companies want to thrive. No company just wants to just “exist”. It’s “business nature” to want to grow, to become better…..to thrive. We wrote about Rising channels (see the previous blog) and discussed
This year, the company I had been using for the last several years was unresponsive when I tried to schedule service. Coincidentally, I received an email from one of their competitors offering the same
Why do sales professionals who become aware of their sales approach not working continue to plunge ahead? An unfounded “expectation of success” appears to play a significant role in such cases. Recently, I finished
Simplicity equates to clarity.Simple will always beat out complicated. Have you ever researched a new purchase only to find that there are too many options? What did you do? Sometimes people delay the purchase
Baseball players and sales professionals don’t have much in common. However, Elite athletes and Ultra-High Performing sales professionals know their numbers because that’s where the MONEY is. In this video, Jeb Blount addresses the
Salespeople sometimes treat LinkedIn like just another cold prospecting tool, and they end up engaging their prospects in a pretty abrasive way. A few weeks ago, I received a LinkedIn message from a user
Ah, the life of a salesperson. Perpetually condemned to sleazeball status, pushing unneeded or unwanted services on prospects who have no interest in those wares, only to run off into the sunset with briefcases
“I’m not sure if I have the right people and I am not sure if they’re doing the right things.” — Every Leader I’ve heard this from countless CEO’s, Sales Leaders, and Business Owners over
On this episode of The Sales Gravy Podcast, Jeb Blount Jr. sits down with Dayna Williams to discuss cutting-edge strategies for sales success. She gives expert insights on how to develop a winning sales culture,
Sales objections pose a challenge for salespeople, leading to demoralization. Sales leaders play a crucial role in helping reps develop perseverance.
The article suggests using bingo as a teaching tool to handle objections
On this episode of the Sales Gravy Podcast, Jeb Blount sits down with KaTom CEO Patricia Bible to discuss what it takes to lead and sustain a hyper-growth company. Reflecting on her journey with KaTom,
On this episode of the Sales Gravy Podcast, I dive into part two of my conversation with sales leadership expert Mike Weinberg on what new sales managers need to do to get off to
On this episode of the Sales Gravy Podcast, I sit down with Mike Weinberg for Part One of our conversation on the state of the Sales Profession, sales leadership, and getting started as a
How Weichert Financial Services Exceeded Sales Targets With Fanatical Prospecting Sales Training I one hundred percent recommend the Sales Gravy team to any organization needing sales enablement. Even for me, their training was a
The Best Sales Leaders Share These 4 Traits On this episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams talks with Learnit CEO Damon Lembi about maintaining authenticity and
Scale Your Business with Affordable Sales Training Every business owner wants to grow their business, attract more customers, and increase revenue. One of the best ways to achieve these goals is by investing in
Why Leaders Fail— And What To Do About It In a world that demands adaptability and resilience, leaders who prioritize strengths are paving the way for success in the workplace. I recently worked with