Prospecting Sucks, But It Doesn’t Have To
The Real Truth About Prospecting? It Sucks “There is no easy button in sales. Prospecting is hard, emotionally draining work, and it is the price you have to pay to earn a high income.” –
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.
The Real Truth About Prospecting? It Sucks “There is no easy button in sales. Prospecting is hard, emotionally draining work, and it is the price you have to pay to earn a high income.” –
There is a Right Way and Wrong Way to Land Your Dream Job in Tech Sales If you’ve ever wondered how to land a job in tech sales, you may be surprised to learn
12 Tactics For Positive Change Most sales of us want to make a positive change in our life, career, relationships, and income. The good news is that you can make incredible changes in your
On this episode of the Sales Gravy Podcast, Jeb Blount and Colleen Stanley discuss the importance of Reality Testing sales pipeline opportunities. **Please note that this episode was recorded in a restaurant in Milan
I Didn’t Think I Needed A Coach Working with a coach changed my career and my life. I became a better salesperson and trainer, a better mom, and a better person. It was worth
Success Doesn’t Come Easy For Ultra-High Performers Ultra-high performers aren’t born knowing how to sell— they have just learned to adapt. Here’s how your setbacks can set you up for success, and the three
Struggling To Build A Connection? Try This! Sometimes you just won’t click with a buyer right away. This doesn’t mean you’ve hit a dead end! Try out these two suggestions for enhancing engagement and
Who Are You Really Competing Against? Sports newscasts typically talk about the upcoming games of the day. They say things like, “this pitcher is going against that pitcher”, “this quarterback is matched up against
In today’s world there are few barriers to career change. Top sales talent can walk out of your door to another career opportunity at any time. This puts more pressure on sales leaders than
They say you can’t make more time. On this episode of the Sales Gravy Podcast, I challenge you to consider how you can make more time through improvements in sales productivity and reinventing the
Economic winter is coming. Storm clouds are brewing. And with it is going to be a recession. On this episode of the Sales Gravy Podcast, Jeb Blount discusses why you need to prepare right
Recession. Inflation. Stagflation. Stockmarket Free Fall. Energy Crisis. Supply Chain Crisis. Political Divisiveness.War. We are living and selling in a time of deep volatility. It is more challenging to close business, objections are harsher,
Winging it is stupid. Top athletes and ultra-high performing sales professionals warm up and prepare BEFORE going into the game. What kind of sales call preparation gives you the competitive edge?
What can strike terror into the heart of even the most successful sales professional or entrepreneur? What can crush self confidence, destroy self esteem and leave even the most seasoned quivering with humiliation and
With a dirty list you can’t even begin to evaluate if your message is on target or not. Clean it up. Your lead generation email list is one of the top four factors that
Rejection is an inevitability that we all face and a powerful key to finding success in sales, business, and in life, is to become rejection-proof. In this video, Jeb Blount, CEO of Sales Gravy, and
In this video, Jeffrey Gitomer, Jeb Blount, and Jennifer Gluckow discuss the two types of objections: The ones that we respond to. The ones that are prevented in the first place. A solid sales
Q4 is already over. What you need to be doing next are these two sales activities.
Ah, the life of a salesperson. Perpetually condemned to sleazeball status, pushing unneeded or unwanted services on prospects who have no interest in those wares, only to run off into the sunset with briefcases
Overloaded Prospects? You meet with a new prospect and his/her guard is up. Their answers are short, and they pressure you to get to the solution and price without allowing you time to analyze
I don’t know about you, but when someone tries to push, shove, coerce, chase me into buying from them….I RUN THE OTHER WAY. It all started with Sex and The City. One of the
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
Today’s industrious entrepreneurs, small business owners, and even C Level executives have a new strategy not afforded to past generations – blogging. Today’s industrious entrepreneurs, small business owners to even C Level executives have
Most salespeople repeatedly find themselves navigating waves of extreme highs and lows. During their lowest points, they have to decide whether the metaphorical glass is half-full or half-empty. We’re salespeople. That means that most
Social engineering is asking for information from people that will help other people and the organization as a whole. One reason that most “cold” calls fail and result in rejection is that sales reps
In a recent sales productivity study we conducted for one of our clients, we learned that while their sales reps spend more time on selling activities compared to the external benchmark, they spend a
If you rely on the features and benefits of your product or service to create differentiation… good luck! Start differentiating through the quality and relevant value of your daily interactions with your customers and
Consider how much time and effort you and your sales team spend preparing RFPs. What if you could do this faster and improve your success rate? What Are the Three Most Critical Success Factors
A professional actor would never walk out onto a stage without warming up their instrument to make sure they are communicating at their best. What is your most powerful sales tool? Your website? Video
Just as there is a set of best ways to paint a room, so there are sets of best ways to ask a question, seek an appointment, build rapport, make a presentation, close the