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 rest of the field, and 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 redirects the conversation toward a meeting.…
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 how to hold the line on…
Summary: Why people buy has far less to do with logic than most salespeople think. Buyers make decisions driven by emotion first, then justify those choices with rational explanations after the fact. To close more deals, you have to learn…
Summary: In sales, relaxed assertive confidence is the calm, settled belief that when you ask, the answer will be yes. It is one of the most reliable traits separating top-performing salespeople from those who stall out. It is not arrogance,…
Here is a question that comes up more than you might think: What do you do when your company is pushing you to have bigger, more strategic conversations with C-suite executives, but every relationship you already have is two or…
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. Think milk tea chains, apparel brands,…
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, why they keep happening, and what…
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 it comes down to four boundaries:…
Summary at a Glance: Training vs. Coaching: Training provides the raw material (knowledge and skills), while coaching provides the refinement and application needed for mastery. The Execution Gap: The difference in performance after training is rarely about the curriculum; it…
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 answer is simpler than you think,…
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 a no-brainer. Six months later, the…
- Jeb Blount
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