Q1 Sales Performance Gut Check (Money Monday)
This is a very important Monday because this is the first Monday of the second quarter, and it’s time for a major gut check and assessment of where you are against your number coming
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.
This is a very important Monday because this is the first Monday of the second quarter, and it’s time for a major gut check and assessment of where you are against your number coming
Great advice is everywhere, but most of it is fluff. In sales, you don’t need clichés—you need real strategies that help you win more deals. We’ve pulled together five of the biggest game-changing sales
Wes from Flower Mound, Texas, has a familiar challenge: how to attract more qualified B2B leads and convert them before they slip away. He’s already tried a variety of channels, including inside sales, social
George Foreman gave us a masterclass in resilience, on never giving up. His pivots and comebacks from defeat were legendary. He was a force of nature and one of the greatest boxers, salesmen and
Wherever you are in your sales journey, you need a mentor—now. If you’re serious about becoming a top performer or want to stay at the top of your game, you need more than just
The right mindset doesn’t just win games—it seals deals. It’s the “get it done” frame of mind that keeps your head in the game, keeps you sharp, and keeps you working for excellence. Work
Gaius, who runs an insurance brokerage in Ohio wants to know how to get his new sales agents cold calling and building pipeline earlier in their training cycle, without making them feel overwhelmed and
How many times have you gotten to the meeting but your pitch fell flat? You went in guns blazing, thinking the hard part was over and you’d land the deal—but instead you face-planted. It’s
Confidence can make or break your sales success before you even open your mouth. Whether you’re about to make a high-stakes call, step into a big pitch, or lead a meeting, your mindset is
Cindy is struggling to set appointments and handle the “How Much Does it Cost?” objection. She recently switched from media sales to the home services industry. Suddenly, she finds herself making all her own
No matter if you’ve had a great month, closed a big deal, or made it to the winner’s circle at President’s club, winning makes you more vulnerable to losing. A Winning Message for Sales
You’re stalled. You’re stuck. You’ve plateaued. No matter how you put it, you’re seeing your sales hit a rut. And let’s face it, you’re in a rut, too. So, how do you pull yourself
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
Building Relationships On Sales Calls Building a relationship with someone you can’t see can be difficult, but simply changing the way you talk can make a big impact. Here’s six tips for using the
How many times do you ask for the sale? Do you ask for it in a round-about, soft way and then give up if your prospect says no? Or do you even ask for
Differentiation on the Virtual Stage As the dust is settling, buyers are enjoying the efficiencies and ease of interacting with virtual salespeople; the leverage has shifted even more into the buyers’ hands – and
Six of Our Favorite Sales Podcasts Podcasts are a terrific free resource for gaining sales knowledge, refining your skills, and getting inspired to make a greater impact on your team, as well as find
Cold Calling is Alive and Well With New Rules Cold calling is one of the most targeted, efficient and effective ways to reach potential customers but there are new rules for cold calling in
Pushing for a Sale on a Cold Call is All Wrong On a cold call, the moment you begin pushing for a sales, you are finished. Therefore, the key to engaging prospects on cold
Budget Doesn’t Cut It When Qualifying Asking these qualifying questions to uncover potential competitors will prevent you from being blindsided at the end of your presentation. Over the years, the most important qualifiers for
Do you usually feel good about your first call? Often, a salesperson’s first call with a prospect does not go as well as they hope. Here are three steps for making a great first
Nothing Matters Unless You Are Working With a Qualified Pipeline Opportunity To be successful in sales you must invest your time on qualified pipeline opportunities. All of the training and knowledge in the world
How many times do you ask for the sale? Do you ask for it in a round-about, soft way and then give up if your prospect says no? Or do you even ask for
Differentiation on the Virtual Stage As the dust is settling, buyers are enjoying the efficiencies and ease of interacting with virtual salespeople; the leverage has shifted even more into the buyers’ hands – and
Take Their Pulse Then Close the Deal These questions vary from taking a prospect’s pulse to see if they are with you, to finding out if a benefit you just listed would work for
Six of Our Favorite Sales Podcasts Podcasts are a terrific free resource for gaining sales knowledge, refining your skills, and getting inspired to make a greater impact on your team, as well as find
Beware of Selling on Autopilot Here’s what happens over time: as you begin to learn your product, and begin to learn what the customer’s going to say and ask, you stop listening. Many salespeople,
Accurate Forecasting – The Holy Grail of Sales There is hardly a leader on earth that doesn’t yearn for accurate, predictable sales pipeline forecasting. The good news is that there are three elements of
Examine Leadership Before Sales Skills If you hired reps who you believed could sell, and who proved that they’ve been successful selling in the past, then the first place to examine when your reps
Cash flow and leverage are the foundation for lasting small business success. How can you satisfy your current needs while building up opportunities for growth in the future? People ask me questions about sales
Your management team may have implemented a team selling model with great expectations for success. However, team selling doesn’t always live up to its potential. To Team Or Not To Team? Does this sound
Tips for Building a Successful Process for Onboarding New Salespeople To build and sustain a high-performing sales team you must begin with successfully onboarding new salespeople. Getting it right from the start will help
It’s often difficult to motivate sales reps to focus on developing expertise when they want to develop relationships, but the two can go hand in hand. Trust is Not Enough For many years, developing
In the context of selling, a blind spot is something you commonly do within your sales interactions that potentially threatens your success. And here comes the kicker… you’re not aware of it. I’m a
Sales is about relationships. Your sales team can boost your company’s image by blogging, contributing to trade publications, and presenting within your marketplace. Use the Sales Team to Uncover Success Stories Success stories are
The question you must ask yourself is: “Does this secrecy make good business sense in today’s marketplace?” How This Joke Hurts the Small Business Bottom Line Small business owners understand that profitability is critical
Many sales managers don’t like having the difficult conversations—who does? But as a leader, it is part of your role. You’re a top sales producer that has been rewarded with a promotion to sales
Sales prospecting can be tedious, intimidating, and terribly discouraging. Yet, it still has to be done. Why not make a game out of it and get past the boredom? You’ve probably heard the saying
Sales is a process, especially when it comes to consultative selling and the process only works when you don’t skip steps. Staying in touch with prospects, following up in a timely and mindful manner