Welcome to Grind Season (Money Monday)
Welcome to Grind Season. This week, we enter the most pivotal period of your entire sales year. From now until mid-December, how you choose to invest your limited time will determine whether you end
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.
Welcome to Grind Season. This week, we enter the most pivotal period of your entire sales year. From now until mid-December, how you choose to invest your limited time will determine whether you end
Most salespeople waste their careers fighting over the same crowded prospects. Meanwhile, untapped markets are sitting in plain sight. These are the industries, segments, and territories your competitors don’t take seriously—or don’t even notice.
Here’s a question that’ll keep you up at night: What do you do when you believe in “buy or die” but you’re terrified of ruining future opportunities with annoying prospecting sequences? That’s exactly what
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