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 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
This hard-hitting and thought provoking episode of the Sales Gravy Podcast features a deep conversation on the state of sales leadership. Jeb Blount, author of People Follow You and Frank Cespedes, a Harvard Business
Successful Sales Negotiation Made Easy It’s important to be intentional during every step of the sales process, but especially at the negotiation table. Even after you close the deal, the discussions you have during
On cold calls, to grab attention your message and approach needs to be relevant. There are 5 questions to answer before you make that cold call that will help you develop a message that
The Status Quo Objection A common objection you might run into when prospecting is the status quo objection. Your prospect will tell you that they’re happy with their current provider, or that they simply
‘Busy’ Does Not Mean ‘Productive’ The best account managers know how to stay busy doing the sales activities that are the most productive. Being ‘busy’ only matters if you are taking actions that move
Why Great Sales Leaders Are A Little Paranoid Great leaders have to be a little bit paranoid because they can help their team uncover holes or problems well before they emerge. As long as
Leverage Your Current Client Base To Find New Clients When you achieve leverage, your client will transform into an advocate. They will provide testimonials, references and case studies powerful enough to attract other prospects
The #1 Trade Secret Of Pro Buyers After a lengthy new client acquisition process, the time has come to submit a proposal including pricing. Countless hours are spent formulating a glorious proposal that details
The Fine Art of Being a Phenomenal Top Performer Want to know what it takes to be a phenomenal salesperson? Here are the 5 P’s that will help you remain aligned with the values
Forward-Thinking Leaders Stay Ahead of the Curve Forward-thinking leaders have their thumb on the pulse of their team, their organization, and the ever-changing landscape of modern business. Here are 10 tips for staying ahead
On this episode of the Sales Gravy Podcast, Jeb Blount, author of Virtual Selling, discusses the power of collecting video testimonials from your customers with film maker and producer Bruce Himmelblau. You’ll learn just
