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.
Sales as a profession and as a process are complicated enough as they are. Sometimes the basics are just what the doctor ordered. Think outside the box. Outmaneuver and outsmart. Outfox and outwit. In
“Why should you ask me to tell you what you missed?” A typical mistake that can ruin the sales call. There is no doubt that asking relevant questions to uncover a prospect’s needs is
The Top 20% producers spend more time disqualifying out the non-buyers and so less time stuffing unqualified leads into their pipeline hoping they will close. Last week I was speaking with another training company
Quickly Qualify Prospects Closing sales and growing a business isn’t about selling to everyone; it’s about selling to everyone who is a “qualified” prospect. Curious, serious or no potential? Prospects are Not Created Equal
It is never the event itself that matters; it is how you interpret the event that matters, how you view the event from your own personal, filtered perspective. Obstacle or an Opportunity? Things happen
Many sales teams and reps I work with find that the selling process – the prospecting/qualifying call, the demo call, the closing call, etc., all seem to happen very fast. They are often overwhelmed
The philosophy behind strategic questioning is to encourage a dialogue which creates or discovers information rather than just communicating information that is already known. By asking thoughtful questions and considering the answers before moving
Customers Goals It’s the early 80’s. The first sales call of my career. I meet a prospect for the first time. Knowing the importance of gaining the customer’s insight first, I start by asking
LinkedIn recommendations and endorsements can serve as much-deserved praise for the skills, expertise, and abilities you do have. Are you cheating about your skills? If you’re active on LinkedIn (and what sales professional isn’t
Do you want a happy new year in sales? Adding the human touch can only increase brand equity. If we get back to basics the money will follow. Measure Your Success at the Holidays
Understanding Your Clients Strategically shortening your sales cycle has nothing to do with making more phone calls but everything to do with understanding your audiences and their situation. During a prospecting call the other
Pitch-slapping someone will never earn trust and motivate people to buy from you. Unfortunately, many companies are still using outdated sales pitches as their selling strategy. Stop the Sales Assault Today’s consumers don’t want
