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
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
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
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
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
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
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
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
It’s evident that time is a critical factor in completing sales, building and keeping the relationship. Given that, what strategy does your dealership have in place to shorten the time it takes to close
The only asset you have that is in limited supply is your own time. When a slow customer takes up too much of it, you lose. The time you’re spending with them is preventing
At the end of the day, you want to make things as easy as possible for the prospect, not turn them into your admin. Last week I received an email from a very friendly
The key to any sale is getting your prospect to tell you how to sell them. If you can do that, you’ll make your job much, much easier. Today it seems to be harder
Too often we get so focused on what we produce or deliver, that everyone in the company loses sight of the real value of the product or service. Aligning everyone in the company to answer one question can
