Tips For Making The Most Of Your Next Trade Show
Best Practices For Promoting Your Business At Trade Shows Trade shows are a great way to get in front of lots of potential customers, all in the same place at the same time. Are
Welcome to the Sales Gravy blog, where salespeople and sales leaders get better every week. We publish new sales training articles and podcast episodes three times a week, covering prospecting, cold calling, objections, negotiation, and leadership, written by Jeb Blount and the Sales Gravy trainer team.
Best Practices For Promoting Your Business At Trade Shows Trade shows are a great way to get in front of lots of potential customers, all in the same place at the same time. Are
If you want to find new clients – and who doesn’t, you need to do 3 things: Intimately understand your target market Articulate the benefits that you provide Overcome meeting rejection with a
There Are No Quick Fixes In Sales We live in a quick-fix society so it’s no wonder that many salespeople look for the magic cure or band-aid solution to increase their sales. However, I
When You Improve Phone Skills, You Improve Your Customer Experience It may not be your department, your issue or your job, but if it is the customer’s problem, you need to show concern. You
5 Tips For Joining The Top 20 Percent Of High Performers Why is it that 80 percent of the sales and revenue in any company or industry is made by the top 20 percent
Are You Really Confirming Appointments, Or Are You Canceling Them? If you’re not intentional about the way you confirm an appointment, you may wind up giving your prospect an opportunity to back out of
Get Past These Networking Challenges To Make Connections With Confidence Many people are simply not comfortable walking into a room full of strangers and striking up conversations. Here are five common stumbling blocks that
On this special episode of the Sales Gravy podcast you’ll step into the shoes of a Senior Vice President of Sales. Jeb Blount, Jr. (A.K.A. JBJ) interviews Ammon Woods who is the Senior Vice
Influence and Persuasion Are Not the Same Thing There is a big difference between influence and persuasion. Salespeople who understand this difference consistently outperform those who do not. There’s a reason Dale Carnegie didn’t
If You’re Not Asking For Referrals, You Should Be! If we, as sellers, don’t recognize that most businesses operate on referrals, what are the odds that the average customer does? How many of you
Build Relationships With Gatekeepers Tricks or tactics to “bypass the gatekeeper” may get you some surprise face time, but it’s often at the expense of the deal. Winning over a gatekeeper can often be
Sales Requires Action — So Get Out There! ‘Sales’ is an activity. It isn’t something you do once the phone rings. It is something you have to actively participate in for your business to
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.
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