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.
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
Even in Sales there are NO Quick Fixes Social Media and available technology have changed our world and the way we do business and it has made us more impatient. Now, more than ever
CRM as a strategic advantage Implementing CRM across your sales organization is a big and exciting deal. After what was likely a long needs-analysis and a long period of researching the various CRM options,
No sales rep ever lost a deal or an account for out-hustling the competition. It’s important in all aspects of business to work hard and give it your all. But in sales, it’s essential.
