Proactively managing the sales pipeline by ensuring every deal has a scheduled next step is critical for preventing stalled opportunities and improving closing rates. The Challenge of Stalled Opportunities Recently, I was working with
On this episode of the Sales Gravy podcast, Jeb Blount sits down with Victor Antonio, Sales Gravy University Instructor, to debate the future of human interaction in sales, emphasizing why personal connections remain pivotal
On this episode of the Sales Gravy Podcast, Jeb Blount Jr. sits down with Founder and Sales Leader Advisor, Nigel Green, to discuss his approach to hiring elite salespeople by using his four rules.
On this episode of the Sales Gravy podcast, Jeb Blount sits down with author and speaker, Carole Mahoney, to discuss her path to becoming an entrepreneur by using a buyer first approach. Carole teaches us
On this episode of the Sales Gravy podcast, Jeb Blount engages Denim CRO, Will Yarbrough, in a fascinating discussion on how to sell more and grow faster by linking the customer journey through a
Discovery is the most important part of the sales process. It is here that you build emotional connections with stakeholders and gather the information you need to build the case for doing business with
On this important episode of the Sales Gravy Podcast, Jeb Blount, Jr (a.k.a JBJ) discusses personal finance for sales professionals with Ben Lex, a former B2B sales superstar turned financial advisor. Ben shares game-changing
On this episode of the Sales Gravy Podcast, Jeb Blount, the author of People Love You: The Real Secret to Delivering a Legendary Customer Experience, sits down with Talroo’s Vice President of Success and
On this fascinating episode of the Sales Gravy podcast, master sales trainer Jessica Stokes spends time with Steven Farber of Take Flight Learning discussing why it is important for salespeople and leaders to understand
The bottom line is that you really never know when you might be able to reach a given prospect so it’s always worth trying. Many times high-level decision-makers or business owners are in early
In this rocking Sell or Die podcast, the King of Sales, Jeffery Gitomer and Jen Gluckow bring Tony J. Hughes on to discuss the big mistakes you are making with your sales pipeline and
If you truly want to do more with the same amount of time each and every day, then begin by developing those self-leadership skills necessary for personal success. Can we agree that: A minute
Does technology help to create an exceptional customer experience or an interaction that leaves a sour point of connection with your prospect to loyal customers? Technology is a boom for many companies. From GPS
If your pipeline is not coinciding with revenue, you’re likely to be questioned about it at some point which is all the more reason to keep it true and tight. Sales pipeline. If you
There is no reason—other than laziness—to ever place a “cold” call. Cold calling. Just hearing the words causes chest-tightening, loss-of-breath anxiety for many. And it’s dumb. I suggest you never place another one. In
The real power of testimonials comes from the fact that they’re not polished…they’re authentic and from the heart. When we receive positive testimonials from clients, it might seem difficult to ever find fault with
While ultimately nothing beats proper preparation and relentless practice, creating a fun environment for the difficult task of cold calling will certainly have a net positive effect. Despite recent claims that cold calling as
If their objection is truly a legitimate one, their explanation will provide you with information which will help you address it. The simplest techniques can be so effective. I heard a call where a prospect
In sales, its easy to become the buyer’s little puppet – they pull the strings and you dance. On this podcast episode you will learn how to use engagement tests, take aways, and emotional
When buyers are not engaged at the emotional level your deal will stall. This is why ultra-high performers are constantly focused on building emotional connections with stakeholders.
The “what” centers around the value you as the solution provider bring to the buying decision table. The hardest question for any business owner to answer and along with the correct response to potentially
Top sales performers and successful small business owners embrace the human touch and are viewed by their constituents to clients as “valuable.” These individuals make time to stay human. In what is still a
For many salespeople, the fear of getting a no is real and holds them back. In part four of Jeb Blount’s interview with Tom Hopkins, they discuss sales objections and what to do when
On this podcast episode, Sales Gravy’s Jeb Blount discusses the key to blending social media into your sales day to keep the pipe full and close more deals.
Ultra-High Sales Performers are masters at levering sales specific emotional intelligence to bend win probability in their favor and gain a decisive competitive advantage.
If you haven’t included video marketing into your integrated marketing plan, maybe now is the time to take that action. Ensure A Maximum Return With Limited Time Recently, I entered the world of video
You have done it. I have done it. And most of us will do it again. We ask this question without considering the consequences – which almost always turn out badly. On this podcast
