10 Reasons Why Sales Is Leadership
Why Leadership May Be The Most Important Sales Trait “Sales is leadership and leadership is sales.” It’s been said that to be a successful salesperson, not only do your listening skills have to be
Why Leadership May Be The Most Important Sales Trait “Sales is leadership and leadership is sales.” It’s been said that to be a successful salesperson, not only do your listening skills have to be
On this episode of the Sales Gravy Podcast, Jeb Blount (Sales Gravy CEO and author of Sales EQ) and Graham Hooper (CEO of Ellison Technologies) discuss the keys to leading your sales team in
Sales Preparedness is the Hardest Part of Sales Effectiveness Sales preparedness is usually a reflection of personal preparation. Get ready. Get set. Go! The hardest part is “get ready.” In sales, it’s known as
How NOT To Respond to ‘No’ There are six common mistakes salespeople make when they hear “no” from a prospect. They might take it personally, not understand the reasons for the rejection, and give
On this special episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams and bestselling author of Coffee’s for Closers, Tony Morris, dive into the art of great discovery, how
Email Prospecting Doesn’t Work If Your Email Gets Deleted Crazy busy prospects make decisions to read or delete your prospecting email in 3 seconds or less. This is the Glimpse Factor. Three Seconds to
Pain Motivates Buyers to Act A universal and timeless truth is that pain is a greater motivator than pleasure. Therefore, to compel prospects to buy from you, sell the pain. “So, what exactly is
On this episode of the Sales Gravy Podcast, Jeb Blount sits down with celebrity chef and entrepreneur Vera Stewart, to learn how persistence and a “never take no for an answer” mindset helped her
The Six-Figure Secret While being a top 20% producer and income earner is obviously a nice place to be, the next question I get is, “How do I get there?” The answer to that
I’ll admit it’s an individual call, dependent on any number of factors, but here’s the deal as I saw it. As a salesperson, I can’t make excuses and I have to be in control
Introducing a salesperson to cold-calling is the same as Edison introducing electricity to the world by demonstrating the use of the electric chair. It’s universally known that sales professionals hate cold calling. And, yes,
Instead of wasting time figuring out an impressive response, spend time understanding what caused the objection in the first place. Identify what you are doing, or not doing that triggered the money objection in
It is a proven fact that when a customer comes into a business and asks specifically for a particular salesperson, the closing percentage is 60% or higher than a person who is drawn in
Sales Myth: If I provide great customer service I will never have to prospect Sure, that sounds great. Providing great customer service is what every company and salesperson feels they need to be doing.
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
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
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
If you don’t invest the time and effort in your projects, you will not enjoy exceptional results. Doesn’t your business deserve the most impressive product possible? Have you ever made spaghetti sauce from scratch
In a world that’s getting noisier by the day, the longer you wait to reveal yourself, the likelier it is that you’ll find yourself stuck in the visibility vacuum. For months (or maybe even
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
