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.
Quarantine is often worse than spam because the intended recipient has no idea that the e-mail exists. It’s always fascinating to see how previous experiences such as jobs and careers benefit you in unexpected
There are several reasons for inaccurate sales forecasting, however, the two below are the most common I see when working with sales organizations. Monday mornings start off with sales meetings and the infamous sales
A good place to start is to analyze your customer service from your customer’s perspective. Is providing exceptional customer service a top priority at your company? Do all your customer-facing personnel work to exceed
Feeling down? Having a bad day? Dealing with the blahs? Well, take heart. You are not alone. You are far, far from alone. “I need a hug!” said the voice of a sad salesperson
There’s not a lot you can do about the national economy but there is a lot you can do about your personal economy. ~Zig Ziglar Many years ago when it was reasonably safe to
Your management team may have implemented a team selling model with great expectations for success. However, team selling doesn’t always live up to its potential. To Team Or Not To Team? Does this sound
Tips for Building a Successful Process for Onboarding New Salespeople To build and sustain a high-performing sales team you must begin with successfully onboarding new salespeople. Getting it right from the start will help
Your challenge is that you can’t use a positive sales approach with a negative person. Are you too positive? If you’re like most salespeople—and most salespeople are—you’re pretty positive. The same is true if
It’s often difficult to motivate sales reps to focus on developing expertise when they want to develop relationships, but the two can go hand in hand. Trust is Not Enough For many years, developing
How do you view yourself as a salesperson? What would happen if you changed that perspective? Sales still slumping along and not where you want them to be? Maybe you need to change your
Billions of dollars are spent every year on carefully crafted impressions by businesses anxious to carve out a valuable position in the minds of their customers. Alas, if only the same thing could be said
Customers and prospects want to know that you understand their issue, tell them how you’re going to fix it and how much it costs…pronto. There are several ways to deliver your sales message in
