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.
To make a difference in performance, businesses must look at the daily traffic count. These numbers, the right numbers, enable changes to be made and problems to be addressed in real time. The traffic
So often we are faced with no responses to our emails and voicemail messages. What to do? Mike Brooks has the answer with specific email and/or voicemail message scripts and protocols that work. If
Tips on how to provide excellent customer service: treat every customer like a guest in your home, never grow complacent, look through your customers’ eyes and continually look for ways to improve. French novelist
If you are not following a prepared and effective approach, then each time your prospect answers, you’re suddenly like Jim, “wrestling with the alligators.” If you take the time, however, in the safety and
To attract top notch sales professionals, businesses must start with the basics, think about what keeps good employees on staff, and cover all the bases. Only then can they start developing all-around sales professionals,
Use the ideas or tools of others, certainly refine them to fit your focus. And, rather than delay implementation or spending valuable time re-inventing or tweaking the program – simply execute it! Increasing the
Most sales reps have never been taught how to handle objections and stalls correctly, and as such, when they get into these situations, they usually fail. Think about it: how does your team respond
Objections are not deal killers. Sometimes, they are deal enablers, helping the salesperson to understand the buyer’s real needs and requirements. Zig Ziglar was the best-known sales trainer in the world. The man from
Closing more sales in 2015 is not only possible, but it’s going to happen to many sales reps and companies this year. But, it will only happen if you keep to your New Year’s
There are many books and CD’s you can invest in to help you “develop an attitude of gratitude,” but the easiest way is to simply make a list of 25 things you’re grateful for
CEOs are visionaries, they know where they want to end up, but it is up to his people to provide the map. CEOs often don’t want to be bothered with details, but if they
Motivation and incentives are powerful tools that can improve performance and add to the bottom line when used effectively. They can be just as powerful in re-enforcing negative attitudes if improperly applied. To create
