There’s a big difference between developing a strong sales relationship and being pleasant, friendly and service driven. One requires no extra time on your part, one can potentially become all time consuming. (Research, reports,
On this episode of the Sales Gravy Podcast, Jeb Blount sits down with KaTom CEO Patricia Bible to discuss what it takes to lead and sustain a hyper-growth company. Reflecting on her journey with KaTom,
In sales, it is easy to become blinded by sales disorientation leaving you to crash and burn your deals. Recently, I finished reading a book written by one of the “Housewives of New York”,
On this episode of the Sales Gravy podcast Jeb Blount and Carole Mahoney, author of the hit new book Buyer First, underscore the importance of putting buyers first and aligning with the buyer’s journey.
Closing the Sale When You Get Ghosted When you get ghosted by buyers it can be crazy frustrating, especially when you feel you are right on the cusp of closing the sale. We’ve all
On this must-listen episode of the Sales Gravy Podcast, Jeb Blount sits down with Ryan Taft. Ryan is the author of the hit new sales book Story Getter. Jeb and Ryan explore how buying
In the latest episode of the Sales Gravy podcast, we had the privilege of diving deep into the world of prospecting and sales with Kristin Andree from the Andree Group. Hosted by Sales Gravy
Sales professionals are constantly seeking new strategies to enhance their performance and edge out the competition. Interestingly, one crucial aspect that often gets overlooked is physical sales fitness. On this game changing episode of
On this episode of the Sales Gravy Podcast, LinkedIn Guru Brynne Tillman shares her best tips and secrets for how to Sell More with LinkedIn. This episode is a goldmine for sales professionals seeking
There are five personal attraction strategies you can use to keep things fresh for yourself and your prospects: email, letters, postcards, personal networking and of course, phone pursuit. No doubt about it, prospecting can
Not being interested in a service is very different from not being qualified. Sales professionals need to do their research. The other day I got a connection request from LinkedIn. The person’s profile was
“Go through the ‘no’s’ and hang-ups until someone finally says, ‘yes.’” Ecch! No wonder so many people hate cold calling. “Rejection comes with the territory. If you’re going to cold call you’re going to
So, what separates the great channels from the “not-so-great”? Great channel organizations truly focus on what really matters. By doing so, these companies and their people are able to accelerate revenues, increase market share,
Want to build rapport quickly and get people to like you more? Notice, and bring up similarities. You can easily find out some useful info on a person’s LinkedIn profile or company bio if it’s
One of the questions I am frequently asked is, “When is the best time to make calls?” I’m always hesitant to answer this question, simply because I never want to give prospectors and new
Focus on the customer first and the sale second. In doing so, you will close more sales as you build stronger relationships through likability and trust. Remember sellers, your focus should be on your
Quarantine is often worse than spam because the intended recipient has no idea that the e-mail exists. It’s always fascinating to see how previous experiences such as jobs and careers benefit you in unexpected
There are several reasons for inaccurate sales forecasting, however, the two below are the most common I see when working with sales organizations. Monday mornings start off with sales meetings and the infamous sales
Every business needs to put a plan in place for updating hardware and software as well as staying abreast as to new technology trends when it comes to local marketing through mobile technology. How
It is imperative that all employees understand how they are profit centers and how all these profit centers connect to the bottom line. Certain paradigms exist within each business culture. These paradigms are philosophical
In sales, we hate it when we’ve gone through the presentation, answered all the key questions, and covered all anticipated concerns only to have a prospect say something like, “Well Victor, that sounds good;
Individuals can master success through their focus. Do you know why you need to focus like a laser beam if you want to master success? Imagine a laser beam. Where is the beam of
If your cyberspace storefront is not keyword-rich, easy to navigate, and ladled with fresh content, you will have visitors who stay less than 10 seconds. How exactly does that increase sales? Each day I
When you provide the right solution for the right problem, you will never ever need an elephant gun to kill a fly. How many times do salespeople, especially those involved in services, attempt to
Early in my career, my sales manager called me into his office. On his desk was a spreadsheet that told the story of a curious pattern in my deal-making. He pointed out that I
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
How frequently in business do we continue to ride dead horses? From ineffective marketing to misaligned operational systems to poor management, all continue to exist even though they are, simply speaking, dead horses. Years
