12 Ways To Improve Your Performance This Year
12 Tactics For Positive Change Most sales of us want to make a positive change in our life, career, relationships, and income. The good news is that you can make incredible changes in your
12 Tactics For Positive Change Most sales of us want to make a positive change in our life, career, relationships, and income. The good news is that you can make incredible changes in your
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On this episode of the Sales Gravy Podcast, Jeb Blount and Colleen Stanley discuss the importance of Reality Testing sales pipeline opportunities. **Please note that this episode was recorded in a restaurant in Milan
I Didn’t Think I Needed A Coach Working with a coach changed my career and my life. I became a better salesperson and trainer, a better mom, and a better person. It was worth
Success Doesn’t Come Easy For Ultra-High Performers Ultra-high performers aren’t born knowing how to sell— they have just learned to adapt. Here’s how your setbacks can set you up for success, and the three
Struggling To Build A Connection? Try This! Sometimes you just won’t click with a buyer right away. This doesn’t mean you’ve hit a dead end! Try out these two suggestions for enhancing engagement and
Who Are You Really Competing Against? Sports newscasts typically talk about the upcoming games of the day. They say things like, “this pitcher is going against that pitcher”, “this quarterback is matched up against
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In today’s world there are few barriers to career change. Top sales talent can walk out of your door to another career opportunity at any time. This puts more pressure on sales leaders than
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They say you can’t make more time. On this episode of the Sales Gravy Podcast, I challenge you to consider how you can make more time through improvements in sales productivity and reinventing the
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Economic winter is coming. Storm clouds are brewing. And with it is going to be a recession. On this episode of the Sales Gravy Podcast, Jeb Blount discusses why you need to prepare right
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
There are few opportunities in life to accurately predict the future, but paying attention to leading indicators now is an opportunity not only to predict, but to change the future course of your sales.
Pay attention and adapt your style to that of your prospect and customer. I work with great salespeople and the most successful know how to connect with a variety of buyers. Salespeople are taught
Stop thinking your job is done when the contract is signed. Stay on the ground. Remain active even after the deal is closed. Redefine Closing the Sale It’s time to reframe how we think
To create true sales predictability (and avoid Sales Whiplash), it’s critical to consider both independently, and to have your pipeline numbers influence your forecast output. Drastically Refine Your Sales Pipeline This Year Understanding that
When you are winning deals, it’s easy to slip into a euphoric mindset and completely forget about the process that got you there in the first place. Out of all the sales rules, there
What would happen to your business results if you just said “no” a little more often? Building business demands that you, as the solo professional, wear many hats. In wearing all of these hats,
For both parties in this exchange, there is a lot at risk at this moment. This is why a collaborative selling approach continues to be important…This approach ensures that your mind is engaged, before
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
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
That stumped him. And that’s the whole point. Most sales reps sell just like he does: leading with features and benefits sure that if they just say the right one or ones, in the right
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,
Once you lie to your customer, it is reasonable for them to assume that you are willing to lie whenever it serves your interests. If there is one thing I can count on each
If a business’s professionals can’t provide the red carpet treatment – or any help at all – what is the point of spending money on technology and marketing? I don’t’ understand. Why does a
Jeb Blount and Anthony Iannarino discuss the biggest mistake salespeople make and how to avoid the stalled deal.
