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.
I’ve seen professionals taking notes during meetings on their laptops, tablets, or smartphones, and there are few better ways to get a prospect to disengage than by using these “eToys” during initial meetings –
Prospects prefer an ally over an adversary. They want more listening and less talking. And they deserve service over manipulation. Have you ever asked yourself what your customers think about closing questions? The fact is, they think
Use this checklist to determine why your email list may not be performing up to your expectations. Your lead generation email list is one of the top four factors that cause marketing campaigns to
So what do you do to keep your cool when the customer is chewing you out? Most of the time, it is not even your fault. A day in the life of a business
Not all times of day are equal: how to structure your team’s day for optimal focus and flow. If you’re a sales leader, then you spend a lot of time thinking about your team’s
Leading companies are building stronger, more reliable, and recession-proof pipelines. When times get crazy. When there is uncertainty in business. When the markets take us on a roller coaster ride. When the world seems
As we transition out of Selling in a Crisis, we will continue The Daily Sales Briefing, a podcast which includes a short sales training topic and audience Q&A.You can join Jeb Blount and Sales
The Most Versatile Virtual Selling Tool Ever since Alexander Graham Bell uttered the first words on the first phone over 140 years ago, “Mr. Watson—come here—I want to see you,” the telephone has been
Although there are many prospects who are open to talking when you demonstrate empathy and relevancy, there are also some emotionally charged jerks that seem intent on hurting you and making it personal. The
Being able to inspire your clients to share their true experiences with you is critical. It’s even more important that they feel you’re truly listening. I was excited to take some friends to one
On this episode of the Sales Gravy podcast, Jeb Blount discusses entrepreneurship, self-reliance and why sales professionals need to view themselves as entrepreneurs with Duct Tape Marketing’s John Jantsch, the author of the new
People buy from you, not because you understand, but because they feel understood. As a sales professional, I urge you to rethink NO. Who knows what buyers mean when they say no? I certainly don’t.
