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.
Is your website truly working as hard as your sales team? In today’s competitive digital landscape, your website isn’t just an online brochure—it can be one of your best salespeople. Podcaster and influencer Sam
Zack in Defiance, Ohio, faces a unique challenge that might sound specific at first but is more common than you think: he can only close a deal if his customer closes a deal of
Insights into embracing conflict, staying mindful, battling internal doubt, and communicating effectively from motivational speaker and co-founder of The Constance Group Brian Parsley. Key Takeaways Why Conflict Is Everywhere in Sales Sales is an
If you’ve been banging your head against the wall trying to get your team (or yourself!) to prospect consistently, these tips are for you. In this episode, I answer a question from Paul in
As humans, we naturally fear rejection and do everything possible to avoid it. We’re social creatures at our core, and being rejected feels like we’re being shunned, banished, or kicked out of the group.
Sales Leadership is a continuous journey of self-awareness, connection, and growth. By cultivating courage, emotional intelligence, and authenticity, leaders can navigate challenges effectively and inspire their teams to reach new heights. Through active listening,
Ron wants to know how to get CEOs to actually answer his cold calls (or at least respond). He runs a recruiting firm and finds that his cold calls to top executives often go
Here’s an important question: Are you coachable? Now, before you jump to answer that, I want you to pause and really think about what being coachable or coachability really means. “Coachability” is essential for
Sales leadership demands the ability to adapt, motivate, and guide teams toward consistent, high-level performance. In this episode of The Sales Gravy Podcast, Jeb Blount is joined by Charley Bible of KaTom to discuss
Eric in Lewiston, Maine, asks how to use last year’s data to create and accurate sales plans and evaluate software tools (like CRMs and ZoomInfo) to make those goals happen. Sales planning is vital—without
I’m hearing sob stories from leaders and individuals everywhere who are waking up to the cold, hard truth that they are staring down the barrel of a thin or empty pipeline. If you are
Entrepreneurship and Sales demands massive resilience. It’s a skill, not a fixed trait, developed through intentional practice and persistence. Whether managing personal loss or professional setbacks, resilient entrepreneurs navigate challenges with focus and adaptability.
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
Social engineering means talking to people other than your prospect in order to gather information to help your prospect. Use social engineering and you will make your prospecting calls much smarter! Buyers today expect
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
Regardless of why we are leaving a voicemail, it is a tool we frequently use, and there are specific strategies you can employ now to make your messages stand out and be remembered. We
The trigger-response-regret loop occurs when a salesperson tries overcoming an objection. Change the story and change the emotion for better sales outcomes. Emotional management is a key selling skill. After meeting with a challenging
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
The trigger-response-regret loop occurs when a salesperson tries overcoming an objection. Change the story and change the emotion for better sales outcomes. Emotional management is a key selling skill. After meeting with a challenging
On this podcast episode, Paul Smith and Jeb Blount discuss selling with stories. Jeb shares a fascinating story from his book, Sales EQ, about a young sales rep who worked for a truck leasing
Put these 15 sales metrics in place and start monitoring them so you can see how you are performing as a company and individually, and where you need to make adjustments to achieve your
Leaders cannot manage what they don’t measure. Therefore sales metrics and sales management are interconnected. For this reasons, it is imperative that sales managers and leaders clearly understand the metrics that matter. Sales Activities
People don’t learn by listening to the words you speak. They learn by watching your behavior. They learn from what you do, the actions you take, not your words. Make sure the lessons you
The most dangerous lie that salespeople tell themselves (and anybody else who will listen) is that they lost the opportunity with their dream client on price. Salespeople—like all other groups of people—lie to themselves.
Developing a deep knowledge of your sales landscape helps you sell more in less time. English navigator Henry Hudson learned the hard way in the 17th century what can happen when you don’t know
Characteristics of a resilient, sustainable business include leadership that understands the difference between working “for” and working “with” their employees. Consider these glum facts: Only one in eight workers worldwide are engaged at work,
Salespeople and sales managers are caught up in their own version of Ground Hog Day. They keep using the same approach, having the same conversations, which are leading to the same outcomes. Sales Ground
Working smarter with people entails three key activities: assigning the right number of people, identifying roles and planning compensation strategically. Sure-fire Ways to Work Smarter with People Your sales force is defined by the
Data can do more than tell you facts about your own business. It also can reveal important information about what’s going on with your competitors in the marketplace. How to Be Data Savvy In
