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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.
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.
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
On this Sales Gravy Quick Tip, Jeb Blount reveals the real secret to superstar sales success. The good news is it’s obvious and within your grasp.
On this episode of the Sales Gravy podcast, Jeb Blount (author of INKED) and Darryl Praill (CMO of Vanilla Soft) discuss the new paradigm and mash-up of sales and marketing. If you want to
Many so-called “sales experts” are quick to tell you that they have the one path to prospecting salvation or the top secret for making sales prospecting easy. Run away from these charlatans as fast
It seems to me that all the social media in the world won’t substitute for “real” selling. I’ve been a sales consultant and trainer for a long time, 27 years in fact, and when
Question From Paolo Dionisio: Love your books! Just bought and read your book on Objections. In the red herring section you talk about defaulting to ignore. How would you go about responding to the red
Negotiation starts with increasing the size of the pie. To negotiate effectively you have to make the pie as big as possible. Countless. That’s exactly how many times I have been told by sales