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.
When you provide the right solution for the right problem, you will never ever need an elephant gun to kill a fly. How many times do salespeople, especially those involved in services, attempt to
Early in my career, my sales manager called me into his office. On his desk was a spreadsheet that told the story of a curious pattern in my deal-making. He pointed out that I
If your pipeline is not coinciding with revenue, you’re likely to be questioned about it at some point which is all the more reason to keep it true and tight. Sales pipeline. If you
Warning: If you can hear a pin drop during your presentation, your audience may be asleep. Which one of the following is an example of a good listening skill? (A) Address your customer’s objection’s
Put in place an appreciation plan and system that touches your clients at least 4 times a year, if not more. It can be as simple as sending cards – physical cards in the
Part of the reason so many small business owners are crazy busy is because they are not 100 percent forward-thinking leaders. “We don’t have a budget as much as we need to take this
How frequently in business do we continue to ride dead horses? From ineffective marketing to misaligned operational systems to poor management, all continue to exist even though they are, simply speaking, dead horses. Years
What if rejection wasn’t the thing that you were afraid of, but instead it was the goal? I speak to a lot of small business owners who have just started their company and they
Often, when a sales rep knows the right way to ask for the sale, they’ll be more inclined to do so! This common error costs more sales than most sales leaders are willing to
We all have troublesome customers who take up much more of our time and energy than our other customers. However, we continue to spend an inordinate amount of time on their demands and continue
Sales managers are all around us; those in the selling game have likely encountered multiple. Like salespeople themselves, they have a wide range of qualifications, personality traits and work ethics, but the role of
The service you provide is professional, but when a customer recommends that service to someone they know, it then becomes a very personal act. It demonstrates a high level of trust that someone has
