Recruiting Talent for Consistent Sales Growth
Recruiting is Prospecting with a capital P. Sales people are responsible for the lifeblood, the income, the health of your company and the sales talent you hire is only as good as your company’s
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.
Recruiting is Prospecting with a capital P. Sales people are responsible for the lifeblood, the income, the health of your company and the sales talent you hire is only as good as your company’s
Professional sellers need to guide every conversation towards the unique value they bring to their customers. Only the customer can decide what value you provide as compared with the competition. Building Value One of
This stress-free and mature way of doing business will create an environment where sales people can be more honest, prospects will share authentic feedback and there will be no disappointment because honesty results in
Having leads is wonderful, but if you can’t convert these leads into sales, you’re wasting your time, money and energy. The problem begins when business owners are missing the skill that will effectively convert
In a consultative sales environment technology should only be utilized to support the sales process, but never to replace it. People want to feel special and they don’t want to be viewed as a
Help for the Blind Spots At a recent client meeting we discussed the need to create a Board of Directors. It is a difficult task to find the right individuals and more difficult for
Every day I get calls from salespeople from all over the world who seek my help. They all have a story to tell. Alas, all too often it’s a story of “woe is me”:
By letting go of the old model of closing and embracing the sales approach of helping others with their buying decisions, you open the door to selling more. Stop Trying to Close More Sales
If you want to be a consultative salesperson, a trusted advisor, and a Level 4 Value Creator, then you have to tell the truth. It’s your truthfulness, your candor, and your willingness to help
My belief is that it would be of additional help to management and sales teams if there were discussions about the “softer” areas of the sales process. If you don’t overcome buyer fears, you
So What? It was the worst sales call of my life. I walked into my first appointment with a prospect in Dallas all pumped up to build a new relationship, talk about their needs
Is your ego unhealthy and destructive or healthy and sound? Does it destroy business connections and sales opportunities? Does it build relationships and create high levels of trust? Size Matters—How Big Is Yours? There’s