The Only Three Things You Can Control In Sales
We often let our worries about the things we have no control over take control of us. This stands in the way of what we need to do in order to achieve our goals.
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.
We often let our worries about the things we have no control over take control of us. This stands in the way of what we need to do in order to achieve our goals.
Winging it is stupid. Top athletes and ultra-high performing sales professionals warm up and prepare BEFORE going into the game. What kind of sales call preparation gives you the competitive edge?
Here are some insights that might help you and your team prospect more effectively. Most organizations want to prospect Fortune 1000 companies. While tempting, it can be a bit like boiling the ocean. After
In this video, Jeffrey Gitomer, Jeb Blount, and Jennifer Gluckow discuss the two types of objections: The ones that we respond to. The ones that are prevented in the first place. A solid sales
Part of displacing your competitor may also include displacing other priorities. I had an interesting conversation with Hank Barnes last week. We were discussing competitive displacements, a euphemism for stealing clients from your competitors,
Stop beating around the bush! If you want something, you have to ask for it assumptively, assertively, and confidently. When you do, the answer is more likely to be “yes”.
What works to get your attention, or what have YOU found works to get your prospect’s attention? In all the noise and all the clutter you must stand out or your human-to-human connection will
Salespeople sometimes treat LinkedIn like just another cold prospecting tool, and they end up engaging their prospects in a pretty abrasive way. A few weeks ago, I received a LinkedIn message from a user
I don’t know about you, but when someone tries to push, shove, coerce, chase me into buying from them….I RUN THE OTHER WAY. It all started with Sex and The City. One of the
The 3p’s holding you back from prospecting are: Procrastination, perfectionism, and paralysis from analysis. They are the enemies of prospecting and building pipeline in sales.
Ah, the life of a salesperson. Perpetually condemned to sleazeball status, pushing unneeded or unwanted services on prospects who have no interest in those wares, only to run off into the sunset with briefcases
Baseball players and sales professionals don’t have much in common. However, Elite athletes and Ultra-High Performing sales professionals know their numbers because that’s where the MONEY is. In this video, Jeb Blount addresses the