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.
Do you schedule prospecting time into your calendar every week? Use a variety of methods to prospect for new business. Too many sales people take the same approach week after week. Although they may
For training to be perceived as relevant and beneficial by the sales force, they must be given the opportunity to contribute to topic selection. An excellent way to elicit input and establish training priorities
Although every conversation presents you with an opportunity to ask better open ended questions, draw a very clear line between a coaching session, a strategy session, a deal review, your agenda and a performance
What you can’t fall victim to is negative thinking. That only leads to deflated attitudes, less activity, and poor sales skills. It tends to feed itself and you start looking for reasons to fail,
SALES SECRET #1: Customers do not care how much you know until they know how much you care. In the world of sales- there is no more important step in the process than probing,
Why do salespeople or sales managers never share with me the long-term outcome of such “price reduction” strategy? Because it never works out the way the salesperson or the sales manager initially believes it
A crisis is an event that is urgent and important. Crises require immediate response. Events that qualify for crisis management include September 11, 2001, the stock market crashes of 1929 and 1987, a child
Sales are the backbone of your business. If you are in business to make a living, you have to be out there selling. I can’t think of a single exception to the rule. The
In order to find out your “Price Investment Ratio” (PIR), you must do a deep dive with your existing customers to get them to tell you what your service means to them. Once you
Knowing the number of leads you need to achieve your revenue goal helps you determine what your lead generation strategy needs to be, too. It’ll be easy for you to figure out what you
Motivating and leading a sales team requires a completely different skill set than just delivering the Monday morning pep talk. Many sales managers lack basic coaching skills and tend to use coaching techniques –
For years and years, the rumor has been that 80% of leads obtained at trade shows do not receive any follow up contact and even within the last month, I have read a number
