How can one comp plan mistake sabotage your sales team before they even start? That’s the challenge facing Adam and Laura from the Rossen Law Firm in Florida. After attending one of our Dallas
On this Monday it’s time for a third quarter gut check. It’s mid-summer and we are halfway through the year. You have just three months to set up a strong Q4 and build up
How many times do you actually attempt to reach out to a prospect before you give up? On the Sales Gravy Podcast, Jessica Stokes calls out a common sales reality when prospecting: “We all
Here’s the hard truth about social media for sales: You’re already behind, and it’s going to be a grind. That’s the reality Margarita from Dallas discovered when she called into our podcast. She’s a
You think you’re being helpful. Your clients think you’re being annoying. Early in his career, Justin Goldstein learned this lesson the hard way. He admits, “I thought that picking up the phone and calling
Here’s a question that’ll keep you up at night: What do you do when your emotions are sabotaging your sales performance? That’s the exact challenge posed by Kurt O’Donnell and the sales team from
The second quarter of 2025 delivered some incredible conversations on the Sales Gravy podcast. From discipline strategies that separate winners from wannabes to the psychology of selling that most reps completely miss, here are
Here’s a question that’ll make your blood boil: Why do most sales leaders spend their pipeline reviews asking about dollar amounts and close dates while completely ignoring whether their reps actually have real deals?
Ben Hogan, who was arguably the greatest ball striker the game of golf has ever known, taught that if you wanted to improve your swing you should focus on the cause rather than the
Fishing Tips for Salespeople There are many things in life that can be metaphors for the sales process, and fishing is definitely one of them. In this article, I share 15 of the most
Do You Suck At Selling Real Estate? If you sell real estate, you know you eventually end up with buyers who make you think: “I’ve shown you 26 houses. Just make an offer and
Most People Hate Cold Calling – Here are Four Alternatives Some people think there is only one approach to prospecting, but there are alternatives to cold calling. John was a managed services provider looking
How to Reduce Cold Calling Anxiety It’s natural to feel anxiety when cold calling. Calling and interrupting strangers can easily strike fear in your heart. When cold calling, you have only seconds to grab
Finding The Right Time To Prospect The best part of weekend warrior prospecting is that prospects tend to be more relaxed without distractions. Here’s why you should set aside a block of time on
Standing Out on Cold Calls is a Key to Building a Healthy Pipeline Since majority of successful new business opportunities begin with some form of a cold outreach it is critical that you learn
Lessons In Sales Negotiation I built the confidence to never get rattled and to always ask for what I want. The worst thing that could happen is that a buyer walks away without putting
It’s Time to Change Your Cold Calling Approach Cold calling is an integral part of building a sales pipeline and there are five elements to cold calling success that will help you change your
OutBound Conference Welcomes New Managing Director, Judith Wilson March 16, 2021, Atlanta, GA – Jeb Blount and Anthony Iannarino, managing partners and founders of the OutBound Conference, are excited to welcome Judith Wilson as
Sometimes, The Best Sales Tactic Is Silence As salespeople, we must resist the urge to satisfy our own instinctive need to feel important by talking too much. Here’s a WWII story about how, in
There are Only Two Objectives of Initial Sales Meetings It’s important to understand that there are only two objectives of initial sales meetings: qualify the opportunity and create enough interest to compel your stakeholder
The Magic of Silence By practicing tactical patience, you will be able to connect to your prospect and fulfill their insatiable human need to feel important. These two discovery calls show the impact of
Fishing Tips for Salespeople There are many things in life that can be metaphors for the sales process, and fishing is definitely one of them. In this article, I share 15 of the most
Give Them A Reason To Lean In There’s no magic trick that will convince someone to connect with you, engage with you, or like you. You have to be authentic and give them a
Do You Suck At Selling Real Estate? If you sell real estate, you know you eventually end up with buyers who make you think: “I’ve shown you 26 houses. Just make an offer and
Most People Hate Cold Calling – Here are Four Alternatives Some people think there is only one approach to prospecting, but there are alternatives to cold calling. John was a managed services provider looking
On this episode of the Sales Gravy Podcast, Jeb Blount and Michelle Rockwood teach you how to avoid coming across as pushy and desperate and instead compel people to lean into you by leveraging the
OUCH! The internal sale was more challenging than closing the actual deal! A brutal truth about B2B sales is that the internal sale (the sale after the sale) is often more challenging than the
For leaders, nothing is more important or critical than trust. If people do not trust you, they will not follow you.
On this podcast episode learn the keys to leading and coaching ultra-high performance from respected sales thought leaders, Jeb Blount and Alice Heiman.
On this podcast episode, Jeb Blount and sales leadership guru, Ken Thoreson, discuss how and why modern sales management has changed and where sales leaders need to place their focus to be successful.
The glaring gap in your hiring process is that you are hiring salespeople with no prior experience in lead generation. Are You Tired Of Hiring Bad Salespeople? You may have seen this movie before.
How can you enjoy sustainable and predictable revenues? Here are three ways that can make you the right kind of leader of the sales pack. It’s the second quarter of the year and revenues
Our interpersonal skills and our selling styles often influence buying decisions more than our products or services do. Sales training is great, but, we cannot expect sales training to sustain our success. Think about
People do not need to like you in order to follow your lead and work hard for you or with you as part of a team. Often, our best lessons are learned through stumbling
The cost of a bad hire extends beyond the physical hiring, from running the advertisement to interviewing. If this decision is made in error, other areas of the small business are affected as well. Many
In today’s world, people have a very strong belief in their weaknesses and an even stronger belief not to “brag” about their strengths. Yet, winning teams win because of the strengths of all team
