Favoring Opportunities That Make A Difference In Life And Business
We’re all connected, folks. If you want to live a harmonious life with others, I strongly advise you to give of yourself, help whenever you can, as much as you can. Not only will
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.
We’re all connected, folks. If you want to live a harmonious life with others, I strongly advise you to give of yourself, help whenever you can, as much as you can. Not only will
Buyers often seem to be on a different wavelength. Their decision making criteria have changed. For the price obsessed buyer you must calculate your value before you can communicate it. If you can’t communicate
There are other ways to set goals for other job functions, but sales goals are unique to sales people and need to be treated that way. Sales goals can be measured in amount sold,
Claws and fangs don’t make you a good hunter but rather knowing how to use them within the context of your prey does. I had a discussion with a colleague recently when he made
Companies that fail to implement an effective cross-selling program actually do a disservice to their customers and in effect, leave the backdoor open to their competitors. Progressive companies understand the power of cross-selling and
Being a good sales coach isn’t easy. You have to help your salespeople when the rejection overcomes them. You also need to let them know when they are doing a great job. Hopefully you
If you’re not recording sales reps or listening to recordings, then you are missing the most important tool you have available to you. Just imagine an NFL team that didn’t watch and use game
We live in a world that demands results. We also expect stellar service or customer delight. Mediocre service can only be tolerated when you don’t have a choice, like when you’re going through security
Sales coaching is the management No. 1 activity that drives sales performance. The only problem is that managers have not been taught how to effectively coach. Coaching is a skill that takes time to
The most dangerous lie that salespeople tell themselves (and anybody else who will listen) is that they lost the opportunity with their dream client on price. Salespeople—like all other groups of people—lie to themselves.
Sales experience is virtuous if you ever hope to have an executive level job. There’s a persistent perception that sales is a “last resort” job. I don’t know where it comes from, but you
Champion athletes know that the best way to improve performance, achieve greater success and become the best they can be is by working with a coach. It seems plausible that if coaching is integral