Our Greatest Weakness is Giving Up Too Soon (Money Monday)
Three weeks ago it warmed up here in Augusta, Georgia, so I played hooky from work to take advantage of the nice weather and play a round of golf. While I was waiting for
Three weeks ago it warmed up here in Augusta, Georgia, so I played hooky from work to take advantage of the nice weather and play a round of golf. While I was waiting for
In sales – especially in product knowledge training – we’re taught from day one how to pitch, how to present, and how to overcome objections. We rehearse our spiels, memorize talking points, and perfect
The best salespeople spend hours rehearsing sales calls, because statements, and meeting pitches so they know exactly what to say when they finally get a prospect on the line. The best know that practice,
Marcin from Warsaw, Poland, asks: What are the top sales trends shaping the future of sales? Our conversation ranged from the impact of AI to the growing importance of a consultative selling mindset in
WARNING: This Monday’s message will be one of the most powerful hacks you’ll ever integrate into your life—because it’s simple, easy to put into practice, and it works. It has the potential, over the
On the surface, you’d think that “selling” and “asking” go hand in hand. In reality, salespeople at all experience levels often hesitate, tiptoe around, or dodge direct closes because they’re afraid of rejection, worried
Elli in Galveston, Texas, faces a scenario that many young sales professionals know all too well: How do you earn respect and project confidence in selling when you’re dealing with people who are older
Let’s be real—prospecting isn’t always fun. It’s like going to the gym: you know you need to do it, but cleaning out your inbox or reorganizing your desk suddenly seems so much more important.
A few weeks back, I was delivering a Fanatical Prospecting Bootcamp to a group of sales reps – all in their 20s. They had been assigned to me because their boss was tired of
Gryphon Networks sat down with Jeb Blount, CEO of Sales Gravy and bestselling author of Fanatical Prospecting and Sales EQ, to discuss misconceptions about cold calling and overcoming the fear of picking up the phone and being
When you build a hunter-based sales culture, you accelerate sales productivity and pipeline velocity. On this Enterprise Sales Podcast with Noah Goldman, Jeb Blount, author of Fanatical Prospecting shares the secrets of ultra-high performing
Use this checklist to determine why your email list may not be performing up to your expectations. Your lead generation email list is one of the top four factors that cause marketing campaigns to
The Most Versatile Virtual Selling Tool Ever since Alexander Graham Bell uttered the first words on the first phone over 140 years ago, “Mr. Watson—come here—I want to see you,” the telephone has been
Although there are many prospects who are open to talking when you demonstrate empathy and relevancy, there are also some emotionally charged jerks that seem intent on hurting you and making it personal. The
People buy from you, not because you understand, but because they feel understood. As a sales professional, I urge you to rethink NO. Who knows what buyers mean when they say no? I certainly don’t.
In this crisis, when working and selling from home, it is easy for small distractions to have big consequences on your sales day. To be at your best and be productive, you must take
On this Sales Gravy Podcast, Jeb Blount (Fanatical Prospecting) discusses the danger of task saturation for Sales Professionals with Will Frattini of ZoomInfo. Prioritization is a big issue for salespeople who want to be
Asking people to call you back is a bit obnoxious–even if there is value and reason. When I got the message below from Daniel McLellan, I had to share it with you. The way
There must be a way, I thought, to see if a deal can really close by end of quarter without telegraphing the concession and having to give that concession later even if they couldn’t
Prospects prefer an ally over an adversary. They want more listening and less talking. And they deserve service over manipulation. Have you ever asked yourself what your customers think about closing questions? The fact is, they think
Not all decision makers go on vacation the same week, nor do the influencers. Sales cycles are no strangers to cyclicality and seasonal swings. “Summer shutdowns”, retooling, Christmas, and of course summer. There is
Everyone will have to work hard but you are going to have to work harder than everyone. There is absolutely no substitute for working your ass off. Many of us in the class of
Although there are many prospects who are open to talking when you demonstrate empathy and relevancy, there are also some emotionally charged jerks that seem intent on hurting you and making it personal. The
In every sales conversation, the person who exerts the greatest emotional control has the highest probability of gaining the outcome they desire.
On this Daily Sales Briefing, Jeb Blount discusses how to take back control of your sales day and your time during the coronavirus crisis.
This article will review the first four stages of a typical sales pipeline; the next and final piece in our series will review the last four. Measuring your sales pipeline as percentage complete, as
The unaware salesperson will assume this “no” means “no sale” and move on. Well-educated sales pros understand that this “no” just means, “let’s talk some more.” As a sales professional, I urge you to
