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.
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
It’s December! For most sales reps and sales managers that means it’s crunch time for achieving your sales goals. With just weeks left in the year, you need to close sales fast, but don’t
If your customers don’t know all the work you could be doing, that’s when you discuss some of the other services you offer. Your customers can’t buy what they don’t know. The best time
Knowing who your decision maker is will help you customize your message and it will enable you to speak directly to their needs and the industry challenges. That is why research is essential when
If you’ve got your sights set on becoming the best salesperson in your company, take a few pointers from people who are already doing it. Create a consistent schedule and stick to it. Then,
The point of relevant rapport is that your prospect will like you more and trust you more if you show an interest in their problems related to business, rather than their problems or activities
Visualize short-term sales with specific features to allow an early success. Run by implementing portions of the business process and execute all elements that allow you to see improvements or gains in the short
I told him that years ago, my first sales manager, Peter Brooks, taught me a lesson that I’ve always remembered – even to this day. He told me that the people we were selling
To truly motivate and create a positive attitude, sales contests must be based on the current performance level of every team member and reward for improved performance. Rewarding sales teams with money has long been a motivational
A concentrated and dedicated sales training program can often mean the difference between success and failure. When considering a training program, it is vitally important to include every employee, not only on the skills
In every book on sales management, especially those that are focused on recruiting and interviewing salespeople there are always tools, sample questions, salesperson assessments and descriptions on various techniques used during the process. In
There are mistakes a sales manager can make, and then there are the biggest mistakes a sales manager can make. Check out these four costly, and sometimes irreparable, mistakes and then do your best to avoid them.
