How a Carrot Keeps Top Sellers Disciplined (Ask Jeb)
How do you prepare your mindset and create the discipline to be effective every single day? That’s what Jeff Vellas asked on a recent Ask Jeb episode, and it’s the question that separates the
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.
How do you prepare your mindset and create the discipline to be effective every single day? That’s what Jeff Vellas asked on a recent Ask Jeb episode, and it’s the question that separates the
Most salespeople are busy. Few are productive. They chase. They pitch. They get ignored. And the cycle repeats. Why? Because they’re committing one of the worst offenses in modern sales: They’re treating LinkedIn like
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
Ultra-High Performers Use An Omni-Channel Approach to Prospecting Text messaging is an important part of an omni-channel approach to prospecting that allows you to meet buyers where they are. Discover our five best practices
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
There’s no magic to social selling through InMail. It’s not luck, either. Success on LinkedIn comes down to science, discipline, and hard work. But if you’re trying to prospect on LinkedIn without a plan,