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.
On Sunday, Scottie Scheffler won the PGA Championship at Quail Hollow. Looking at the final scoreboard, his five-stroke victory seemed like total domination. But I was there on the ground, and what I saw
Sales is a trust game. Always has been; always will be. It’s not about features, price points, or flashy presentations. It’s about conviction. And conviction is born from trust: deep, unshakable trust across four
Brian Kemski wants to know how to stop prospects from ghosting him. He asks a question that plagues salespeople everywhere: “What can I do about prospects who go through the process, seem interested, and
Your quota doesn’t take a summer vacation, so your pipeline-building efforts can’t afford to either. This is a reality check. Summer is coming fast, and if you don’t get your pipeline positioned for success
Here’s a hard truth most salespeople never hear: The most dangerous thing you can do is think like an employee. On this week’s episode of the Sales Gravy Podcast, business consultant for entrepreneurs David
Tyler Goss, from Tampa, has two critical sales questions: 1) How do we achieve those “crazy” prospecting numbers I talk about in my books? 2) When should a lead become a pipeline opportunity? In
Fear will kill sales and crush your chances of making quota. Hesitation, paralysis, and missed connections with prospects—that’s the consequence of fear. The truly trapped stop picking up the phone entirely. Fear hijacks your
During a practice round at a major golf tournament recently, one of the players hit an exceptionally beautiful shot. A fan in the gallery exclaimed, “Man, I wish I could hit a shot like
Here’s the brutal truth: Self-awareness is the ultimate sales skill. We obsess over skills like closing techniques, objection handling, and prospecting cadence. But self-awareness is the real make-or-break. Self-awareness is the lever that separates
If you’re doing any kind of cold calling or prospecting, you’ll eventually hear this objection: “I’m in a meeting right now.” Paul Wise, a heavy cold caller from Normandy, France, targets product managers at
Specific Feedback Improves Sales Performance Leaders know they need to give feedback. But delivering it in a way that drives improvement? That’s the challenge. Too often, feedback is vague, demotivating, or sugarcoated. Without clear,
Self-talk, what you say to yourself internally, manifests itself in your outward attitude and actions. As any elite athlete will tell you, the mental games you play with yourself between your ears will make
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
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
Prospecting is More Than a Cold Call There are six steps to more effective prospecting campaigns will help you reduce pure cold calling and engage highly qualified prospects. “Why won’t salespeople prospect? All they
On this episode of the Sales Gravy podcast, Jeb Blount (Fanatical Prospecting) answers a listener’s question about how to effectively balance prospecting for new logos with serving and managing existing accounts. Balance Prospecting and
The 5 Essential Elements Of Personal Prospecting Emails Breaking new ground with prospects is the initial hurdle you need to climb over on your path to a sales call or meeting. Before you start
Believe In Yourself And Your Product It’s important to have self-confidence, but if you don’t believe in your product or service, you will fall short on the one sales activity that will always matter:
The Virtual Selling Book Club Guide Mastering virtual selling techniques gives you a massive competitive advantage because it allows you to engage more prospects & customers, in less time, at a lower cost, while
Craft Your Messages to Connect With Prospects It’s harder than ever to stand out against the competition and truly connect with prospects who are drowning in messages. Leverage these communication techniques to cut through
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
On this Sales Gravy Podcast episode Jeb Blount (Sales EQ) and Diane Helbig (Succeed Without Selling) discuss the power of mapping and uncovering sales process pivot points. You will learn how these pivot points help bend
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
On this Sales Gravy Podcast episode Jeb Blount (Sales EQ) and Diane Helbig (Succeed Without Selling) discuss why sales is a process. You will learn about pre-call planning, the science of selling and why winging it
On this Sales Gravy Podcast episode Jeb Blount (Sales EQ) and Diane Helbig (Succeed Without Selling) discuss intentional empathy discuss and it is a meta-skill in complex sales. Empathy is the key to stepping
The Virtual Selling Book Club Guide Mastering virtual selling techniques gives you a massive competitive advantage because it allows you to engage more prospects & customers, in less time, at a lower cost, while
Fundamental Sales Negotiation Strategies These four pre-negotiation strategies are critical for building and maintaining a healthy pipeline, handling challenging sales conversations, increasing win probability, and achieving better results. Because proper sales negotiation is often
Increase Your Sales Success With These 5 “Vibrations” Every interaction matters more than you think. These 5 interpersonal vibrations will help you build stronger connections and increase your rates of success. When it comes
There are Two Fundamental Classifications of Salesperson The difference between Sales Pros and Sales Reps is important for business owners, executives, and sales managers who want to accelerate revenue growth by acquiring new accounts.
During the last several years, three megatrends have increasingly gained speed, yet very few people actually discuss them or understand how to deal with them. Trends are evident in business. The fashion industry, for
Learn to say “No” thoughtfully and respectfully with the focus on creating a high-performance sales culture. Are you limiting your sales team and the ability to increase sales by not ever saying “No”? Sometimes,
Bullying behavior creates a hostile work environment. Eventually, word will spread about you being the bully boss. With technology, the spread of bullying in schools continues to make front-page news. Schools, corporations, and parents
Sales managers are charged with leading the sales team. Salespeople watch the leader, like kids watch parents, to see if words and actions are congruent. I recently read Stephen M.R. Covey’s book, The Speed
Small business owners who devote time to rethink how they are providing solutions (products or services) to better meet the wants and the needs of their customers will usually stay ahead of the flow.
What would happen if each day you scheduled 12 minutes to push yourself away from the desk and take a walk outside or even lock yourself in the bathroom if need be? Just stop
It is imperative that all employees understand how they are profit centers and how all these profit centers connect to the bottom line. Certain paradigms exist within each business culture. These paradigms are philosophical
Are you struggling with employee discipline in your office? People challenges occur most often because there is a lack of structure and understanding of the company goals. How many times do you hear something
If you truly want to do more with the same amount of time each and every day, then begin by developing those self-leadership skills necessary for personal success. Can we agree that: A minute
