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.
Here’s a question that’ll make every salesperson’s blood pressure spike: What do you do when your cold call gets an objection in the first five seconds because prospects immediately stereotype you as something you’re
You’re at a networking event and someone corners you. For the next ten minutes, they talk nonstop about their vacation, their dog, their new car. You’re not having a conversation. You’re trapped in their
Imagine that you’re so angry about a business deal gone wrong that you grab a chisel, find a slab of stone, and spend hours carving your complaint. That’s exactly what a Mesopotamian merchant did
Virtual sales appointments are easy to skip—but no-shows aren’t a people problem, they’re a systems problem. Build commitment at every step and prospects show up. Key Takeaways: How to Stop Virtual Sales No-Shows Sales
You’ve got a champion. Someone inside the account who gets it. They love your solution, they’re fighting for your proposal, and they’re feeding you intelligence about the decision-making process. So you’re golden, right? Wrong.
“You know, at the core of Working Genius, what it does is it allows us to avoid guilt and judgment—guilt about ourselves and judgment of others.” That’s Patrick Lencioni, bestselling author and organizational health
On this first Monday of the second month of the year, it’s time for a gut check. First, we need to check where we are against our new year goals. Next, we need to
Quick Summary Founder-led sales teams struggle to scale because the entire sales system lives in the founder’s head. Major clients only trust the founder, reps can’t replicate instincts they were never taught, and every
Here’s a question that’ll change how you think about this profession forever: What’s the one moment that reveals you’re built for sales success? For most people, that moment never comes. They stumble into sales,
I’m not sure if you noticed this, but there is a massive gap between what salespeople and leaders know and what they actually do. I’ve written 18 books and trained hundreds of thousands of
“That chip on my shoulder made me less empathetic, more rushed, too eager to solve things too fast, and less thoughtful. That chip built me, but then it started to tear me down.” I
Here’s a question that’ll make your head spin: You just inherited 50 neglected accounts, and your customers feel taken for granted. How do you reposition yourself as a high-value partner instead of just another
