You Need Sales Coaching
Let’s kill the myth: sales coaching isn’t just for newbies or underperformers. It’s for closers, leaders, and the ones who want more—more pipeline, more wins, more control over their career. If you’re in sales,
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.
Let’s kill the myth: sales coaching isn’t just for newbies or underperformers. It’s for closers, leaders, and the ones who want more—more pipeline, more wins, more control over their career. If you’re in sales,
Kyle, a field sales rep from British Columbia, is struggling with a common prospecting challenge: how to consistently prospect when you’re constantly on the move. Kyle’s situation likely resonates with many of you in
You don’t want to be mediocre. You don’t want to be stuck in a rut of repeating last year’s performance. And you definitely want to smash your personal selling goals this year. In the
On this Money Monday, we’re going back to Augusta where Rory McIlroy finally won The Masters and in doing so gave us 5 lessons for chasing and achieving dreams. It wasn’t pretty. It wasn’t clean.
You crushed your quota. Commission check hits the account. Your first instinct? Celebrate! You earned it, right? Not quite. You’ve earned a reward, sure. But if every check disappears faster than a cold call
Ross from Houston faces a common challenge in channel sales: how do you create brand preference for your product when you’re selling through distributors who carry multiple competing lines and competitors who undercut your
There is a big challenge in today’s marketplace that’s popping up left and right for sales professionals—Decision Deferment Objections. If you’re running into stakeholders who say, “Let’s just hold off a bit,” “We need
Everybody wants the hacks. The quick fix. The shiny new tool. The LinkedIn post that magically draws leads like moths to a flame. But let me give it to you straight: Sales isn’t won
Steve from Portland, Oregon, faces and an all-too-common consultative selling dilemma: how to sell to prospects who claim they already know everything, have already “done the research” and question what value he can bring.
We are coming off of a week that can only be described as a stock market bloodbath—amping up uncertainty and making selling even harder. As the new tariffs imposed by the US government were
All’s fair in love and war—and sales. At the end of the day, what really matters is whether the deal closed or if you were left holding the bag. Did you make quota this
Dennis from Chesterfield, Missouri, wants to know if sales coaching truly moves the performance needle, especially when shifting from transactional approaches to more consultative selling. Below are the key insights from our conversation on
Reaching Prospects During The Pandemic Despite COVID making it more difficult for salespeople to get in touch with prospects and decision-makers, one follow-up and outreach approach has proved more effective than any other method—
How to Leave Your Competition In The Dust With Impactful Emails If you want responses, you need to cut through the competition like a machete with impactful emails. In today’s sales world, communication style
How to Make Connections with Powerful Communication Here are three ways that ultra-high performing salespeople create simplicity in their messaging for powerful communication to produce better results. We’ve all heard of the K.I.S.S. method:
How to Stand Out in Virtual Meetings Virtual selling is the new normal. Here are three tips for preparing yourself for a successful transition onto the virtual sales stage and for making a good
Tips for Effective Pipeline Reviews Avoid standing in front of the board next month and telling your reps that you missed the target… AGAIN. A pipeline review gives you and your reps an opportunity
How to Reach Your Prospect With Email If you want your prospect to open, read, and act upon your emails, start using these three actionable steps and instantly increase your email response rate. We
Here Are The Five Most Common Reasons Salespeople Fail at Cold Calling For salespeople, cold calling is a primary means for filling your pipeline. Yet far too many sales professionals fail at cold calling
Double Your Closing Rate The key to successfully checking in with your prospect is to ask tie downs that engage your prospect and elicit some kind of response. You must ask a question that
Just Send Your Material Here you’ll find five new scripts to help you separate the real buyers from those prospects who will just end up wasting your time. One of the biggest traps sales
Tips for Effective Pipeline Reviews Avoid standing in front of the board next month and telling your reps that you missed the target… AGAIN. A pipeline review gives you and your reps an opportunity
Phone and Email Scripts for 3 Easy Sales Here are the three easiest ways to make a sale and effective scripts you can use in your next sales conversation. All companies, large and small,
Here Are The Five Most Common Reasons Salespeople Fail at Cold Calling For salespeople, cold calling is a primary means for filling your pipeline. Yet far too many sales professionals fail at cold calling
“I Need To Think About It” Leverage these seven telephone sales scripts to help you easily handle and overcome one of the most challenging sales objections: “I need to think about it.” 7 Scripts
Are you geared to win? Keep in mind, business is not about just selling products. Business is about developing and helping people who build loyal clientele and contribute to the bottom line. While no
Get Out of a Sales Slump Fast If you are a salesperson in the midst of a sales slump, you know you have to get out of it, and fast. Here are steps you
Double Your Closing Rate The key to successfully checking in with your prospect is to ask tie downs that engage your prospect and elicit some kind of response. You must ask a question that
Just Send Your Material Here you’ll find five new scripts to help you separate the real buyers from those prospects who will just end up wasting your time. One of the biggest traps sales
Selling is a “numbers game” myth: Debunked If you still believe that selling is a numbers game, then you are saying that you lack the skills to control the outcome. Improve Your Skills to
These 8 keys can help you unlock your sales training and development programs so that you get “the most bang for your buck”. Sales training will be one of the few training and development
Part of the reason so many small business owners are crazy busy is because they are not 100 percent forward-thinking leaders. “We don’t have a budget as much as we need to take this
How frequently in business do we continue to ride dead horses? From ineffective marketing to misaligned operational systems to poor management, all continue to exist even though they are, simply speaking, dead horses. Years
Often, when a sales rep knows the right way to ask for the sale, they’ll be more inclined to do so! This common error costs more sales than most sales leaders are willing to
Sales managers are all around us; those in the selling game have likely encountered multiple. Like salespeople themselves, they have a wide range of qualifications, personality traits and work ethics, but the role of
Early right actions make it easier to accomplish future critical milestones and prepare the team for unforeseen issues that arise later. Do you sometimes wonder how they do it? You know who I mean
Just as there is a set of best ways to paint a room, so there are sets of best ways to ask a question, seek an appointment, build rapport, make a presentation, close the
If you ask and they have found good examples, you have an opportunity to collect more stories and the new hire quickly learns what will be rewarded. If you ask and they have found
So, what separates the great channels from the “not-so-great”? Great channel organizations truly focus on what really matters. By doing so, these companies and their people are able to accelerate revenues, increase market share,