If you want to know how to scale a sales team, document your sales process and prove your close rate before you add headcount, then decide whether your next hire is a leader or another salesperson based on what your…
AI works for sales when the purchase is simple and low risk enough that a buyer feels comfortable clicking a button without talking to anyone. The moment a deal gets complex, expensive, or risky, the buyer needs a human in…
Stalled deals are rarely a follow-up problem — they're a process problem. When you're selling to risk-averse, consensus-driven buyers, deals die in the middle of the pipeline because the decision-making process was never defined upfront and the right stakeholders were…
Sales complacency is the silent performance killer that sets in after winning — and the only defense is returning to the fundamentals that built your success in the first place. Key Takeaways Success creates comfort, and comfort erodes the habits…
Summary The most effective sales compensation strategy for getting a small team focused on high-value complex deals is to layer a significantly higher reward on those deals without reducing incentives on transactional ones. Pair that with product knowledge training, targeted…
AI call screeners are blocking more sales calls every day — and most salespeople are making it worse by leading with the wrong message. Getting past AI gatekeepers comes down to one thing: relevance. Lead with the prospect’s pain in…
No matter your industry or deal size, mastering how to negotiate in sales comes down to seven rules that protect your leverage and win more profitable deals. Prefer to Listen? Play the audio version below: Key Takeaways: How to Become…
Summary When the market shifts, your salespeople are not going to figure it out on their own. That's your job. As a sales leader, your responsibility is to see the change coming, get ahead of it, and point your team…
Time management is a myth. Time is fixed and unrecoverable — what salespeople can manage is how they choose to spend it. Every sales day presents three types of activities: trivial, important, and impactful. Protecting high-value selling hours and concentrating…
Summary How do you know what sales advice to trust? Look at who's giving it. Credible sales advice comes from people who are actively selling today, have a verifiable track record across years and companies, and are willing to acknowledge…
Summary The four principles of effective sales conversations are: (1) people respond in kind, meaning emotions are contagious and you set the tone; (2) people communicate in stories, and the clues to their real problems are buried inside those stories;…
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 fast on one disqualifying question, use…
- Jeb Blount
- https://salesgravy.com
- 481