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.
Budget Doesn’t Cut It When Qualifying Asking these qualifying questions to uncover potential competitors will prevent you from being blindsided at the end of your presentation. Over the years, the most important qualifiers for
On this episode of the Sales Gravy podcast, Jeb Blount’s (Virtual Selling) and Alex Goldfayn (5 Minute Selling) teach you how to eliminate cold calling by talking with people you already know. Jeb: On
On this Sales Gravy podcast episode Jeb Blount (Virtual Selling) and Alex Goldfayn (5 Minute Selling) discuss why text messaging is not a substitute for talking with people. This is Part One in our
Beware of Selling on Autopilot Here’s what happens over time: as you begin to learn your product, and begin to learn what the customer’s going to say and ask, you stop listening. Many salespeople,
There is hardly a leader on earth that doesn’t yearn for accurate, predictable sales pipeline forecasting. The good news is that there are three elements of sales forecasting, that when mastered, will give you
Follow These Tips to Breakout of Your Sales Slump It’s happened to all of us: One month, we’re hitting home runs out of the sales ballpark; the next, we’re swinging and missing on every
To Hire Top Salespeople You Need a Winning Process Follow this seven step process for hiring top salespeople that will help you get new salespeople ramped up faster, reduce turnover and build a strong,
Do you usually feel good about your first call? Often, a salesperson’s first call with a prospect does not go as well as they hope. Here are three steps for making a great first
Successful salespeople know that small cumulative steps, done every day, bring the most impactful results. The good news is, all it takes is one more call. The grand majority of gimmicky sales advice is
On this Sales Gravy Podcast episode Jeb Blount (Virtual Selling) and Anthony Iannarino (Eat Their Lunch) get down and dirty about why salespeople need to adopt a phone first approach to outbound prospecting sequences.
Every Sales Manager’s Real Priorities The reason coaching is so important to sales is that the more you develop your sales team, the better your sales team becomes. There are dozens of tasks and
Virtual Selling is Here to Stay Unless you’re floating in a sea of delusion hoping for the winds of change to blow you to safety, you’ve at least started blending virtual selling into your
