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.
What does average mean, especially in today’s workplace where the lack of employee engagement drains profits? Where it drains the performance of hard working employees who go beyond expectations? Years ago, a wise mentor
Think about everywhere you go each day, and ask yourself how many missed engagements and connections are all around you? Then ask yourself, if a connection opportunity presented itself, how ready would you be?
By gaining a working understanding of nonverbal communication, you will be able to reduce sales pressure, build rapport quickly and dramatically increase your sales prospecting effectiveness! The 1960 Presidential Debates between Vice President Nixon
Social engineering means talking to people other than your prospect in order to gather information to help your prospect. Use social engineering and you will make your prospecting calls much smarter! Buyers today expect
Get Familiar with Webcam Technology We really have only two choices: we can whine about how uncomfortable webcams make us, or we can embrace the technology and use it for our benefit. Our ever-increasing
Regardless of why we are leaving a voicemail, it is a tool we frequently use, and there are specific strategies you can employ now to make your messages stand out and be remembered. We
One of the most impactful ways you can increase your wins and connections is to keep your sales skills and practices fresh. Adapting your approach is the key to outgunning the competition. I don’t
The trigger-response-regret loop occurs when a salesperson tries overcoming an objection. Change the story and change the emotion for better sales outcomes. Emotional management is a key selling skill. After meeting with a challenging
If you wouldn’t say or ask something in a face to face conversation, then don’t say it in a chat. Live chat can be a game-changing tool for turning website visitors into customers. In
To build a winning sales team, and avoid making deadly mistakes, you need a scalable, predictable, and data-driven approach. Mistake #1: Hiring salespeople with your gut Hiring rock star sales people is the most
On this podcast episode, Paul Smith and Jeb Blount discuss selling with stories. Jeb shares a fascinating story from his book, Sales EQ, about a young sales rep who worked for a truck leasing
Each moment of your sales day, you make three choices about time management. You can choose, impactful activities, important activities, or trivial activities. The choices you make are the most consistent predictor of sales
