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
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
Prospecting strategies, lead generation, and advice for new sales managers Andy Paul: Hello, and welcome to the show. I’m amped up to talk with my guest today, Jeb Blount, bestselling sales author, speaker,
Snail Mail Prospecting Opens Doors Snail mail prospecting works because, unlike overflowing email in-boxes, the physical mail box is empty these days. Therefore, when salespeople send snail mail, they stand out. This is exactly
Select your communication method based on what is most effective for your prospect. Too many salespeople choose the follow-up method based upon their own personal comfort levels, rather than the most effective tool for
Know When to Walk Away From Bad Deals Don’t fall victim to the Sunk Cost Fallacy and spend time with a prospect that will never buy, simply because you invested a lot of time,
How to Bounce Back After Getting Rejected on Prospecting Calls It’s a fact of life in sales. You are going to get rejected on prospecting calls. How you bounce back after getting rejected is
On This Podcast Jeb Blount Discusses Fanatical Prospecting for Real Estate Agents Estate Agents Podcast hosts Stephen Brown and Andrew Overman discuss the value of prospecting activity for real estate agents with Fanatical
If you’re not in sales to grow sales, then get out! Don’t overcomplicate what you are doing. The simpler you keep your message to yourself, the easier everything else becomes. Do you like simplicity?
7 Step Cold Call Opening Process The key to opening cold calls is crafting messaging that compels prospects to engage in meaningful conversations. In the 10 years that my book, Smart Calling™ has been
By gaining a working understanding of nonverbal communication, you will be able to reduce sales pressure, build rapport quickly and dramatically increase your sales prospecting effectiveness! The 1960 Presidential Debates between Vice President Nixon
The key to consistent production is sales-specific emotional intelligence. Prioritizing human connection over technical skill in a sale will naturally force the inconsistent performer to change. A few years ago, the Carnegie Institute of
Know When to Walk Away From Bad Deals Don’t fall victim to the Sunk Cost Fallacy and spend time with a prospect that will never buy, simply because you invested a lot of time,
Sales is NOT about selling strategies, it’s about winning the internal game. Selling strategies (how to close, how to cold call, etc.) are very helpful, good, and necessary, but if you don’t understand the
5 Tactics to Create Scalable Sales Skills Ultra-high performers have sales skills that are built to scale. These skillsets are responsible for their adaptability and achievements, even during tough economic times. The following tactics
How to Bounce Back After Getting Rejected on Prospecting Calls It’s a fact of life in sales. You are going to get rejected on prospecting calls. How you bounce back after getting rejected is
Forget About Win-Win in Sales Negotiations and Start Playing to Win For far too many salespeople, win-win negotiation is a convenient excuse to justify why they gave the other side their maximum discount without
Think about everywhere you go each day, and ask yourself how many missed engagements and connections are all around you? Then ask yourself, if a connection opportunity presented itself, how ready would you be?
Get Familiar with Webcam Technology We really have only two choices: we can whine about how uncomfortable webcams make us, or we can embrace the technology and use it for our benefit. Our ever-increasing
One of the most impactful ways you can increase your wins and connections is to keep your sales skills and practices fresh. Adapting your approach is the key to outgunning the competition. I don’t
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
On this podcast, Jeb Blount, Founder and CEO of Sales Gravy, discusses his bestselling book Fanatical Prospecting with Gina Lynch. Gina and Jeb focus on what start-up founders and entrepreneurs must do to accelerate
The fourth quarter is prime time for sales teams. Manage Q4 well and you’ll make your number and more. Manage it poorly and you’ll pay for your mistake well into the new year. There
The problem is that most managers and other figures of authority — Directors, V.P.’s, and even Business Owners — have never been taught how to properly exercise authority and command respect as leaders. Sales
Great managers lead by example. They start off each day by making sure everybody is ready to do business. They start with a daily meeting making sure that they have a positive attitude, set
Your team wants to feel the energy and belief, as a Sales Leader work on this emotional transfer. Being a leader and having vision and communicating emotional is a Critical Success Factor in Sales
First of all, I don’t enjoy gambling; and second, I really don’t know how to read a horse racing program. When it comes to betting on a horse race, I tend to look at
Be a true leader and use these 13 rules to ensure your business not only survives, but thrives, in any economy! Adversity is just a road to success – you have to learn from
So, what is the front line sales manager’s job? Simply stated, it’s maximizing the performance of each person on their team. The only way sales managers achieve their goals and make their numbers is
