Building Rapport with Commonalities
Commonalities might be good starting points but sellers need to be a little more subtle about how to use them and if they can’t be subtle and conversational and real about it, they should
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.
Commonalities might be good starting points but sellers need to be a little more subtle about how to use them and if they can’t be subtle and conversational and real about it, they should
Here are four things that you can do to ensure that you retain more clients and increase your prospecting success. Wouldn’t it be easier, and certainly faster, if all we had to do to
As you look ahead into the new year, your future is unwritten. At this pivot point you have the opportunity to shape your future. In this podcast, Jeb gives you the 3 keys to
When the benefits outweigh the cost, the result is value. Value is the most important thing you can offer. When my wife asked me to come into the kitchen on a Sunday afternoon, my
You must realize that leading someone does not consist of getting them to do what you want, but putting value on what they want. I’ve been a leader in various organizations and of teams
If staying connected is so important, why doesn’t everyone stay in touch? Did you meet an interesting individual at the last networking lunch? Or, maybe you were recently introduced to someone at a neighbor’s
The non-productive salesperson doesn’t really have a defined sales process so they are busy pursuing prospects that are never going to buy. You’ve all seen this salesperson. He looks busy, complains there isn’t enough
On this podcast, Anthony Iannarino and Jeb Blount discuss why is critical to find the CEO of the problem.
On this podcast, Jeb Blount and Anthony Iannarino do a deep dive into discovery – the most important part of competitive displacement selling.
Jeb Blount (Fanatical Prospecting) and Anthony Iannarino (Eat Their Lunch) discuss why getting in the door in the first place is the most crucial step to eat their lunch.
For human to human relationships, no skill is more important than listening. On this Sales Gravy Quick Tip, you’ll learn seven keys to effective listening.
On this podcast Jeb Blount, author of People Follow You, and Will Frattini, Sales Leader at Zoominfo, discuss the challenges of leading sales teams in rapidly changing environments.