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.
Follow these three proven secrets of top producers and your appointment rate will increase as well as your qualified appointment ratio! This article is too short to script all these things out for you,
Just as you wear one outfit to exercise, a different one to work, and another to enjoy a nightclub, you must consider what your team will be doing while on-site to choose the most
The bottom line is that a sale is a game of strategy in which “numbers” are only one part. And, apart from improvement in strategy, process, skills, and techniques, you won’t improve sales. The
Some people are more married to their grudge (it gives them a reason to live) than they are to resolving it. People are prickly, they take offense and lock onto it, and once they’ve
Sales is a dynamic occupation that engages a dynamic world. Salespeople depend on your support to help realize their efforts. In order to achieve reliable growth, your operation must be designed to evolve from
Social media has changed our lives in many ways, and it’s changed the way we make buying decisions as well. If you’re like most people today, you probably search several sites, read reviews, look
Shifting into auto-pilot mode can affect a sales person’s results and not in a good way. When you move in auto-pilot, you lose your effectiveness. You do yourself and your potential customers a disservice.
Every sales professional feels frustrated when they’re put on hold even after receiving all the buying signals, including agreement with your solutions, price and service. 3 Reasons Clients Procrastinate According to a recent study
Are you writing your next series of educational articles for publication? Designing new marketing materials for an upcoming trade show? Preparing a special presentation for VIP prospects? These are a few example circumstances where
The most successful sales people almost always have very clear objectives, plans on how to get there and an ability to push past the pain of work to achieve it. Something that proved to them
Improving Your Leadership Skills As a leader in your company, there comes a time when you will have to convey a truth that isn’t easy to hear or say. Whether you’re telling a prospect
3 Tips For Selling to Your Prospect’s Brain You’ve heard many sayings when it comes to selling, such as customers buy emotionally and then back up their decision with logic. Or, how about, “you
