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Recession. Inflation. Stagflation. Stockmarket Free Fall. Energy Crisis. Supply Chain Crisis. Political Divisiveness.War. We are living and selling in a time of deep volatility. It is more challenging to close business, objections are harsher,
Be Right Now When the economy turns sour, fear is palpable. In vain, amid the relentless stream of bad news, people search for certainty where there is none. All You Have Is The Present
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On this episode of the Sales Gravy Podcast, Jeb Blount and Jennifer Smith, CEO of Scribe, give you tips and tactics for working smarter, dealing with repetitive tasks that slow you down, and getting more
The Email Waiting Game Instead of playing the dreaded email waiting game, staring longingly at your empty inbox until your recipient can get back to you, opt for a more direct approach. Here’s a
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Ever wondered how you can get the attention of that elusive prospect you’ve been chasing? You know the one. The big fish that is your ticket to President’s club a huge commission check. You
Be Careful About What Your Body Language is Saying People are watching and evaluating your non-verbal communication. You must be careful that you are not sending the wrong message. During a recent training on
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If you want to succeed at any job, make yourself invaluable. Go the extra mile; make them never be able to imagine what life without you there would be like. – Ross Mathews Selling
Set More Meetings Over the Phone With Stories That Engage Prospects When you don’t have a physical product to show use stories to improve telephone prospecting outcomes. Once upon a time . . .
The humble hand written thank you note is a powerful gesture that helps you deepen relationships with and retain customers. This is Jessica Stokes from my family farm in upstate New York. I’ve been
The time and energy you devote to things that are outside of your control is better spent in areas where you have control. We don’t get to choose what happens in the areas where
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
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
How then do we make coaching conversations productive, efficient, and less stressful for the coach and coachee? With a bit of forward thinking and action and these 3 sales coaching hacks: We all know
This makes the salesperson a shrewd negotiator, choosing to negotiate with the weaker party, making it more likely that a deal is done. One of the things I hear from sales leaders most often
Leverage Friday afternoons for phone calls to people you haven’t been able to connect with or with prospects who are tied tightly to a competitor. It happens every summer. The number of sales appointments
What you want to do is offer value in your visit or demo, and then leave it up to your prospect to decide if it’s worth taking your call or visit any further after
The sales world is coming face to face with a cold hard truth. In this episode of The Marketing Book Podcast with Douglas Burdett, Jeb Blount explains that the sales profession is in the
On this episode of Sales Pipeline radio, Matt Heinz and Jeb Blount discuss emotional intelligence, Sales EQ, and Fanatical Prospecting. You’ll be surprised to hear Jeb’s opinion about how sales and marketing should work
