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.
In this episode of The Sales Gravy Podcast, Jeb Blount interviews Keith Peiris, CEO of Tome, to discuss how AI is transforming sales, from prospecting and building lists to crafting personalized emails and uncovering
My Epic Journey Across Canada I’ve driven to all three oceans surrounding my home country of Canada—including the Arctic Ocean. Each mile taught me lessons that I now apply to my health and fitness
Persistence is the Key to Fanatical Prospecting Excellence Other than not prospecting all together, giving up too soon is the primary reason salespeople are failing at prospecting on an epic scale. Three weeks ago,
In this episode of the Sales Gravy Podcast, I highlight a key sales opportunity as we approach the final stretch of the year. There is no doubt that this has been a strange year,
There are dozens of reasons why salespeople fail, but the number one reason is replacing productive sales activity with unproductive excuses. For many poor-performing salespeople, excuses rather than action define them. Sometimes excuse making
In this episode of The Sales Gravy Podcast, Jeb Blount Jr. sits down with sales guru Kristie Jones as she shares her secrets to success, including powerful mindset shifts and strategies to unlock your
In this lively episode of The Sales Gravy Podcast, Jeb Blount welcomes Patrick “Pops” Garrett, Founder & Chief Drinking Officer of DrinkCurious, to explore the unique intersection between bourbon tasting and sales engagement. Key
In this episode of The Sales Gravy Podcast, Jeb Blount sits down with Andy Matheou from RHM Staffing to dive deep into the challenges and triumphs of selling in the staffing industry. Andy shares
On this episode of The Sales Gravy Podcast, host Jeb Blount Jr. and guest Neil Cameron discuss the evolving landscape of B2B sales, focusing on how to adapt to millennial buyers, the importance of
Join host Jeb Blount Jr. as he welcomes legendary sales expert, Mark Hunter, to The Sales Gravy Podcast! In this episode they dive into actionable Outbound strategies, discuss the latest AI trends, and reveal
On this episode of The Sales Gravy Podcast, JBJ sits down with Amy Franko, a sales expert specializing in the mid-market, to discuss pipeline velocity, qualifying deals, and the importance of asking the right
In this episode of The Sales Gravy Podcast, host Jeb Blount Jr. sits down with LinkedIn expert and OutBound speaker Brynne Tillman to discuss the keys to leveraging LinkedIn for sales success. Brynne shares
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
Why is it ok to prospect? Prospecting objections. You’re going to get them – even when you’ve got empathy packed into relevant offerings, stories, and solutions. First, I need to address something important. Should
The telephone is the ultimate virtual selling tool. Since Alexander Graham Bell invented the telephone, it has been the work horse of virtual selling. Yet, I’m seeing posts everywhere these days with headlines that
In this crisis, time is your greatest asset. Yet you cannot control time, you can only control YOU. On this selling in a crisis daily briefing you’ll learn why protecting the Golden Hours is
You see, when you are with a prospect, you only have so much time before your meeting ends. Once you leave that meeting, your opportunity is only as good as the information you receive.
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 a percentage complete,
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
“We will continue to see a convergence of the digital and physical world. Those who conquer that trend will be market leaders” John Phillips, SVP of Logistics, Pepsico Digital evolution has changed how organizations conduct
On this episode of the Sales Gravy podcast, Jeb Blount (author of INKED) and Darryl Praill (CMO of Vanilla Soft) discuss the new paradigm and mash-up of sales and marketing. If you want to
It seems to me that all the social media in the world won’t substitute for “real” selling. I’ve been a sales consultant and trainer for a long time, 27 years in fact, and when
Question From Paolo Dionisio: Love your books! Just bought and read your book on Objections. In the red herring section you talk about defaulting to ignore. How would you go about responding to the red
