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.
3 Customer Service Secrets How would you rate your cell phone company’s customer service? How about your cable TV customer service or your computer company’s customer service? What word or words would you use
The Sales Connection Salespeople know they won’t close a deal if they can’t make the connection between their solutions and a high-value outcome. Yet executive buyers believe only 8% of salespeople are focused on
“Did I hire my sales people this way or did I make them this way?” This is the question every sales manager must ask. Fixing performance problems always starts with Standards and Accountability. Accountability
To Sell is to Serve The time had come to buy a new car. Oh what fun! The sales person goes back and forth between their price and my offer – a dance many
Passion Will Take You Only So Far Self-discipline is a powerful, potent and priceless trait of successful people. It’s a quality people admire and secretly wish they possessed. Your ability to develop self-discipline will
Planning for the New Year – Are You Set Up? Ken, are you crazy? I have not finished the fourth quarter yet! But as budget planning begins and business strategies begin to be set,
Create the Right Impression Your handshake says a lot about you. It can convey confidence, warmth, and honesty, or it can signal weakness, uncertainty, and disinterest. Either way, it sends a subtle yet powerful
Selling with Emotional Intelligence – Apply it to your business – Improve your bottom line Emotions shape all human interactions. Emotions are particularly important in sales because of the need to engage, understand and motivate
Lean Forward – Or Walk Away? The purpose of sales is to close business and increase revenue (and profits, too!). While this might be obvious to some, one would be surprised how many sales
Managing Year End Goals We’re quickly moving into the final quarter of the year and it’s time to make sure resources are allocated to ensure the year’s goals are achieved. Too many times, sales
Creating Customer Experiences: The Human Side of Service In today’s high-choice marketplace, an exceptional customer experience is absolutely critical to ensuring a company’s long-term growth and brand strength. A great customer experience is more
Three Techniques to Make Your Sales Training More Effective According to CEOInsights.com, over 48% of inside sales companies surveyed reported that they missed their monthly revenues goals more times in a 12-month cycle than
