When Hiring Salespeople, You Kiss A Lot of Frogs
“You have to kiss a lot of frogs before you find your prince.” In today’s market, there is just no cushion for hiring non-performing salespeople. If they aren’t driving revenue, then they are pure
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.
“You have to kiss a lot of frogs before you find your prince.” In today’s market, there is just no cushion for hiring non-performing salespeople. If they aren’t driving revenue, then they are pure
The Secret to Reading Your Prospect’s Buying Signals Like a Book Top salespeople and the most successful managers recognize the importance of nonverbal communication in the selling process and have learned to “listen with
Hold Onto the Middle Mindset – It Keeps You Motivated to Never Settle When you’re in first place, it is easy to become settled. Those in the middle know they have to push forward
Thinking Quickly on Your Feet is the Key to Building Authentic Relationships It’s no secret that the higher your emotional intelligence, the better you will be in every aspect of your life, especially in
Overcoming Sales Anxiety Post-Social Distancing is Possible As we return to normalcy post-COVID, many of us are giving a sigh of relief. Most of the ways that we lived pre-pandemic are again becoming our
7 Winning Tricks to Get More Sales Mister Rapid Fire never heard of the 80-20 rule where the prospect does 80 percent of the talking and the salesperson 20 percent. Frankly, I think the
Get Your Prospect’s Immediate Attention With Three Easy Steps! Getting a prospect’s attention is a challenge that most salespeople face – but it doesn’t have to be! Use these three ways to improve your
Stop Putting Roadblocks in Your Own Way! Debt to income ratio, 80% loan to value, simple interest loan, compound loan. These are terms foreign to most people. When people do not understand where their
“Life is short. Hug the people that you love and make sure that they know you love them without hesitation. Anything can happen to anyone, at any time. We all live with this concept
Why Pre-Qualifying Is a Must, While Pre-Judging Is a No-No Pre-qualifying a potential prospect is a great practice. Pre-judging, however, can limit you in many ways. These are the way that pre-judging and pre-qualifying
Get More Leads Into Your Pipeline With Better Prospecting Practices Most salespeople complain that they don’t have enough leads. There is an easy fix for this problem. Start prospecting! There aren’t many certainties in
What Your Sales Toolkit Is Missing Testimonials are drivers of business because they give your prospects independent insight into how you work, how effective your solutions are, and the results others have experienced through
The real cure comes down to first of all believing in yourself and your ability to help others. If you don’t believe you are helping others achieve a better outcome, then little else will
Try to put yourself into your prospect’s shoes. What would you want to hear when you pick up the phone where somebody is interrupting your day? As a brief introduction, we experienced a really
In this article, Mike Brooks encourages sales teams to ask themselves what’s really holding their prospects back from buying. The holidays are upon us and guess what? The teams I’m working with are still
Jeb Blount, Jeffery Gitomer, and Jen Gluckow offer tips, tricks, and techniques for getting past sales objections on this episode of Sell Or Die podcast. Jeb Blount, Jeffery Gitomer, and Jen Gluckow discuss actionable
On this short, high impact video, Jeb Blount and Jeffrey Gitomer battle it out over sales objections.
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
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
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
How do you view yourself as a salesperson? What would happen if you changed that perspective? Sales still slumping along and not where you want them to be? Maybe you need to change your
Billions of dollars are spent every year on carefully crafted impressions by businesses anxious to carve out a valuable position in the minds of their customers. Alas, if only the same thing could be said
Get rid of old beliefs and outdated sales techniques. The new economy demands a new approach and philosophy in sales. The self-help gurus are the best at teaching, “You are what you believe. Your
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
Successful salespeople craft a sales strategy and then periodically pause and reassess – modifying as need be. Recently I was talking with a sales manager who shared an interesting story about sales strategy reviews.
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