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.
Fueling your business with steady levels of discipline will pave the way for you to reach your fullest potential. Discipline truly is the highest octane and most efficient fuel to use in the business
“There are only two things you CAN control and those happen to be the most important factors affecting your success. And they always will be,” I say. And what are those two things? I
Selling does not have to be a four letter word and it does not have to be hard. Non-sales people often make the best sales people because they don’t come off as cheesy and
Ask any manager, V.P. or business owner what one of the biggest challenges they face in making their revenue numbers and they’ll tell you it’s in identifying, hiring and retaining good sales reps. If
Top producers don’t take rejection personally, because they realize that selling is fundamentally a numbers game. It really doesn’t matter what product or service you are selling; the key to your long-term success is
An effective selling system is a requisite for success in the world of sales. Follow those who are true leaders in selling, and you will find each has a system that allows them to
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,
