Case Study: Inbound Lead Follow-up
Did you know that 71% of leads are never followed up with? And worse yet, the typical lead is touched by a salesperson on average only 1.3 times. The marketplace is spending massive amounts of money on marketing to generate leads that are never even get spoken to.
This is why ACCEL Schools came to us in 2016 and asked for help.
Did you know that 71% of leads are never followed up with? And worse yet, the typical lead is touched by a salesperson on average only 1.3 times. The marketplace is spending massive amounts of money on marketing to generate leads that never even get spoken to.
This is why ACCEL Schools came to Incept and asked for help.
ACCEL Schools
ACCEL Schools is a network of 25+ charter schools focused on tailoring the learning experience to each individual involved in K-12 education. With more than 750 educators and 8500 students, ACCEL Schools attracts community members with its commitment to academic excellence, individualized learning, and community partnerships.
While ACCEL Schools attracts many leads through word-of-mouth, they also have a fantastic marketing team that drives inbound leads through multiple advertising sources to their website. They are so good at creating interest in their charter school network that they were having a hard time following up with each inbound lead in an efficient and effective way.
In Steps Incept
ACCEL Schools chose to partner with Incept so that they could more effectively follow-up with inbound leads to increase the likelihood of converting them into enrollments. Incept used a strategic sales enablement approach, following up with each lead in less than 24 hours, and then touching unresponsive leads 7-10 more times using a multi-touch lead follow-up cadence through phone and email channels. The value of having coverage throughout the whole workday without having to pay a full-time employee to be available was another important piece of support for ACCEL Schools within this program.
Throughout 2016, ACCEL Schools produced more than 4100 inquiries, which Incept was able to convert into more than 1800 scheduled appointments with enrollment specialists. Of those appointments, more than 40% enrolled in the ACCEL school system.
When ACCEL Schools came to Incept, they were unable to focus on generating new leads because they were too busy following up with leads. It was holding them back from making more strategic marketing decisions because they were unsure how to dedicate more time to effectively following up with their leads.
Partnering with Incept has allowed ACCEL Schools to not only break down unnecessary barriers to growth, but supercharge their marketing and sales efforts.
8 Motivational Quotes That Inspire Your Sales Team—Plus What Really Gets Us Dialing
Sales isn’t for the faint of heart. It’s a grind. You know the feeling—picking up the phone for your 30th cold call of the day, handling objections like a pro, or chasing that elusive yes after hearing no more times than you can count. Staying motivated isn’t just important—it’s what keeps you dialing.
So what actually works when your energy dips? What helps you push through rejection, find your next win, and keep momentum alive?
We went straight to the source—our Account Growth Specialist (AGS) team, the people making calls, booking appointments, and building relationships every day. They shared what keeps them fired up: a mix of timeless motivational quotes, pump-up songs, and a few gifs that deliver the perfect hype.
Now, we’re passing it on to you. We’re sharing their favorites here—alongside some timeless wisdom—to give you the fuel you need when you hit a rough patch. Because whether you need a quote that makes you sit up straighter or a song that kicks you into gear, these are the moments that keep sales pros going.
Let’s get into it.
Timeless Motivation: The Quotes We Keep Coming Back To
“Never give in, never give in, never, never, never, never—in nothing, great or small, large or petty—never give in except to convictions of honor and good sense.”
- Winston Churchill
Why It Hits:
Winston Churchill delivered these words in 1941 during World War II, addressing students at Harrow School as Britain faced immense challenges. His message wasn’t just about war—it was about resilience in the face of overwhelming odds.
Sales is full of highs and lows. Some days, you’re closing deals left and right. Other days, it feels like every call is a rejection. The difference between the top performers and everyone else? They don’t stop.
“All progress takes place outside the comfort zone.”
- Michael John Bobak
Why It Hits:
Not much is known about Michael John Bobak, but this quote has taken on a life of its own in personal development and business circles. It speaks to the idea that real growth—whether in sales, leadership, or innovation—only happens when we stretch beyond what feels easy or safe.
