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.
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
Many people are simply not comfortable walking into a room full of strangers and striking up conversations.
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
New to Sales? This One’s For You Congratulations if you are moving into your first sales job or you’ve made a significant career move. Now, stop clapping and start doing your first sales year—
Measuring Customer Growth Is Money In Your Pocket Measurements allow you to see what is in the sales pipeline, what opportunities are active, and what resources you need to grow your accounts. By changing
Success In The Brave New World of Sales Sales is a profession, and unfortunately, it’s a profession that many people fall into or default to as a last resort. So what does it take
Business Etiquette Basics Every now and then, it’s a good idea to refresh some of the basic rules of business etiquette. Here’s a crash course of basic business etiquette that you should know. New
Simple Steps For Selling To Your Target Prospects With Marketing You can’t sell without marketing. Understand your target prospects’ perspective, craft your message, and get out there! Understanding The Value Your Prospect Sees The
