Closing The Sale One Commitment At A Time
Closing the Sale Should Not Be Hard Closing the sale is easy if you follow your sales process and gain commitments along the way. Sales managers are always asking me for help teaching their
Closing the Sale Should Not Be Hard Closing the sale is easy if you follow your sales process and gain commitments along the way. Sales managers are always asking me for help teaching their
What Are You Waiting For? Just Send The Text Text messaging is a largely undiscovered gold mine where prospecting is concerned. Follow these tips for leveraging text as a prospecting channel and you will
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On this episode of the Sales Gravy podcast, Jeb Blount (People Follow You) sits down with Leigh Cantrell and Rob Matura who are Regional Vice Presidents at Cigna to discuss the keys to leading
5 Step Sales Call Planning For Your Best Sales Week The average salesperson only spends about 25 – 30 percent of his/her work week actually talking with prospects and customers. Sales Activity Orientation Is
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On this episode of the Sales Gravy Podcast, we are switching things up to take on a very important topic— Chronic Lyme Disease. Jeb Blount (Sales Gravy) and Fred Diamond, co-founder of the Institute
Coaching is a Powerful Tool For Professional Growth Getting the most out of a coaching relationship requires that you approach it with the right attitude, expectations, and mindset. Before becoming a Sales Gravy master
Coaching is the Key to Reaching Higher Levels of Performance A good coach will help you reach your goals, and improve sales performance quickly. Improve Performance Fast There aren’t many things that will improve
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
I hear all the time from salespeople saying how their prospecting plan doesn’t seem to be delivering the results they need. Everyone needs to continually fine tune their prospecting process. The biggest problem I
As a call screener, my job is to protect the time of the decision maker that I work for – so I need to make sure I’m not passing through calls that are going
Just like salespeople create a daily action plan for sales, salespeople should plan to prospect. Set the goal – what outcome is desired from prospecting? Be sure the goal is “SMART” – Specific, Measurable,
The important part is getting the readers to reply. If you can start a conversation with a prospect, even just over email, your chance to close the deal skyrockets. You and I both know you
Choosing which one to employ depends on what you’re trying to accomplish. Once you’ve made that determination, the decision is easy. I frequently recommend using lead generation, and then in the next breath mention
Stop calling, stop emailing, stop begging for one more meeting and stop acting desperate. Dump them and move on. Instead of chasing prospects who don’t want to be caught, invest you time in prospects
What is the real objection to buying your product? The “price is too high” is usually just a smokescreen to some other objection. Ask the right questions and you’ll get the answer. Do they
What you’re trying to do is isolate and uncover what the objection or stall is going to be at the end so you can position yourself to deal with it and advance the sale.
Objections are not deal killers. Sometimes, they are deal enablers, helping the salesperson to understand the buyer’s real needs and requirements. Zig Ziglar was the best-known sales trainer in the world. The man from
To be spectacular is to be different. Do you encourage your employees to be different, to do different? Are you encouraged to be or do different? There is great honor in being the first
Chris Beall, CEO of ConnectAndSell, and Jeb Blount, CEO of Sales Gravy, discuss the economics of building and running highly productive sales teams. As with virtually every aspect of our world, even the field
If you don’t like to sell, it means that you are doing it wrong. Stepping in with courage and determination into a sales conversation is the most powerful aspect of your business. The biggest
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
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
People are Human Sounds pretty silly, right? Sometimes I find myself forgetting that everyone has their own perspective. We can start to assume that others think and feel the way we do, but this
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
I want to believe that sales professionalism has evolved. I want to believe that at this time, everyone “gets” that the buyer matters most in the sales conversations. Yet, that isn’t what I’ve experienced.
If sales people (especially in a consultative sale environment) don’t learn the fundamentals of a consultative sales process, they will just stay mediocre at best. So, what are some of the basics that are