That first cold call? Awkward. That big pitch? Nerve-wracking. But every time you step into discomfort, you grow.
Real sales success doesn’t come from playing it safe. It happens when you take the extra step—whether that’s making the follow-up call, asking the tough question, or pushing through the fear of rejection.
“The harder the conflict, the more glorious the triumph.”
- Thomas Paine
Why It Hits:
Thomas Paine, one of the most influential voices of the American Revolution, wrote these words in The American Crisis in 1776 to inspire soldiers struggling through brutal winter conditions. His message? The greatest victories come from the greatest struggles.
If you’re in sales, you’ve felt this: the biggest wins don’t come easy. That deal that seemed dead in the water? The follow-ups, the pivots, the problem-solving—they make closing it all the more satisfying. Triumph in sales comes to those willing to fight for it.
“Most people think ‘selling’ is the same as ‘talking.’ But the most effective salespeople know that listening is the most important part of their job.”
- Roy Bartell
Why It Hits:
Little is documented about Roy Bartell, but this quote remains a cornerstone of modern sales training. It flips the traditional idea of a “salesperson” on its head—showing that the best closers aren’t talkers, they’re listeners.
Think about it: the best sales calls don’t happen when you’re running through a script. They happen when you ask the right questions—and actually listen to the answers. Great salespeople don’t pitch. They diagnose, they solve, and they build relationships.
“Our greatest weakness lies in giving up. The most certain way to succeed is always to try just one more time.”
- Thomas Edison
Why It Hits:
Thomas Edison was no stranger to failure—he reportedly made over 1,000 unsuccessful attempts before perfecting the light bulb. This quote captures his belief that persistence breeds success, a mindset every sales professional should adopt.
In sales, deals aren’t usually won on the first call—or even the fifth. Studies show that most sales happen after at least five follow-ups, yet 44% of salespeople give up after just one. The takeaway? Success is just on the other side of persistence.
“Everything you’ve ever wanted is on the other side of fear.”
- George Addair
Why It Hits:
This quote is often attributed to George Washington Addair, a 20th-century real estate developer who built his business during economic downturns. His message? The greatest opportunities exist just beyond what scares us.
The top closers step through that fear. They make the call. They ask the bold question. They hear "no" and keep going. The success you want is on the other side of the risks you’re willing to take.
“I got lucky because I never gave up the search. Are you quitting too soon? Or are you willing to pursue luck with a vengeance?”
- Jill Konrath
Why It Hits:
Jill Konrath is a sales strategist and bestselling author, known for her insights on modern selling tactics. Here, she reminds us that luck is rarely luck—it’s persistence in disguise.
Luck isn’t random—it’s made. The top sales professionals don’t wait for the right opportunity. They create it. Follow up when others don’t. Keep refining your pitch. Put yourself in the right place at the right time—over and over again. The more consistent you are, the “luckier” you’ll get.
“High expectations are the key to everything.”
- Sam Walton
Why It Hits:
Sam Walton built Walmart into a retail empire by believing in high expectations and relentless execution. He knew that if you aim for average, you’ll get mediocre results.
Sales is the same way. If you expect calls to go poorly, they probably will. If you expect success—if you set the bar high and refuse to settle—you’ll get there. The best salespeople see themselves winning before it happens.
The Real Sales Lesson Behind These Quotes
Motivation is what gets you started. But mindset, skill, and grit? That’s what keeps you closing deals.
Perseverance when you want to quit.
Stepping into discomfort when you’d rather play it safe.
Listening when you’re tempted to fill the silence.
Believing in success—even before you see it.
Because the best salespeople know this truth:
Motivation gets you started. But mindset, skill, and grit—that’s what closes the deal.
And on the days when the calls feel harder than us?
That’s when you reach for one of these. Then you dial again.
