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.
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
In this crisis, time is your greatest asset. Yet you cannot control time, you can only control YOU. On this selling in a crisis daily briefing you’ll learn why protecting the Golden Hours is
It seems counter-intuitive that people are still picking up the phone during the coronavirus shutdown but, they still are. This is a great time to reach out to your prospects and customers and make
On this episode of the Sales Gravy Podcast, Jeb Blount and Mark Hunter, Author of the new book A Mind for Sales, discuss what it takes to develop a winning sales mindset. You’ll learn
You see, when you are with a prospect, you only have so much time before your meeting ends. Once you leave that meeting, your opportunity is only as good as the information you receive.
This article will review the first four stages of a typical sales pipeline; the next and final piece in our series will review the last four. Measuring your sales pipeline as a percentage complete,
Why is Emotional Intelligence relevant to those of us in the sales profession? It’s relevant because it’s one of the most important foundational skills/ competencies needed to improving sales results. Selling Competencies One of
The unaware salesperson will assume this “no” means “no sale” and move on. Well-educated sales pros understand that this “no” just means, “let’s talk some more.” As a sales professional, I urge you to
Learning how to maximize your time is a process, not something you possess. Be gracious in your mistakes, while challenging the current way you operate. How To Run In Time….Not Against It I wish
Are you ready to stop playing “supermarket roulette” with your prospects? Wouldn’t it make you feel accomplished at least knowing regardless of the outcome, that you did everything on your end to move the
