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.
All too often, companies are too quick to purge information that they feel is outdated without first consulting their sales reps. When Yahoo! announced a few weeks ago that it planned to deactivate user
So many times sales people are focused solely on the product they sell, the features and functions but then miss the real opportunity hidden within the customers’ needs and goals. Selling features and functions
Do you want to know how to stay focused on what it is you want when so much seems to be contrary, or your mind constantly says, “Yes, but….”? An Important Secret to Success
Don’t assume a good salesperson will naturally be a good manager. Sales managers can and should be playing a very key role within your sales organization. In fact, they may be having a much
We can’t do anything about the buyer’s objectives, but we can certainly investigate and even alter our own objectives and behaviors. Why do they do what they do? Let’s assume that you are meeting
Unfortunately, many sales reps project an image of being unprepared, unsure, rushed and sometimes even scared. Do you want to develop better rapport, get more information and stay in control of your selling situations?
The quickest and most effective way to get rid of a salesperson is to pull out the most popular and over used one-liner; send me some information. It’s been working for decades. It works
Business Development needs to be a priority, whether it comes to cold calling (schedule time every day), or staying in touch with your customers (plan to do that on a regular schedule) or learning
The most successful sales manager clearly understands how they can impact the sales performance of their team and allocate their time accordingly. You plan to have a breakthrough year. You are a strong sales
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
