Here’s a question that keeps startup founders up at night: How does a first sales hire build pipeline and prospect effectively when there’s zero technology, no tools, and absolutely no data resources available? That’s
Cicero once said, “Cultivation of the mind is as necessary as food to the body.” Sales is fundamentally a mental game. Your capacity for understanding your prospects at a deeper level and developing creative
Every day, your prospects are assaulted by a digital firehose of generic, AI-generated emails and connection requests. It’s an incessant barrage of noise, and as a survival mechanism, your buyers have learned to ignore
Most salespeople lose a sales meeting before they ever open their mouth. They show up with decks of slides, lists of discovery questions, or AI-generated talking points, thinking preparation is about having more material.
You know AI is transforming sales, everyone’s talking about it, but you’re still staring at ChatGPT like it’s some mysterious black box, wondering what magical question you should type in first. That’s the reality
The OutBound Sales Training & Leadership Conference presented by Sales Gravy returns Nov. 9-12, 2026, at the spectacular Red Rock Casino Resort & Spa in Las Vegas. If you’re serious about your sales career
There’s no magic to social selling through InMail. It’s not luck, either. Success on LinkedIn comes down to science, discipline, and hard work. But if you’re trying to prospect on LinkedIn without a plan,
Welcome to Grind Season. This week, we enter the most pivotal period of your entire sales year. From now until mid-December, how you choose to invest your limited time will determine whether you end
Most salespeople waste their careers fighting over the same crowded prospects. Meanwhile, untapped markets are sitting in plain sight. These are the industries, segments, and territories your competitors don’t take seriously—or don’t even notice.
Fairytale Customers Don’t Exist Unfortunately, only in a Disney movie does Sleeping Beauty live happily ever after. In the real world, passively waiting for clients to court you and give you business is a
“Buy Today” Discounts Don’t Make People Buy, But “Buy Soon” Discounts Do Primary sales urgency is created by the need or want to own the product bases on how that product will benefit
The Cold Calling Conversation Dilemma You’ll need to elevate your conversations to get busy prospects to talk to you on cold calls. When you approach a new prospect, whether by email or cold calling,
Video messaging is hot and it is a core component of effective prospecting sequences because it works! At Sales Gravy we love using video messages to grab the attention of prospects. Our favorite tool
How To Open A Prospecting Call Besides being very busy, your prospects probably get a lot of sales calls every week, and many of them from your direct competition. So why would they want
How to Make Your Emails Stand Out Want to get your emails returned? Who doesn’t… Many of us would settle for just getting our emails read! Let’s face it: prospects get hundreds of emails
Email or Telephone: Which one do you use more for prospecting? The question should not be the number of people you can contact. The question we need to be asking is, “What is the
How You Open Your Closing Calls Might Lose You The Deal I’m going to share with you one of the easiest and most effective ways to close more business. And it all starts with
Cold Calling C-Level Executives When calling into the upper “C” suites, assess their mood and circumstances at the time of the call quickly and match it with your tone and conversation. This will give
Are Sales Contests Worth It? Sales contests and promotions should be conducted with one thought in mind: Changing behavior to achieve a desired result or outcome. There are a few things to keep in
Sales Skills: In Class Vs. Out In The Field One of the biggest challenges for most organizations is helping salespeople execute in the field what they’ve learned in theory in the classroom. It is
“Buy Today” Discounts Don’t Make People Buy, But “Buy Soon” Discounts Do Primary sales urgency is created by the need or want to own the product bases on how that product will benefit
What Does It Mean To Give Your Customers The Red Carpet Experience? How many people are you losing because you treat even one person poorly? What’s at the heart of good or bad service? You
The Two Opposing Sales Philosophies After years of pursuing sales as a serious closer, I grew into what I refer to as an “of service” sales professional. While I’m still all about closing deals,
How To Design An Effective Sales Call Plan You are supposed to sell in such a way that people would prefer to work with you over anyone else. You need to be known, liked,
Email or Telephone: Which one do you use more for prospecting? The question should not be the number of people you can contact. The question we need to be asking is, “What is the
How You Open Your Closing Calls Might Lose You The Deal I’m going to share with you one of the easiest and most effective ways to close more business. And it all starts with
On this Sales Gravy podcast episode, Jeb Blount and Daniel Disney discuss the real secrets to becoming a LinkedIn selling machine. You’ll learn the keys to to filling your pipeline with qualified opportunities, building
Great Ideas for Sales Contests It is a sales leader’s objective to make sales contests a fun experience. Creating fun in your sales culture with different types of contests will help you achieve different
Delivering An Excellent Customer Experience Many elements make up an effective customer service training program. Here are seven secrets we use as a base to introduce customer service reps to the fundamentals of delivering
How to Lead the Pack The past year was very challenging for many sales managers, but now we need to look ahead. Have you increased your sales targets? How will you ensure that your
Motivating Your Sales Team Can Be a Challenge For a sales manager, motivating your sales team is a never ending battle. Here are five simple strategies for sales team motivation. Everyone has a set
The worst trait of ineffective sales leaders is that they believe that they’re more important, smarter, and more competent than the people working for them. In leadership, one principle stands above all. You need
Accurate Forecasting – The Holy Grail of Sales There is hardly a leader on earth that doesn’t yearn for accurate, predictable sales pipeline forecasting. The good news is that there are three elements of
Every Sales Manager’s Real Priorities The reason coaching is so important to sales is that the more you develop your sales team, the better your sales team becomes. There are dozens of tasks and
Examine Leadership Before Sales Skills If you hired reps who you believed could sell, and who proved that they’ve been successful selling in the past, then the first place to examine when your reps
For leaders, questions are king when it comes to coaching and training. Learning and practicing effective questioning skills is central to effective leadership. There are five rules for asking the right questions, at the
