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.
Complacency is hindering business growth and costing your sales teams new opportunities, valuable accounts, and profitable relationships. Here are three signs of complacency in your sales teams and how to squash it. Your sales
Sellers need individual business plans because personal performance planning fosters quota and territory ownership, accelerates the adoption of best practices, and builds a foundation for sales productivity accountability. It is surprising how few sales
Leaders cannot manage what they don’t measure. Therefore sales metrics and sales management are interconnected. For this reasons, it is imperative that sales managers and leaders clearly understand the metrics that matter. Sales Activities
Learn how to build a winning voice mail messaging strategy for multi-touch follow-up sequences that compel prospects to call back.
Well-crafted positioning questions are the secret to sales differentiation: they help your buyers think twice about the solution they have or could have and disrupt the status quo. At a very young age, I
What makes a women successful in sales? Selling in B2B accounts is not easy for any salesperson. Successful female salespeople acknowledge the power of their selling styles and how they differ from their male
Our team at Sales Gravy interviewed Ken Thoreson, president of Acumen Management Group, Ltd. As a sales management thought leader, Ken is recognized as an expert in sales execution, channel management, revenue generation, sales
Just because certain sales productivity practices are commonly accepted does not mean they work best. The sales floor is a high-pressure, results-driven environment– which is why so much emphasis is placed on sales productivity.
Despite being awash in numbers, more sales data has not resulted in better sales performance. Therefore, it is critical that leaders understanding the sales metrics that contribute to effective sales management. Sales Activities, Sales
A sales rep shouldn’t be your only business-development plan any more than email campaigns can be your only lead-generation tactic. Sales are up. Leads are coming in. We don’t need to keep paying for
On this discussion with Dylis Guyan, host of The Inspired Selling Podcast, I discuss that most failure in sales – especially for business owners – is caused by the failure to prospect consistently. The
For new sales leaders, there are three fundamental keys to building trust with your sales team and getting off to a great start in your new role: Competence, Consistency, and Concern. If you are
