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.
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,
If you ask and they have found good examples, you have an opportunity to collect more stories and the new hire quickly learns what will be rewarded. If you ask and they have found
“Go through the ‘no’s’ and hang-ups until someone finally says, ‘yes.’” Ecch! No wonder so many people hate cold calling. “Rejection comes with the territory. If you’re going to cold call you’re going to
Today’s sellers need to be agile and actively looking for problems and opportunities they can help their buyers address or capture. Have you ever thought about the type of sales role you are in?
Water cuts through rock because it is persistent. This persistence over time creates canyons and gorges like the Tallulah Gorge in North Georgia. This same principle applies to sales. When you apply persistence every
The solution is simple and it involves a shift in mindset and action. One without the other is no good. I golf. Upon finishing a round, we often make it a point to socialize
Don’t confuse your sales role with role-playing. Role-playing sends most sellers running for the nearest exit. Everything Terry was taught about sales reinforced the idea that he had to be, “larger than life,” or
Not being interested in a service is very different from not being qualified. Sales professionals need to do their research. The other day I got a connection request from LinkedIn. The person’s profile was
There are five personal attraction strategies you can use to keep things fresh for yourself and your prospects: email, letters, postcards, personal networking and of course, phone pursuit. No doubt about it, prospecting can
It’s when we humble ourselves and admit we could do better and continue to push our activities, efforts, and risk for being humbled that we find the greatness we can really achieve. I cringed
In Malcolm Gladwell’s book, The Tipping Point, there is a story about Paul Revere and the immense influence he had. People knew him. People recognized him. When the needed to get the “word out”
Want to build rapport quickly and get people to like you more? Notice, and bring up similarities. You can easily find out some useful info on a person’s LinkedIn profile or company bio if it’s