When the Coffee Isn’t Enough: Sales Motivation That Keeps Us Dialing
Let’s be honest—there are days in sales when even the strongest coffee blend can’t cut through the rejection fatigue. That’s when you need something extra. The right quote, a hype song blasting in your ears, or a ridiculous gif that makes you laugh right before you hit “dial” can be the difference between phoning it in and closing the deal.
So, we asked the AGS team: What gets you fired up when you need to push through?
Their answers? Motivational gold.
From Tim Duncan to Elevator Dancing—Ashley’s Blueprint for Sales Greatness
Contributed by: Ashley J
Quote:
“Good, better, best. Never let it rest. Until your good is better and your better is best.” – Tim Duncan (via retirement speech)
Why It Hits:
Sales is never about coasting. Even wins can be improved.
Song:
Seven Nation Army – The White Stripes
That bassline alone can carry you through a rough afternoon.
Gif:
Because sometimes you have to celebrate a small win like nobody’s watching—even if everyone is.
Smile, Dial, and Try Again—Amber’s Guide to Pushing Through
Contributed by: Amber D
Quote:
“Smile and dial.” – Said like the Penguins of Madagascar’s “Smile and wave, boys.”
Why It Hits:
Your energy on the phone matters. People can hear your smile.
Song:
Try Again – Aaliyah
If at first you don’t succeed… you know the rest. (Cold calling anthem, anyone?)
Gif:
Sometimes it’s the little wins—like not getting hung up on—that deserve a celebration.
Taking Hits and Throwing Horns—Quinton’s Heavy Metal Sales Survival Kit
Contributed by: Quinton D
Quote:
“You, me, or nobody is gonna hit as hard as life. But it ain't about how hard you hit. It's about how hard you can get hit and keep moving forward.” – Rocky Balboa (2006)
Why It Hits:
Every sales pro has taken a beating. The best keep getting back up.
Song:
Metal Health – Quiet Riot
Nothing says “I’m making 50 more calls” like some ‘80s metal.
Gif:
Channel that energy when you finally book the appointment.
Towanda! Take the Leap—McCartney’s Battle Cry for Bold Selling
Contributed by: McCartney B
Quote:
“Towanda!” – Idgie, Fried Green Tomatoes (1991)
Why It Hits:
It’s a battle cry. Sometimes you just need to yell something before taking on the day.
Song:
On Top of the World – Imagine Dragons
Manifest those wins, one chorus at a time.
Gif:
Because every sales call is an adventure into the unknown.
Failure? Nah. DJ Khaled Says We Win—Laura’s Recipe for Relentless Sales
Contributed by: Laura H
Quote:
“Success consists of going from failure to failure without loss of enthusiasm.” – (Not Actually Churchill or Lincoln)
Why It Hits:
This quote often gets credited to Winston Churchill—or sometimes Abraham Lincoln—but the truth is, neither of them actually said it. Doesn’t matter. It’s still a solid reminder that success in sales (and life) is about staying positive, even when things don’t go your way.
Song: All I Do Is Win – DJ Khaled
Because sometimes you need to speak it into existence.
Gif:
A chaotic, motivational masterpiece. Perfect for shaking off a bad call.
Play the Hand, Play to Win—Amanda’s Sales Table Stakes
Contributed by: Amanda T
Quote:
“The key to success is playing the hand you were dealt like it was the hand you wanted.” – Kaitlyn Walsh
Why It Hits:
Not every lead is perfect. Play it like it is.
Song:
Triumphant (Get 'Em) – Mariah Carey
Because we’re here to win.
Gif:
Sometimes you gotta hype yourself up like you’re on national TV.
You Miss Every Shot You Don’t Take—MacKenzie’s Confidence Kickstart
Contributed by: MacKenzie Mahoney
Quote:
“You miss 100% of the shots you don’t take.” – Michael Scott (Wayne Gretzky)
Why It Hits:
The quote is pure sales gold—but let’s be real, most of us picture the scene from The Office where Michael Scott writes it on a whiteboard… and then quotes himself quoting Gretzky. It’s the perfect blend of wisdom and humor—just like a day in sales.
