Win Long Sales Cycles Without Annoying Your Prospects
Most salespeople are wired for now. The quota is now. The pipeline review is now. The pressure to close is always right now. And that urgency is exactly what gets in the way when
Most salespeople are wired for now. The quota is now. The pipeline review is now. The pressure to close is always right now. And that urgency is exactly what gets in the way when
Summary How do you get your first customers when you have no sales experience and no reputation? Target people who have not committed to a competitor yet. Define a tight ideal customer profile, qualify
Summary Sales reps who sprint through their prospecting activity burn out fast and end up with empty pipelines by mid-quarter. The fix is not working harder out of the gate. It is building a
I was about two years into my sales career when I took a deal I had no business taking. A local business owner was expanding fast, opening new locations all over town, and I
Here is the truth about enterprise selling right now: the dividing line in the age of AI is people, not technology. The salespeople who figure this out are going to pull away from the
Summary: The leading indicator of sales success is not calls made, emails sent, or LinkedIn touches. It is the First Time Appointment (FTA) — a net-new meeting with a prospect you have never spoken
Summary Buyer resistance is at an all-time high, and the sellers who break through it are doing something different on the inside. In this post, Sales Gravy’s Jeb Blount Jr. and emotional intelligence expert
Summary Prospects ask about price on a cold call because they are overwhelmed, not because they are serious buyers. The fix is a combination of better call timing, confident objection responses, and language that
Summary Your attitude arrives before you do in every sales conversation. Before buyers process what you’re saying, they’re already reacting to your energy, tone, and presence — on the phone, on Zoom, and in
Summary How do you get your first customers when you have no sales experience and no reputation? Target people who have not committed to a competitor yet. Define a tight ideal customer profile, qualify
Summary Sales reps who sprint through their prospecting activity burn out fast and end up with empty pipelines by mid-quarter. The fix is not working harder out of the gate. It is building a
Here is the truth about enterprise selling right now: the dividing line in the age of AI is people, not technology. The salespeople who figure this out are going to pull away from the
Summary Prospects ask about price on a cold call because they are overwhelmed, not because they are serious buyers. The fix is a combination of better call timing, confident objection responses, and language that
Quick Summary Q1 surfaced a consistent theme across our best podcast conversations: the reps who win consistently are the ones who treat the fundamentals (goal setting, communication, prospecting discipline, and self-awareness) as non-negotiable. In
Summary LinkedIn hands salespeople more research than any other platform on earth, and most of them still send messages that get deleted on sight. This article covers the LinkedIn outreach mistakes I see constantly,
You’re on LinkedIn every day. You’re posting, commenting, engaging with prospects, and doing everything the “experts” told you to do. Your activity metrics look great. Your pipeline looks terrible. And you can’t figure out
We all have the same number of hours in a week. The same golden hours. Yet so many sales reps do a poor job of protecting them. I have a customer who sells into
Here’s a question that should stop you in your tracks: What do you do when you’re booking meetings but prospects keep ghosting you? That was the challenge posed by Brittany, a sales rep watching
Most salespeople are wired for now. The quota is now. The pipeline review is now. The pressure to close is always right now. And that urgency is exactly what gets in the way when
Summary: The leading indicator of sales success is not calls made, emails sent, or LinkedIn touches. It is the First Time Appointment (FTA) — a net-new meeting with a prospect you have never spoken
Summary Buyer resistance is at an all-time high, and the sellers who break through it are doing something different on the inside. In this post, Sales Gravy’s Jeb Blount Jr. and emotional intelligence expert
Quick Summary Q1 surfaced a consistent theme across our best podcast conversations: the reps who win consistently are the ones who treat the fundamentals (goal setting, communication, prospecting discipline, and self-awareness) as non-negotiable. In
Quick Summary: The most effective way to rehearse a sales pitch is to practice out loud in front of real people until you own the story, not just recall it. When you reach that
Philip is a character licensing agent in the Philippines. His job is to connect beloved brands, anime titles, video games, and comic properties to companies that want to put those characters on their products.
Summary LinkedIn hands salespeople more research than any other platform on earth, and most of them still send messages that get deleted on sight. This article covers the LinkedIn outreach mistakes I see constantly,
Caroline from Dayton, Ohio asked a question a lot of salespeople are wrestling with right now: How do you use AI efficiently without losing your human touch? It is a great question. And the
Here’s a question that cuts to the heart of what makes sales hard: What do you do when your commodity is identical to every competitor’s, the buyer knows it, and the only lever they
Summary: Most sales managers confuse empathy with sympathy and pay for it in team performance. Jeb Blount breaks down the real difference, why listening first is the most powerful coaching move you have, and
Summary: Q1 is feedback, not failure. Top-performing sales teams use a Q1 sales strategy review to assess whether they have an execution problem or a focus problem, then make targeted adjustments heading into Q2.
One of the hardest roles in all of sales is the player-coach. You are quota-carrying, deal-closing, pipeline-building individual contributor AND you are expected to show up as a sales leader, sit in planning meetings,
Summary at a Glance: 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
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
Here is a question that should keep every sales leader up at night: What do you do when your team has gotten so comfortable managing their existing accounts that they have stopped prospecting for
“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
“Buyers want a machine, a sales machine, not a mystery. If the sales machine only works because of the founder, it’s not that valuable. It’s actually quite risky.” Chris Spratling, founder of Chalkhill Blue
