Tips for Recent Grads
Everyone will have to work hard but you are going to have to work harder than everyone. There is absolutely no substitute for working your ass off. Many of us in the class of
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.
Everyone will have to work hard but you are going to have to work harder than everyone. There is absolutely no substitute for working your ass off. Many of us in the class of
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.
Holding on price in a down economy is not easy, but it is doable, and, in fact, it is essential! Discounting on price is not a sales strategy. It’s an impulsive move made by
In this crisis, it is ok to get down. That makes you human. It’s just not ok to stay down. If you can look up, you can get up.
In a crisis like this it is easy to move away from the basics that matter most in sales in the search of bright shiny things. The basics are boring but, in a crisis,
Uncertainty Means Lots of Objections Objections. When things hit the fan – inflation, economic upheaval, market disruption, recession – you’re going to still get lots of them – even when you’ve got empathy packed
On this daily sales briefing, Jeb Blount discusses the four things you need to be doing right now to protect your sales job during the coronavirus crisis.
During unplanned timeouts in business, the very best companies and ultra-high performers embrace that gift of time and leverage it as much as possible. There are some excellent anecdotes concerning the value of leveraging