Song: Seven Nation Army – The White Stripes
Yes, again. It’s that good.
Gif:
Exactly the vibe you need before hitting “dial.”
Consistency is Queen—Tiffany’s Formula for Long-Term Wins
Contributed by: Tiffany B
Quote:
“Success doesn’t come from what you do occasionally, it comes from what you do consistently.” – Marie Forleo
Why It Hits:
Sales is consistency. Day in, day out.
Song: I Am Woman – Jordin Sparks
Empowerment anthem? Yes, please.
Gif:
Perfect pre-call mindset.
Clear Eyes, Full Pipeline, Can’t Lose—Andrew’s Sales Team Playbook
Contributed by: Andrew C
Quote:
“Clear eyes, full hearts, can’t lose.” – Coach Taylor, Friday Night Lights (2004)
Why It Hits:
Bring the right mindset into every call.
Song: A Boy Named Sue – Johnny Cash
Because grit wins.
Gif:
Sales = team sport. Boost your squad.
It’s Just Spaghetti—Sheila’s Sales Zen Reminder
Contributed by: Sheila A
Quote:
“It’s just spaghetti.” – My manager at Olive Garden years ago
Why It Hits:
Sometimes, we overthink everything. Relax. It’s just spaghetti.
Song: Eye of the Tiger – Survivor
Because it’s the ultimate sales anthem.
Gif:
Sheila left this blank… so we filled it in with this. Because let’s be honest—we’ve all been there. Brain on empty, mid-call, wondering what we were even about to say.
Final Countdown & Buddy the Elf—Jennifer’s Writing Desk Hype Mix
Contributed by: Jennifer B (Content Writer)
Quote:
“The question isn't who is going to let me, it's who is going to stop me.” – Ayn Rand
Why It Hits:
Whether you’re writing a pitch or making the call, confidence is everything.
Song:
The Final Countdown – Europe
Because every deadline (or sales target) deserves its own epic soundtrack.
Gif:
Honestly… it’s the energy we all need sometimes—whether we’re dialing, writing, or just trying to survive Monday.
Motivation Gets You Started—Momentum Closes the Deal
The difference between good sales reps and great ones isn’t just skill—it’s the ability to stay in the game, even on the tough days. The right mindset, the right habits, and the right hype can be what separates you from the competition.
Call Ivy and Drop Your Sales Hype!
What fuels you?
That quote you scribbled on a sticky note.
That song you blast before a big call.
That ridiculous gif that keeps you going.
Now, you can share it with Ivy, our AI-powered sales assistant! Just call in and leave a message with your go-to motivation, and you might hear it featured in our next hype round-up.
Give her a call anytime day or night: 330-997-3083.
Call Ivy now and tell us what keeps you fired up!
Because let’s be real—coffee can only do so much.
Need more than motivation?
Want a sales process that keeps you moving forward, even when the motivation fades? Let’s talk about building your million dollar sales pipeline now!
What is an Account Growth Specialist, and How Can They Help You Grow Your Business?
An Account Growth Specialist (AGS) is an individual responsible for revenue growth contribution through business development and inside sales activities. Top performing AGS's are critical thinkers, creative problem solvers, and driven individuals.
InceptGrows has a team of 20 Account Growth Specialists that business owners and sales leaders can subscribe to on a fractional basis in order to assist in growing their business.
In today’s fast-paced business environment, growth isn’t just about acquiring new customers—it’s about nurturing existing relationships, unlocking hidden opportunities, and ensuring your clients feel seen and valued.
You know customer retention is critical, but your team is stretched thin. You want to grow, but you don’t have the time to nurture existing clients. This is where an Account Growth Specialist (AGS) becomes your ultimate guide, helping you navigate the complexities of scaling your business while maintaining your brand’s promise.
The Role of an Account Growth Specialist: Your Trusted Ally in Growth
You’ve built strong client relationships, but how do you turn them into long-term revenue? An AGS helps you unlock hidden growth potential while keeping clients engaged. They are the champions of your existing accounts, focusing not just on retention but on driving long-term growth through personalized strategies that align with your goals.
