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.
Get Jeb Blount’s Best-Selling Book INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal At the strategic level, sales negotiation is like a chess game,
Projecting, which is all too common for salespeople, will cost you dearly at the sales negotiation table. A few years back, my wife and I bought our dream home. It was on a stretch
The Four Types of Sales Objections Jeb Blount, the Author of Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No does a deep dive into the four objections you
The most obvious symptom of sales whiplash is your company crushing its revenue targets one quarter, only to fall completely on its face the next. We’re a few months into the New Year, so
Opening, rather than closing, is the most important phase of selling because it’s binary. It’s akin to doing science without Newton’s first law or acknowledging gravity. It’s like trying to be a fighter but
What if you could increase your sales by 20% or more by doing one simple thing that requires about 15 minutes prior to making a sales call? Would you do it? Would you be
On this Sales Gravy Quick Tip, Jeb Blount reveals a tried and true technique for closing your next sale.
To vet your sales reps and their progress fully, ask them specifically about the progress they’ve made during the time since your last meeting. This allows you to keep a finger on the pulse
On the final episode of our podcast series on Why Introverts Can Sell, Jeb Blount (Inked) and Mathew Pollard (The Introvert’s Edge) discuss why emotional resilience is a requirement for introverts in sales. Then they reveal
When you’re marketing products or services to businesses, the decision-maker’s main concern is always going to be the bottom line and whether your product or service makes or saves them money. Business productivity is a great
On part FIVE of our podcast series on Why Introverts Can Sell, Jeb Blount (Inked) and Mathew Pollard (The Introvert’s Edge) discuss the pursuit of happiness and why knowing what makes you happy is one of
It takes courage to admit you could be a better sales rep and confidence to believe you can change. It takes nothing to create excuses. The 4th quarter has ended. If you’re like me,
