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.
Will Customers and Prospects Accept Virtual Sales Calls? Sales professionals are worried about getting customers to accept virtual selling. This is the real secret to getting your customers to not only accept, but love
Snail Mail Prospecting Opens Doors Snail mail prospecting works because, unlike overflowing email in-boxes, the physical mail box is empty these days. Therefore, when salespeople send snail mail, they stand out. This is exactly
Starting a B2B Podcast is a Smart Virtual Selling Strategy On this episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) and James Carbary (Content-Based Networking) discuss how starting a B2B podcast can
Sales teams can achieve dreamy results when they nap at work—if they do it right. Learn how the simple act of napping at work can strengthen your sales team, and how to implement it
The Shift to Selling From Home In April, “The Great Quarantine” threw sales organizations out of their bull pins and into the home office. This forced sales managers everywhere to accept working from home
Select your communication method based on what is most effective for your prospect. Too many salespeople choose the follow-up method based upon their own personal comfort levels, rather than the most effective tool for
Ultimately, Commission is Why We Do What We Do Many commission plans are confusing, so it is especially important that you ask (and re-ask if necessary) to have the commission plan clarified for you.
Accelerating the Adoption of Virtual Selling Skills in Field Sales To remain relevant and productive field sales professionals must adopt virtual selling skills now. The fact is that virtual selling is here to stay
How to Increase Sales With a Next Selling Strategy Upselling, cross-selling and next selling is the triple threat for any company looking for ways to grow their revenue with their existing customer base. Leveraging
How to Coach the Talented Slacker Jane, high-performing sales leader a wants to get the year off to a great start. However, she is frustrated with one of her most tenured sales reps –
Is Projecting Your Values on Buyers (Selling Like You Buy) Holding You Back? Do not sell the way you buy. Projecting your values on buyers – beliefs, assumptions, and mindset – has a detrimental
The key to consistent production is sales-specific emotional intelligence. Prioritizing human connection over technical skill in a sale will naturally force the inconsistent performer to change. A few years ago, the Carnegie Institute of
