Shed Your Wishbone and Grow a Backbone
The reason salespeople fail to get what they want is they fail to ask. Instead of asking they beat around the bush and passively wait for their prospect to do the work for them.
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.
The reason salespeople fail to get what they want is they fail to ask. Instead of asking they beat around the bush and passively wait for their prospect to do the work for them.
So what’s your team’s Sales EQ? Here are three emotional intelligence skills to look for in your next hire. You’ve met this person. They are brilliant. Their ideas are creative. Yet no one wants
In one of our most intense podcast episodes ever, Jeb Blount and Alex Goldfayn discuss why salespeople who want to make more money must re-learn how to use the phone.
The fourth quarter is prime time for sales teams. Manage Q4 well and you’ll make your number and more. Manage it poorly and you’ll pay for your mistake well into the new year.
For leaders, nothing is more important or critical than trust. If people do not trust you, they will not follow you.
On this podcast episode learn the keys to leading and coaching ultra-high performance from respected sales thought leaders, Jeb Blount and Alice Heiman.
If you are using these three words you need to stop. They add no value, trigger reflex buyer scripts, and stall your deals in the pipe.
On this podcast episode, Jeb Blount and sales leadership guru, Ken Thoreson, discuss how and why modern sales management has changed and where sales leaders need to place their focus to be successful.
When it comes right down to it, there is only one question that matters in life. On this podcast episode Jeb Blount tells the story of how a rag-tag, under-dog football team learned this
There are often plenty of sensible reasons why people underperform, but there is never a good reason why you should tolerate it in your growing business. It’s Not Enough to Just Go Looking For
The glaring gap in your hiring process is that you are hiring salespeople with no prior experience in lead generation. Are You Tired Of Hiring Bad Salespeople? You may have seen this movie before.
How can you enjoy sustainable and predictable revenues? Here are three ways that can make you the right kind of leader of the sales pack. It’s the second quarter of the year and revenues