Desperate for Attention in a Noisy Prospecting World (Money Monday)
Here is an undeniable truth: The No. 1 reason for failure in sales is an empty pipeline, and the No. 1 reason you have an empty pipeline is that you are not doing enough
Here is an undeniable truth: The No. 1 reason for failure in sales is an empty pipeline, and the No. 1 reason you have an empty pipeline is that you are not doing enough
You’re on LinkedIn, but do you really know how to use it effectively? There’s no good reason to avoid mastering LinkedIn. Your prospects are on LinkedIn actively engaging, researching, and making decisions. LinkedIn is
Cold calling terrifies most salespeople more than losing their biggest account. The rejection. The hang-ups. The voice telling you that you’re bothering people who don’t want to hear from you. Before transitioning into sales,
Here’s a question that keeps startup founders up at night: How does a first sales hire build pipeline and prospect effectively when there’s zero technology, no tools, and absolutely no data resources available? That’s
Cicero once said, “Cultivation of the mind is as necessary as food to the body.” Sales is fundamentally a mental game. Your capacity for understanding your prospects at a deeper level and developing creative
Every day, your prospects are assaulted by a digital firehose of generic, AI-generated emails and connection requests. It’s an incessant barrage of noise, and as a survival mechanism, your buyers have learned to ignore
Most salespeople lose a sales meeting before they ever open their mouth. They show up with decks of slides, lists of discovery questions, or AI-generated talking points, thinking preparation is about having more material.
You know AI is transforming sales, everyone’s talking about it, but you’re still staring at ChatGPT like it’s some mysterious black box, wondering what magical question you should type in first. That’s the reality
The OutBound Sales Training & Leadership Conference presented by Sales Gravy returns Nov. 9-12, 2026, at the spectacular Red Rock Casino Resort & Spa in Las Vegas. If you’re serious about your sales career
How You Open Your Closing Calls Might Lose You The Deal I’m going to share with you one of the easiest and most effective ways to close more business. And it all starts with
Cold Calling C-Level Executives When calling into the upper “C” suites, assess their mood and circumstances at the time of the call quickly and match it with your tone and conversation. This will give
Most Sales Presentations Miss The Mark Most salespeople fail to deliver great presentations. Use these six techniques to deliver engaging sales presentations and stand out from your competitors. What Makes a Great Sales Presentation,
If you want to find new clients – and who doesn’t, you need to do 3 things: Intimately understand your target market Articulate the benefits that you provide Overcome meeting rejection with a
Build Relationships With Gatekeepers Tricks or tactics to “bypass the gatekeeper” may get you some surprise face time, but it’s often at the expense of the deal. Winning over a gatekeeper can often be
What Value Really Means To Your Prospects and Customers Your customer is looking to increase THEIR sales, THEIR customer loyalty, THEIR employee loyalty, THEIR productivity, THEIR morale, THEIR profit, and to have no problems. Are
7 Habits That Will Improve Your Initial Meeting Conversion Rates Planning and practicing are key elements for success…If you plan, practice and execute these habits for improving initial meeting conversation rates proactively, you will
Prospects Not Replying to Your Emails? The idea is to connect with your prospect on a personal level and invite them to take action, not convince them that you’re part of a faceless organization.
Selling Is Not Just Customer Service Selling is about digging in and working with customers to help them see needs they didn’t realize they had. Selling is not about sitting back and taking orders
How To Design An Effective Sales Call Plan You are supposed to sell in such a way that people would prefer to work with you over anyone else. You need to be known, liked,
Email or Telephone: Which one do you use more for prospecting? The question should not be the number of people you can contact. The question we need to be asking is, “What is the
How You Open Your Closing Calls Might Lose You The Deal I’m going to share with you one of the easiest and most effective ways to close more business. And it all starts with
On this Sales Gravy podcast episode, Jeb Blount and Daniel Disney discuss the real secrets to becoming a LinkedIn selling machine. You’ll learn the keys to to filling your pipeline with qualified opportunities, building
Got a Stalled Pipeline Opportunity? Here’s What To Do Next When facing stalled pipeline opportunities, you might wonder, “Was it something I said? Did I do something wrong?” Often, it is out of your
Cold Calling C-Level Executives When calling into the upper “C” suites, assess their mood and circumstances at the time of the call quickly and match it with your tone and conversation. This will give
The buyers in procurement are professionally trained to negotiate. Salespeople not so much. This can put you at a huge disadvantage when you are forced to negotiate with them. But not anymore. On this
What To Do When You Can’t Give Anymore Discounts Discounting your price not only cuts into your commissions (and company margins), it doesn’t always work, and it can leave you feeling used. Everyone Wants
There Are No Quick Fixes In Sales We live in a quick-fix society so it’s no wonder that many salespeople look for the magic cure or band-aid solution to increase their sales. However, I
Examine Leadership Before Sales Skills If you hired reps who you believed could sell, and who proved that they’ve been successful selling in the past, then the first place to examine when your reps
For leaders, questions are king when it comes to coaching and training. Learning and practicing effective questioning skills is central to effective leadership. There are five rules for asking the right questions, at the
Reduce Bad Sales Hires With Better Interview Techniques It’s easy to make bad sales hires – we’ve all done it. However, with a few tweaks to your interviewing techniques you’ll improve the probability of
I don’t know about you, but I’ve been more than guilty of falling in love with the tallies on the sales report. I’ll read the report and assume that those whose names line up
Everyone agrees that sales meetings can be excruciating. But, what if you turned your weekly sales meetings into rock star sales rallies? You can make just a few changes to make the meeting motivational,
What does average mean, especially in today’s workplace where the lack of employee engagement drains profits? Where it drains the performance of hard working employees who go beyond expectations? Years ago, a wise mentor
To build a winning sales team, and avoid making deadly mistakes, you need a scalable, predictable, and data-driven approach. Mistake #1: Hiring salespeople with your gut Hiring rock star sales people is the most
Put these 15 sales metrics in place and start monitoring them so you can see how you are performing as a company and individually, and where you need to make adjustments to achieve your
Complacency is hindering business growth and costing your sales teams new opportunities, valuable accounts, and profitable relationships. Here are three signs of complacency in your sales teams and how to squash it. Your sales
