“Socially Engineering” Your Prospecting Calls
Social engineering is asking for information from people that will help other people and the organization as a whole. One reason that most “cold” calls fail and result in rejection is that sales reps
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.
Social engineering is asking for information from people that will help other people and the organization as a whole. One reason that most “cold” calls fail and result in rejection is that sales reps
Is there anything worse than living in constant state of inaction or paralyzing fear? Yes,…I believe it’s called a state of regret. Robert Ringer’s book title, “Action! Nothing Happens Until Something Moves” says it
In a recent sales productivity study we conducted for one of our clients, we learned that while their sales reps spend more time on selling activities compared to the external benchmark, they spend a
If you rely on the features and benefits of your product or service to create differentiation… good luck! Start differentiating through the quality and relevant value of your daily interactions with your customers and
The door to a balanced success opens widest on the hinges of hope and encouragement. ~Zig Ziglar General Colin Powell, the son of immigrants from Jamaica and retired Chairman of the Joint Chiefs of
You are part a profession that has the power to dramatically affect and empower our society in a way that many other professions cannot. As you enter professional sales (whether this is your first
Consider how much time and effort you and your sales team spend preparing RFPs. What if you could do this faster and improve your success rate? What Are the Three Most Critical Success Factors
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