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.
More often than not, sales professionals convey value based on past experiences with prior customers who have been their strongest advocates. However, new prospects don’t automatically see it the same because they have no
Through current technology and pre-hire survey methodologies based on behavioral science, employers have a consistent, reliable, and efficient means of checking references. As a result, they will encounter fewer surprises during the interview process
People don’t learn by listening to the words you speak. They learn by watching your behavior. They learn from what you do, the actions you take, not your words. Make sure the lessons you
Sellers must encourage their buyers to do the math! They must provide their customers with a better calculator, spreadsheet and business case, otherwise a compelling argument for the purchase of their solution cannot be
We live in a time where competition is tougher than it’s ever been. There is consistently more supply than demand and the rate of change is accelerating at a pace that is hard to
The holidays are upon us and it’s a good time to brush up on your etiquette skills for office celebrations or parties at home. Etiquette expert, Lydia Ramsey, takes you by the hand to
The best salespeople are like top athletes or professional musicians. They have reached a high skill level by having the right mix if attitudes, motivations, character traits and hard-wired genetic abilities. They have the
Developing the habit of going the extra mile and rendering service above and beyond your customers’ expectations is a smart business decision that pays big dividends. Going the extra mile enhances customer loyalty, increases
No matter how discouraged you get when cold calling or prospecting, never give up – because the very next phone call you make can change your day, or your career. If I asked you
Who would you rather hire for your inside sales team – an experienced inside sales rep with experience selling different products or services across several companies, or someone new to sales, say a
In larger organizations where an eco-system of teams and departments must communicate effectively and deliver across an engagement or project is a strategy that would not be so effective nor welcomed. Permission is not
Selling used to be the job of a few, but with the economic slowdown it quickly became apparent that sales has to be a feature of all job descriptions. From the CFO who leverages
