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.
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
Know When to Walk Away From Bad Deals Don’t fall victim to the Sunk Cost Fallacy and spend time with a prospect that will never buy, simply because you invested a lot of time,
Sales is NOT about selling strategies, it’s about winning the internal game. Selling strategies (how to close, how to cold call, etc.) are very helpful, good, and necessary, but if you don’t understand the
5 Tactics to Create Scalable Sales Skills Ultra-high performers have sales skills that are built to scale. These skillsets are responsible for their adaptability and achievements, even during tough economic times. The following tactics
How to Bounce Back After Getting Rejected on Prospecting Calls It’s a fact of life in sales. You are going to get rejected on prospecting calls. How you bounce back after getting rejected is
Webinars are an excellent channel for sales lead generation. Done well, webinars allow you to engage more prospects, improve the data in your CRM, and open up more pipeline opportunities.
