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
Sales Training Is An Investment In YOU In this episode of the Sales Gravy Podcast, Jeb Blount is joined by Sarah Browner, the Global Sales Enablement Manager at Adobe. If you are a sales
Emotional Intelligence Is A Sales Superpower On this episode of the Sales Gravy Podcast, Jeb Blount sits down with Robin Hills, a business psychologist and expert in emotional intelligence from the UK. Emotional intelligence
Recruiting For High Performance When you recruit the right person, you will find that they’re self-motivated and eager to train. On the other hand, if you hire someone that is not suited for the
Time Is Money… Act Like It! How effectively do you manage your time? Do you spend your time as you would any other precious, nonrenewable asset, or are you the type of salesperson who
Great Sales Messaging Isn’t Rocket Science On this episode of the Sales Gravy Podcast, Jim Karrh, Ph.D. and Jeb Blount discuss the essentials of sales messaging, how poor communication skills damage your brand, the
Hot Leads In 10 Minutes… Seriously! If you find yourself either abstaining from social media or spending excessive time on it (we’ve all been guilty of that!), here are 10 practical and effective ways
Sales is a process, especially when it comes to consultative selling and the process only works when you don’t skip steps. Staying in touch with prospects, following up in a timely and mindful manner
When their KPIs don’t recognize the importance of consistent prospecting follow-up to reach target contacts, you’re not only setting yourself up to lose a potentially good rep, you are also directly impacting your prospecting
Objections frustrate sales reps to the point of them developing some serious call reluctance. Don’t you wish that you, and your team, had a proven approach that actually works? Every month, I get emails from
Prospecting is the price you have to pay in advance for success in sales and the income you want. -Jeb Blount In this episode of Level Up: From Agent to Entrepreneur podcast, featured sales
No matter what type of company you have, there is always a need to find new customers. That’s what sales prospecting is all about regardless of the fancy name you give it. Early in
In this interview Jeb Blount and Douglas Burdett discuss why marketers and salespeople need to get up front and personal with proactive outbound prospecting on the Marketing Book Podcast. Here’s what Douglas had to say
Salespeople cultivate customers through prospecting and referrals; they convert customers into clients by establishing and maintaining a relationship that allows them to build a sense of trust. Times are tough – but as an
Prospecting Machine Jeb Blount and Adam H. Michaels talk sales, prospecting & more! The Lighthouse with Adam H. Michaels · Jeb Blount | The Prospecting Machine From dealing with crazy rejections to what makes a
The secret to an organized closet is to never bring in anything new unless you first get rid of something old. I recently sent out a survey to my colleagues, asking them to evaluate
What one reads is different than the words written. Quite often the message we wish to send people isn’t actually the message that is received. What was meant to come across as good sometimes
All companies want to thrive. No company just wants to just “exist”. It’s “business nature” to want to grow, to become better…..to thrive. We wrote about Rising channels (see the previous blog) and discussed
This year, the company I had been using for the last several years was unresponsive when I tried to schedule service. Coincidentally, I received an email from one of their competitors offering the same
Why do sales professionals who become aware of their sales approach not working continue to plunge ahead? An unfounded “expectation of success” appears to play a significant role in such cases. Recently, I finished
Simplicity equates to clarity.Simple will always beat out complicated. Have you ever researched a new purchase only to find that there are too many options? What did you do? Sometimes people delay the purchase
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
Jeffrey Gitomer, Jen Gluckow, and Jeb Blount discuss the power of investing your sales commissions on experiences.
People buy for their reasons, not yours. Therefore, to be relevant and gain a competitive edge, you must connect your recommendations and solutions to measurable business outcomes that are unique to your prospect or
Baseball players and sales professionals don’t have much in common. However, Elite athletes and Ultra-High Performing sales professionals know their numbers because that’s where the MONEY is. In this video, Jeb Blount addresses the
