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.
Loyal customers will take your company to the next level because of their long-term patronage, and willingness to tell everyone about you. I can’t imagine any business professionals saying are thinking that satisfied customers
A professional actor would never walk out onto a stage without warming up their instrument to make sure they are communicating at their best. What is your most powerful sales tool? Your website? Video
Early right actions make it easier to accomplish future critical milestones and prepare the team for unforeseen issues that arise later. Do you sometimes wonder how they do it? You know who I mean
Have you ever noticed that the speakers/presenters who capture your attention the best are storytellers? Everyone loves a story! Spotlight, the Oscar winner for Best Original Screenplay in 2016, proved yet again that a
Just as there is a set of best ways to paint a room, so there are sets of best ways to ask a question, seek an appointment, build rapport, make a presentation, close the
If you’re going to bypass mid-level gatekeepers, you have to be strategic, and you also have to use the right tone & pace, so you can be perceived as someone who truly cares about
You never get a second chance to make a first impression. What can you do to make it an amazing experience? Get creative! I remember my first day of my radio station job. I was
I’m not ready to just toss voice mail out into the sales-o-sphere — there’s still hope and opportunity for it to hold a prime spot in the sales mix. But that will require a
Do you find yourself saying what you would have, should have or could have done after you fix a problem? This is a sign that you ignored a danger signal. Life is filled with
Whether you are just learning the language of sales or improving your game as an already successful SalesMaker, there are six timeless principles to keep in mind. The sales industry has changed dramatically over
Having patience is giving the client their space, while at the same time being proactive to help them solve their issues. It’s not being aggressive, but assertive. It’s nearing the end of the fiscal
So, what separates the great channels from the “not-so-great”? Great channel organizations truly focus on what really matters. By doing so, these companies and their people are able to accelerate revenues, increase market share,
