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.
In the late ’90s, researchers analyzed 40 organizations across a range of industries, and found that the level of emotional intelligence, compared with pure intellect or expertise, was the key difference between average and
Back in the day (the eighties) when the word “inside sales” didn’t exist, there were true “telemarketing” rooms. And in these rooms, there was a ton of structure, scripts, recording and training. These rooms
Think about it – when you are buying something, you want to be listened to – and not talked at. It is no different for your prospects, no matter how charming you are. Sales,
If you are leading a sales organization or if you are a professional salesperson understanding that there is a price to be paid to achieve success must be clearly understood and accepted. Earn Your
Sales are one of the few disciplines where women (when successful) are equal to their male counterparts. In sales we are part of the group, we have a seat at the table, we don’t
Usually, panic. And panic leads to more panic. When sales don’t happen, very often the CEO thinks s/he needs to step in. Then you have situations in which CEOs are doing the sales training,
Every successful sales person has a list of habits that form the core of his or her work. While the particulars vary with each individual or product line, many are universal. The following tangible,
To effectively coach a sales person, you must know how the sale develops. This is why observing sales people in action is so important. Here are tips for the sales manager and 4 steps
You can’t assume that your prospects see the value of your solution – in reality they probably don’t. Value is only defined from their perspective and rarely do they take the time to see
Nobody likes to buy from someone they don’t think cares about them or who is just interested in making a sale. People are just people like you or me, and they want to be
If you cannot sell, you cannot and will not grow your business. Does it make sense to pump money into marketing and advertising but nothing into learning how to sell? Simply exposing your message
This bad language is a surefire way to annoy your prospect and potentially lose a sale. Watching your language will require effort on your part to ensure you are not using words and phrases
