12 Tips to Close Your Deals in December
Quick Summary December is crunch time for salespeople and sales leaders. With only a few weeks left to hit your number, it’s tempting to start discounting, but the fastest way to make sales in
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.
Quick Summary December is crunch time for salespeople and sales leaders. With only a few weeks left to hit your number, it’s tempting to start discounting, but the fastest way to make sales in
Quick Summary Unused budget is money your customers set aside for this year and haven’t spent yet. In most companies, it disappears on December 31, and a department that leaves money on the table
Quick Summary OutBound 2026 runs November 9-12 at Red Rock Resort & Spa in Las Vegas. It’s a sales training and leadership conference capped at 400 attendees, where twelve of the world’s best sales
A fractional sales leader’s first 90 days follow a clear arc: a gap assessment, then a rebuild, then a system that runs on its own by day 90.
Cold calling is hard, and anyone who tells you it’s easy is lying to you. You are interrupting people who were not expecting your call, and some of them will be rude to you.
Research perfectionism and paralysis are two of the sneakiest productivity traps in prospecting, because they lead to procrastination.
A fractional sales manager runs your team part-time, on contract, and does the real job of coaching, pipeline reviews, and holding your reps accountable every single week.
Rejection in sales is painful because the brain processes it in the same regions as physical pain. This survival mechanism developed over thousands of years, when exclusion from the group threatened survival.
Some customers cost you more than they’re worth, but firing the wrong one can cost you even more. Here’s how to tell the difference before you make the call.
The right time to hire a fractional CRO is when your team is busy and revenue still won’t move. See what a fractional CRO actually does, what it costs, and how to know if
AI-educated buyers show up already knowing your product. Jeb Blount Jr. dives deep into what it takes to close deals with buyers who did their research before you ever got on the phone.
Cold calling is still one of the most effective ways of reaching potential customers, but it can be a daunting task for many salespeople, especially when you don’t know where to start.