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 sales player-coach — carrying a personal quota while also helping build and lead a team — is one of the hardest roles in sales, and most people in it burn out quietly. Surviving
Summary I spend my weekends on an ice rink. I have never been a competitive ice skater, not even close. But every Saturday morning, I’m out there at 5 a.m., ankles screaming, pride perpetually
You’re on LinkedIn every day. You’re posting, commenting, engaging with prospects, and doing everything the “experts” told you to do. Your activity metrics look great. Your pipeline looks terrible. And you can’t figure out
Key Takeaways When people leave training, why don’t they all perform at the same level? Training and coaching occupy different positions in the development process. One without the other leaves the job half done.
Caroline from Dayton, Ohio asked a question a lot of salespeople are wrestling with right now: How do you use AI efficiently without losing your human touch? It is a great question. And the
We all have the same number of hours in a week. The same golden hours. Yet so many sales reps do a poor job of protecting them. I have a customer who sells into
You just promoted your top performer to your newest sales leader. They crushed quota six quarters in a row. Closes deals in their sleep. Customers love them. The team respects them. On paper, it’s
Here’s a question that should stop you in your tracks: What do you do when you’re booking meetings but prospects keep ghosting you? That was the challenge posed by Brittany, a sales rep watching
Have you ever had a moment where the answer you were looking for was right in front of you? I’m talking about a giant neon sign moment where you realize that a strategy is
Morgan Keim, founder of Ocean Ridge Capital, raised over $400 million in venture capital before he turned 35. One of his companies alone pulled in over $300 million pre-revenue—convincing pension funds and VCs to
Here’s a question that cuts to the heart of what makes sales hard: What do you do when your commodity is identical to every competitor’s, the buyer knows it, and the only lever they
You’ve heard people say, “Sales is a grind.” And they’re right. Sales requires relentless effort. You’ve got to make the calls, run the process, deal with internal roadblocks, handle piles of rejection, and show