Here’s what an AGS does:
Clarifies Your Business Growth Plan
With an AGS, you get a clear roadmap to growth—one that aligns with your strengths and ensures clients keep coming back. They collaborate with our team of growth experts and your internal team to uncover your unique value proposition, bridge gaps in your strategy and management, and design a tailored outreach process that strengthens client relationships and accelerates growth.
Positions You as the Hero
Your clients already believe in your solution. With an AGS, you can proactively solve their challenges before they even realize they need help—building deeper trust and driving more revenue.
Uncovers Opportunities You Didn’t See
By analyzing customer data, conducting regular reviews, and asking the right questions, an AGS pinpoints cross-selling and upselling opportunities to increase revenue without stretching your resources.
The Client Journey: From Uncertainty to Confidence
Your clients expect proactive service, but without a clear system, opportunities slip through the cracks. An AGS gives you a structured way to engage clients, increase retention, and drive repeat business—without adding more to your plate.
Here’s how:
Understanding the Customer’s Challenges
Every client has unique needs. An AGS engages in deep discovery to uncover pain points and ensure you’re meeting their current and future expectations.
Crafting Tailored Solutions
With a clear understanding of the client’s journey, the AGS collaborates with your internal teams to create personalized growth plans. These plans ensure your solutions are always aligned with client goals, building trust and loyalty.
Delivering Tangible Wins
Whether it’s an upsell that genuinely benefits the client or streamlining communication channels, the AGS ensures that every interaction adds measurable value to your business.
Accelerate Revenue and Retain Clients: The Power of an Account Growth Specialist
If you’re spending all your time keeping current clients happy without a strategy for upselling and retention, you’re leaving money on the table. An AGS ensures every client interaction leads to growth, balancing the dual priorities of nurturing existing client relationships and identifying new opportunities to expand your reach.
Here’s how they help your business thrive:
Save Time, Focus on Strengths
Managing accounts while pursuing new business can quickly stretch your team thin. An AGS streamlines account management, growth initiatives, and lead development, freeing your internal team to focus on delivering exceptional products and services, closing deals, and building lasting relationships with clients.
Drive Revenue Growth with Existing and New Clients
An AGS maximizes potential within your current client base by identifying upselling and cross-selling opportunities, while also focusing on targeted strategies to attract new customers. They bring a holistic approach to driving revenue by balancing retention with acquisition.
Win and Retain Loyal Clients
By delivering personalized value and strategic insights, an AGS ensures that your existing clients stay engaged and loyal. At the same time, they use tailored messaging to connect with new prospects, establishing trust and credibility right from the start.
Deliver Market Insights for Strategic Advantage
Through close collaboration with current clients and prospects, an AGS uncovers trends, challenges, and opportunities. These insights fuel smarter strategies for both retention and acquisition, keeping your business ahead of the curve.
Whether it’s deepening relationships with current clients or expanding into new markets, an Account Growth Specialist gives your business the agility to accelerate revenue and create lasting success.
A Vision for Business Growth: Aligning Your Strategy
With an Account Growth Specialist, your business growth strategy transforms from a lofty goal into a clear, actionable roadmap. These professionals bring the expertise, focus, and alignment needed to achieve measurable results, ensuring that your efforts are always strategically guided and purposefully executed.
Focus on What Matters Most
Growth often stalls when businesses try to tackle too much at once. An AGS prioritizes initiatives that align with your company’s unique strengths, goals, and market position, helping you concentrate on opportunities with the highest potential ROI. This laser focus prevents wasted time and resources, allowing your team to operate with clarity and confidence.
Seamless Integration with Your Team
AGS professionals work hand-in-hand with your internal teams to ensure every strategy complements your existing operations. By aligning their efforts with your company culture, sales processes, and long-term objectives, they act as an extension of your team—keeping everyone moving toward a unified vision.
