Each Buyer Has a Dominant Personality Style that Drives their Behavior The art of selling transcends mere product knowledge or persuasion techniques. At its core, successful selling is about understanding and connecting with the
If You Don’t Take Action, You Won’t Get Results In this episode of the Sales Gravy Podcast, Jeb Blount and David Newman, author of Do It! Marketing and Do It! Selling, discuss exactly how
Sales Neglect Adds Up and Leads to Failure The things that salespeople neglect can tank sales productivity and even your entire career. My wife and I moved to a brand new subdivision from a
Salespeople Who Plug Into AI Become Faster, Smarter, and More Productive With careful planning and execution, generative AI can be a powerful tool that will help you sell more. Generative artificial intelligence (AI) has
Believing In Yourself Is Only Half The Battle Truly great salespeople are the ones who spend time helping prospects genuinely understand how a specific product or solution addresses their biggest pains. They radiate trust
Mastermind Group Incredible Asks Jeb Blount Their Toughest Sales Questions In this episode of the Sales Gravy Podcast, Mastermind Group Incredible asks Jeb Blount their real-life questions as he provides solutions to overcome their
Negotiating Mistakes That Could Kill Your Deal Most salespeople are required to negotiate with their prospects and customers. But let’s face it, today’s consumer and corporate buyer is much more aggressive when negotiating the
Curiosity Is Your Key To Effective Cold Calling On this episode of the Sales Gravy podcast, Ulysses Price, filling in for Jeb Blount, interviews Chris Beall, CEO of ConnectAndSell. ConnectAndSell is a software service
Building and Leading a Successful Sales Team On this episode of the podcast, Allison Walsh, Vice President of Business Development and Branding for Advanced Recovery Systems, a national behavioral healthcare company, discusses her experience
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 sometimes treat LinkedIn like just another cold prospecting tool, and they end up engaging their prospects in a pretty abrasive way. A few weeks ago, I received a LinkedIn message from a user
The 3p’s holding you back from prospecting are: Procrastination, perfectionism, and paralysis from analysis. They are the enemies of prospecting and building pipeline in sales.
Douglas Burdett of The Marketing Book Podcast and CEO of Sales Gravy, Jeb Blount, dissect Jeb’s new book, Objections: The Art and Science of Getting Past No in this jam-packed episode. From becoming rejection-proof to understanding
Here are some of my favorite screw-ups. Those funny stories that I have seen many of my fellow sales professionals make – me included. Ever realize how much you can learn from watching other
Jeb Blount and Pat Hiban discuss what it will take to make 2018 your real estate business’ best year yet— setting solid sales goals and implementing better prospecting practices. In today’s competitive climate, it
How do you know when it’s time to give up on a prospect and stop hounding them, especially when you’re tasked with drumming up new business? Sometimes it’s hard to give up on prospects
Communication is always tricky. There are so many ways a conversation can be misinterpreted by either party. Both people in a conversation have expectations and objectives. “Buyers are liars…” I hear this a lot
In this economy, asking whether you need to sell online or in person is like asking which came first, the chicken or the egg. I was keynoting at a conference last week, when a
Whether you are just learning the language of sales or improving your game as an already successful SalesMaker, there are six timeless principles to keep in mind. The sales industry has changed dramatically over
I’m not ready to just toss voice mail out into the sales-o-sphere — there’s still hope and opportunity for it to hold a prime spot in the sales mix. But that will require a
Today’s sellers need to be agile and actively looking for problems and opportunities they can help their buyers address or capture. Have you ever thought about the type of sales role you are in?
Don’t confuse your sales role with role-playing. Role-playing sends most sellers running for the nearest exit. Everything Terry was taught about sales reinforced the idea that he had to be, “larger than life,” or
It’s when we humble ourselves and admit we could do better and continue to push our activities, efforts, and risk for being humbled that we find the greatness we can really achieve. I cringed
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
What’s wrong with focusing on your sales process first and your sales philosophy second, or just ignoring the whole thing? It’s all about the results you want vs. the results you will get. Have
Poor time management is the biggest challenge for new sellers. Your most finite resource as a sales professional is time. In our business we work with salespeople and sales managers of all levels. Recently,
Closing the sale involves being able to diffuse and deflect (and often anticipate) customer objections. Closing the Sale Like putting the finishing touches on a masterpiece work of art – closing is the apex
