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.
Leveraging The Prospecting Winds It all comes down to your mindset. Prospecting sucks. But, with determination, perseverance, and the prospecting winds at their backs, they are able to leverage and overcome challenges to close
Listen to this podcast as Keith Lubner, Executive Vice President and Head of Training and Consulting at Sales Gravy, and Greg Reffner, Abstrakt CEO and Co-founder, discuss how to succeed in a remote
Brett asks Jeb, “I made 40 prospecting calls and couldn’t get anyone to pick up the phone. How to I get people to answer the telephone when I call?” On this Ask Jeb episode,
Sometimes, The Best Sales Tactic Is Silence As salespeople, we must resist the urge to satisfy our own instinctive need to feel important by talking too much. Here’s a WWII story about how, in
There are Only Two Objectives of Initial Sales Meetings It’s important to understand that there are only two objectives of initial sales meetings: qualify the opportunity and create enough interest to compel your stakeholder
The Art of Accepting Feedback As human beings, our fear of rejection stems from our evolution. However, if you do not face your fear of rejection by asking your clients for feedback, you could
In sales, deals are often won or lost on how well you engage stakeholder’s in sales conversations. On this episode of the Sales Gravy Podcast, Jeb Blount sits down with AJ and Johnny, hosts
How to Have Better Conversations With Gatekeepers Use these techniques for engaging in productive sales conversations with gatekeepers and you’ll have a better chance of differentiating yourself from the hundreds of other sales reps
To reach peak performance and productivity, sales professionals need to be physically fit, because mental energy is limited by physical energy. Here are three steps you can take today to improve your sales fitness.
Sales Leaders Must Make Time for Sales Team Meetings Regular weekly sales team meetings are one of the keys to spending more time with your team and keeping their skills and attitudes sharp. Busy
If more sales reps would do this one thing (hint: talk to people) their sales would instantly increase. On this short, powerful episode of the Sales Gravy Podcast, Jeb Blount answers a fan question
Snail Mail Isn’t Dead When it comes to making connections with hard-to-reach decision-makers, gaining familiarity with a prospect, and maintaining a relationship with your past and current clients, snail mail can’t be beat. Here’s
