How To Achieve Your Sales Career Goals
“A goal is nothing more than a dream written down with a deadline.” I am frequently asked what I think the single most important factor is in determining the success or failure of a
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.
“A goal is nothing more than a dream written down with a deadline.” I am frequently asked what I think the single most important factor is in determining the success or failure of a
Years ago, I was taught that “the close” is an affirmation of the conversations a salesperson has had with the prospect. The problems arise if the qualifying steps were not as strong as they
Potential employees usually fall into one of four types. Understand these and you can more effectively choose the right person for the job and for your company. You’ve got sales quotas, plans and deadlines.
Because of the personnel cuts over the last 24 months, you’ve probably noticed (even at your own company!), that many companies have laid people off and more work is required of those who are
Are you a manager or business owner looking for a way to have a better year? Follow these top five priorities to improve your sales team and make your revenue numbers for the year
For this sales call, I was prepared. The program I was presenting to him that day included a new item that I knew in the back of my mind he didn’t need and would
So let’s discuss how to go about establishing an environment where excellence is expected. There are two components to this equation. The first is defining what excellence means to you and your organization, and
I once heard that someone who doesn’t read is no better off than someone who can’t read. In fact, if you’re like most people, much of your self-talk and attitude, through most of the
Master the Art of Selling Value People don’t always buy based on the lowest price, and no one believes that the lowest price ever equals the best offer. Customers who buy a product or
Sell to the customer’s value expectations, not to your value propositions. We’ve all heard the rule of listening to what the customer has to say, and there’s not a salesperson who thinks they don’t
So where to start? Don’t have a Blog of your own? You don’t have to reinvent the wheel to get a ride. Find a few reputable blogs you like, written for the industry you
Can’t find the time to read or read more? If you can name any of the contestants on American Idol or who the latest celebrities to get kicked off Dancing with the Stars, I