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
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
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
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
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
