You’re a New Sales Manager, Now What? Featuring Mike Weinberg
On this episode of the Sales Gravy Podcast, I dive into part two of my conversation with sales leadership expert Mike Weinberg on what new sales managers need to do to get off to
On this episode of the Sales Gravy Podcast, I dive into part two of my conversation with sales leadership expert Mike Weinberg on what new sales managers need to do to get off to
Lead Qualification is a Cornerstone of Professional Selling Lead qualification is crucial to helping us identify which of our offerings is most applicable and relevant to prospects. Basically, we qualify leads to help us
On this episode of the Sales Gravy Podcast, I sit down with Mike Weinberg for Part One of our conversation on the state of the Sales Profession, sales leadership, and getting started as a
Field Sales Excellence Requires Attention to Human Facing Activities Field sales is challenging. There are many moving parts and it can be overwhelming. The key to success in your first year in field sales
On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. You’ll learn why a focused
In the competitive world of sales, adopting the right mindset is crucial for success. On this episode of the Sales Gravy podcast, Jeb Blount spends time with Dre Baldwin, a former professional basketball player
Prospecting is Why Top Sales Professionals Earn the Big Bucks If you want to sell more and exceed your quota consistently adopt these 3 keys to increasing your sales pipeline with prospecting. Rainmakers are
How Weichert Financial Services Exceeded Sales Targets With Fanatical Prospecting Sales Training I one hundred percent recommend the Sales Gravy team to any organization needing sales enablement. Even for me, their training was a
This 90-Day Negativity Fast Will Change Your Life On this episode of the Sales Gravy Podcast, Anthony Iannarino discusses the importance of avoiding negativity and engaging in positive thinking. He suggests leaving phones behind
There’s not a lot you can do about the national economy but there is a lot you can do about your personal economy. ~Zig Ziglar Many years ago when it was reasonably safe to
Your challenge is that you can’t use a positive sales approach with a negative person. Are you too positive? If you’re like most salespeople—and most salespeople are—you’re pretty positive. The same is true if
In the context of selling, a blind spot is something you commonly do within your sales interactions that potentially threatens your success. And here comes the kicker… you’re not aware of it. I’m a
Most of us tend to open our calls – cold calls, prospecting calls and follow-up calls alike – with statements that create resistance, instead of creating a relationship. As salespeople, we have between 4 and 30
There is Absolutely no Substitute for a Positive First Impression With Prospects Research clearly indicates that we decide in the first few minutes whether we like someone or not. Yes, we also judge a
Jeb Blount and Karen Briscoe discuss the Secrets of Fanatical Prospecting and the Key to Success on the 5 Minute Success Podcast.
Jeb Blount (Sales Gravy) & Steve Benson (Badger Maps) discuss How Ultra-High Performers Use Time Management for success. Tips include the best use of Golden Hours, prioritizing sales tasks, organizing your calendar and more!
We all know that sales people are on the phone or emailing to drum up business, but you need to connect with a person on a human level, make them comfortable and then talk
What works to get your attention, or what have YOU found works to get your prospect’s attention? In all the noise and all the clutter you must stand out or your human-to-human connection will
Often, when a sales rep knows the right way to ask for the sale, they’ll be more inclined to do so! This common error costs more sales than most sales leaders are willing to
We all have troublesome customers who take up much more of our time and energy than our other customers. However, we continue to spend an inordinate amount of time on their demands and continue
Sales managers are all around us; those in the selling game have likely encountered multiple. Like salespeople themselves, they have a wide range of qualifications, personality traits and work ethics, but the role of
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
Your buying vision needs to be closely linked to the specific customers you are looking to do business with. Create a vision in their minds about why they should buy from you. It sounds
If you are waiting to get motivated before you make calls remember this: Motivation comes from action, not the other way around. I often receive time management questions from sales reps. This week I
Business ethics, when positive and consistently displayed, build customer confidence and add tremendous value to the buying decision-making process. Foundation for Success Writers never truly know what hits a nerve with their readers and
“You gain strength, courage, and confidence by every experience in which you really stop to look fear in the face. You must do the thing which you think you cannot do.” — Eleanor Roosevelt Is
Salespeople who use bad techniques that get them ignored, screened out, and quickly dumped off a call will still be that same person with the same results using LinkedIn. Ever been to one of