Execution That Delivers Results
Strategies are only as effective as their implementation. An AGS ensures that plans aren’t just ideas on paper but are executed with precision. From identifying high-value opportunities within your current client base to strategically targeting new prospects, they translate goals into action steps that drive tangible results.
Adaptability in a Changing Market
Business growth requires agility. As market trends shift, customer expectations evolve, or internal priorities change, an AGS provides the flexibility to adjust your approach. Their ability to pivot ensures that your growth strategy remains relevant and effective in a dynamic environment.
Eliminating Growth Roadblocks
Whether it’s managing customer relationships, streamlining workflows, or optimizing outreach, an AGS identifies and removes obstacles that slow your progress. Their proactive problem-solving keeps your business on track, even when faced with complex challenges.
By aligning your growth strategy with the expertise of an Account Growth Specialist, you gain a trusted partner who helps you turn big-picture goals into achievable milestones. With their guidance, your team can focus on closing deals, knowing that every action is strategically aligned to propel your business forward.
Let’s Build Your Growth Together
Want to find hidden revenue in your existing client base? Schedule a free consultation today to see how an AGS can help.
What's a Sales Huddle?
Sales huddles are short and frequent meetings that allow every person involved with the inside sales team get an understanding of what went well, what needs improvement, and any action items that must be completed by the next sales huddle. Each step of this meeting is very intentional and allows for all individuals involved to voice their excitements, disspointments, and needs moving forward.
Sales huddles are short and frequent meetings that allow every person involved with the sales team get an understanding of what went well, what needs improvement, and any action items that must be completed by the next sales huddle. Each step of this meeting is very intentional and allows for all individuals involved to voice their excitements, disappointments, and needs moving forward.
What Went Well
The first portion of the sales meeting is dedicated to the good stuff. How did we win throughout the last week? Who stepped up and took a risk? Did we meet our leads per hour goal?
It's meant to give the sales person accolades, boost their confidence, and reinforce all of the great things they are currently doing in order to help them focus on doing more of it.
What Needs Improvement
This is where the inside sales team gets honest about improvement. It's a chance for the entire team to offer constructive criticism around the sales script, sales cadence, tone of voice, and ultimately, the results of the sales effort.
We've learned that without being so intentional about this step in our sales huddles, some individuals don't feel as free to ask for improvement from the Account Growth Specialist (AGS) as they should. Instead, we try to make this portion of the huddle as factual and non-emotional as possible. It's also a great time for the AGS to ask for additional coaching and support to make these improvements.
Action Items
This step is self-explanatory. This is a designated time during the meeting to recap any action items necessary, for Account Growth Specialist or management, to continue the things that are working well and to improve on the things that need improvement.
This style of meeting has worked so well for us that we've expanded it to every department at Incept as well as to our client calibration meetings.
We always recap each meeting with an email summary that includes each of the items listed above. It helps to make each discussion point more concrete and allows for more conversation if someone's interpretation of any of the topics differed from others involved.
Download our sales huddle summary template here.
What do I need to get started with an inside sales partner?
To create a quality relationship between a client and inside-sales partner, the first priority is to set up an introduction meeting and ensure key goals and objectives are mutually aligned.
To create a quality relationship between a client and inside sales partner, the first priority is to set up an introduction meeting and ensure key goals and objectives are mutually aligned.
Transparency is encouraged at this developmental stage to better understand the challenges your company is facing and your ideal timeframe to find solutions to meet your goals. This meeting is critical to scope out a lead generation framework, define your competitive advantage, and profile the customers you service the best. When entering any business partnership, this stage is a must.
The next step is to identify your target market. With a market defined, a sales approach can be scripted based on who is the right decision maker and what’s your ask. From here, your inside sales partner should have the capability to offer services at a variety of complexity levels. Inside sales partners should be willing to cater their expertise to your specific business needs.
Our Incept Grows team is happy to go out and meet your customers, ask questions, and build tailored programs from the ground up.