Finding Value in Investments Sets Successful Leaders Apart
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
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.
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
The real power of testimonials comes from the fact that they’re not polished…they’re authentic and from the heart. When we receive positive testimonials from clients, it might seem difficult to ever find fault with
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
Everyone can learn to network. Salespeople and entrepreneurs need to become expert at it. Do you network effectively in a crowd? Do the time and money you spend attending association meetings and events turn
If their objection is truly a legitimate one, their explanation will provide you with information which will help you address it. The simplest techniques can be so effective. I heard a call where a prospect
You have to let go to reach out. I believe every business should be letting go of the bottom 10% of their clients each year in order to make room for better, more profitable
Your buying vision needs to be closely linked to the specific customers you are looking to do business with. Create a vision in their minds about why they should buy from you. It sounds