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.
Summary Your attitude arrives before you do in every sales conversation. Before buyers process what you’re saying, they’re already reacting to your energy, tone, and presence — on the phone, on Zoom, and in
Confidence isn’t something you wait for. It’s something you build, one conversation at a time.
Quick Summary Q1 surfaced a consistent theme across our best podcast conversations: the reps who win consistently are the ones who treat the fundamentals (goal setting, communication, prospecting discipline, and self-awareness) as non-negotiable. In
Summary: Most sales managers confuse empathy with sympathy and pay for it in team performance. Jeb Blount breaks down the real difference, why listening first is the most powerful coaching move you have, and
Summary: Why people buy has far less to do with logic than most salespeople think. Buyers make decisions driven by emotion first, then justify those choices with rational explanations after the fact. To close
Summary: In sales, relaxed assertive confidence is the calm, settled belief that when you ask, the answer will be yes. It is one of the most reliable traits separating top-performing salespeople from those who
Here is a question that comes up more than you might think: What do you do when your company is pushing you to have bigger, more strategic conversations with C-suite executives, but every relationship
Summary: Q1 is feedback, not failure. Top-performing sales teams use a Q1 sales strategy review to assess whether they have an execution problem or a focus problem, then make targeted adjustments heading into Q2.
Quick Summary: The most effective way to rehearse a sales pitch is to practice out loud in front of real people until you own the story, not just recall it. When you reach that
Philip is a character licensing agent in the Philippines. His job is to connect beloved brands, anime titles, video games, and comic properties to companies that want to put those characters on their products.
Summary Elite sales performers differ from good ones in three key ways: they regulate their nervous system to lead conversations instead of react to them, they operate with clarity and alignment between their identity,
Summary LinkedIn hands salespeople more research than any other platform on earth, and most of them still send messages that get deleted on sight. This article covers the LinkedIn outreach mistakes I see constantly,
