How Charlie Kirk Disagreed Is More Important Than What He Believed
I had intended for this Money Monday to be something powerful, a new message that would get you fired up for this week and this season. But last week, while delivering training to an
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.
I had intended for this Money Monday to be something powerful, a new message that would get you fired up for this week and this season. But last week, while delivering training to an
Walk into any sales conference, scroll through LinkedIn, or join a sales team meeting, and you’ll hear the same tired arguments: cold calling versus social selling, interruption versus relationship-building, quantity versus quality. The sales
What if one simple discovery question could close your next big deal? Here’s the one I used: “Tell me what’s going on with your team?” Then I shut up and listened. The buying committee
Here’s a question that’ll make you rethink everything about sales performance: What happens when your team has all the skills, tools, and training they need, but they’re still underperforming because they can’t regulate their
LinkedIn is still the #1 platform for building pipeline in B2B sales, but the game has changed. Sales and marketing professionals have all come to rely on LinkedIn. It’s been their digital handshake, networking
While your competitors are stuck in voicemail purgatory, a small group of top performers has unlocked a secret pipeline of qualified sales leads. They’ve discovered how to stop chasing and start attracting, all by
A day in the life of a rep heading toward sales burnout: You wake up ready to crush your sales goals, skip breakfast to get an early jump on calls, grab fast food between
Leadership is the single most important factor in a sales team’s success. You can have talented reps, strong products, and a solid sales process, but without effective leadership, performance stalls. As Duff Tucker, Sales
Here’s a question about sales territory disputes that’ll make your head spin: What do you do when overlapping territories and shared relationships turn your sales team into a collection of lone wolves fighting over
In sales, one skill remains underdeveloped in most organizations: decision-making. New sales leaders often inherit a legacy of compliance-driven performance, where reps follow instructions, check boxes, and focus on activity metrics. While this can
Sales activity is the lifeblood of your career. But for too many salespeople, it’s the very thing holding them back. You’re generating a ton of activity, your calendar is packed, your inbox is overflowing,
Here’s a question that’ll flip your understanding of cultural intelligence in sales upside down: How do you win over a room full of skeptical Spanish teenagers when you’re the obvious American outsider who barely
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
Your Prospect Is Stalling. Now What? Top producers know a weak prospect when they hear one, and they would much rather know ahead of time who is leading them on and not likely to
Are Your Voicemails Not Getting Returned? Some cold calling experts suggest that you leave a message when you receive a prospect’s voicemail. Unfortunately, many salespeople feel that this is an exercise in futility because
All Salespeople Use Scripts— Even You Sales professionals who are extremely successful have scripts that they use regularly and that they have honed over the years. Many sales professionals claim that they never use
5 Tips For Keeping Procrastination at Bay Procrastination is self-sabotage in disguise— it derails us from completing tasks and holds us back from our bigger goals. These 5 tips for keeping procrastination at bay
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
Are You Really Confirming Appointments, Or Are You Canceling Them? If you’re not intentional about the way you confirm an appointment, you may wind up giving your prospect an opportunity to back out of
Get Past These Networking Challenges To Make Connections With Confidence Many people are simply not comfortable walking into a room full of strangers and striking up conversations. Here are five common stumbling blocks that
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
New to Sales? This One’s For You Congratulations if you are moving into your first sales job or you’ve made a significant career move. Now, stop clapping and start doing your first sales year—
Success In The Brave New World of Sales Sales is a profession, and unfortunately, it’s a profession that many people fall into or default to as a last resort. So what does it take
Simple Steps For Selling To Your Target Prospects With Marketing You can’t sell without marketing. Understand your target prospects’ perspective, craft your message, and get out there! Understanding The Value Your Prospect Sees The
Your Guide To Attracting New Business With Case Studies Case studies are a powerful way to grow your client base. Solid case studies tell a story providing proof that you are a credible company
Which Customers Are Up-Sell and Cross-Sell Worthy? How can you determine who those perfect up-sell and cross-sell candidates are, and what should you do once you’ve identified them? Drive Business By Up-Selling To Your
Despite being awash in numbers, more sales data has not resulted in better sales performance. Therefore, it is critical that leaders understanding the sales metrics that contribute to effective sales management. Sales Activities, Sales
For new sales leaders, there are three fundamental keys to building trust with your sales team and getting off to a great start in your new role: Competence, Consistency, and Concern. If you are
Not all times of day are equal: how to structure your team’s day for optimal focus and flow. If you’re a sales leader, then you spend a lot of time thinking about your team’s
Leading companies are building stronger, more reliable, and recession-proof pipelines. When times get crazy. When there is uncertainty in business. When the markets take us on a roller coaster ride. When the world seems
What sales leaders need to know about the connection between sleep and productivity and how to get more of both. Even before the uncertainties of the COVID-19 pandemic, Americans were under-slept. A large body
The Daily Sales Briefing with Jeb Blount and Sales Gravy is a 30-minute live stream that includes a short sales training topic and audience Q&A (post your questions in the chat box below). Live
During unplanned timeouts in business, the very best companies and ultra-high performers embrace that gift of time and leverage it as much as possible. There are some excellent anecdotes concerning the value of leveraging
While we all appreciate the new platforms and content that our companies provide, the problem becomes if we focus on getting visible without working on increasing our value, we’ll get vetted out of the
“We will continue to see a convergence of the digital and physical world. Those who conquer that trend will be market leaders” John Phillips, SVP of Logistics, Pepsico Digital evolution has changed how organizations conduct