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.
The highest peaks require humility, the mundane days require discipline, and the deepest valleys require strategy. At some point in your career, if you haven’t experienced one already, you will face what many consider
How to Create a Value Offer That No One Else Can Compete With 74% of buyers choose the company that is the first to add value. Here are four secrets to creating a value
As a leader, the number one way to ensure that your team gains the highest ROI on your training investment, is by getting involved. It communicates that you take the training seriously and you’ll
5 Tips For Keeping Procrastination at Bay Procrastination is self-sabotage in disguise— it derails us from completing tasks and holds us back from our bigger goals. These 5 tips for keeping procrastination at bay
Why You Should Start Reversing Objections Reversing objections is counter-intuitive, highly effective, and requires superior preparation and courage. You must consider the response that requires the most confidence, preparation, quick-thinking, understanding, and sales talent.
Ask These Unique Interview Questions To Find Your Next Great Sales Rep There’s no perfect system that can guarantee you’ll hire the right person every time. But there are fundamental guidelines you must follow
On this #AskJeb, Jeb Blount takes a question from Becca who wants to know what to do when prospects hang up on cold calls. Getting hung up on can be disconcerting, discouraging, and often
How Poor CRM Management Leads To A Poor Customer Experience Neglecting CRM management can be a fatal mistake. Opportunities will fall through the cracks and you might end up treating existing clients like they
Before You Promote That Salesperson to Sales Manager… Often, top performing salespeople are promoted to sales manager roles with the expectation that their talent, drive, and success will motivate the rest of the sales
How To Sound Natural Over The Phone If you sell for a living, sooner or later you have to pick up the phone for prospecting, follow up, and sales calls. To be effective, you
Sales professionals set themselves up to fail by neglecting proper sales call preparation. Here are ten of the most important things you can do to prepare for your next sales call.
The Dreaded “I Am Not Interested” Objection Nothing, absolutely nothing, cuts a conversation with a prospect shorter than a brusque, “I am not interested.” Knowing how to respond to this objection can make selling
