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.
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
Think of past sales you’ve made and ask yourself – how much of a factor was trust? For most people trust is key to building a relationship which can lead to making the sale.
Coaching is about asking thoughtful questions. It is based on the belief that individuals have the answers to their own sales challenges. As the head of sales you know that the primary role of
Are there rules for managing these messages and being a professional and polite user of electronic mail? There are, but not everyone has gotten the word. It’s time to brush up on your email
Distilling down what selling really is: Selling is the transfer of our enthusiasm to another person — giving our passion about a subject to someone else. Enthusiasm is Not Bouncing Off the Walls “Thanks
Getting your sales team to buy into your new sales initiatives, and developing key drivers for coaching, reinforcing, and measuring the implementation of these initiatives is what determines how successful your new sales culture
Of course, you want more referrals from your client in the future. If you take the time and effort to do a little investigation, you should have at least a few areas to investigate
When the day comes and you’re ready to tell your truth, remember to tell the person you are telling them YOUR truth before you actually tell them your truth. State your positive intent, and
To all those sales leaders out there that believe coaching their managers is their job…. you have two choices, either step up and do it or realistically, outsource the best sales performance coach you
When your giveaway is read – or listened to – they should say “wow…this free information is so great I can’t wait to see what I’ll get when I work with her.” Don’t Let
