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.
Sites like LinkedIn, Facebook, Twitter and others can be powerful tools to help you prospect more effectively. In my new book coming out this September, “High-Profit Prospecting,” I share insights every salesperson needs to
First of all, I don’t enjoy gambling; and second, I really don’t know how to read a horse racing program. When it comes to betting on a horse race, I tend to look at
Wouldn’t you like to know a better opening? Wouldn’t you like to find something that doesn’t sound salesy, yet still breaks the ice and gets your prospect to respond positively? Nothing signals a sales
The key to any sale is getting your prospect to tell you how to sell them. If you can do that, you’ll make your job much, much easier. Today it seems to be harder
Sometimes salespeople do some pretty thoughtless things that make people roll their eyes. Your prospects might not roll their eyes–they just might think that they should. I can promise you that they’re not going
Winners focus on what will go right, not what will go wrong, losers see the sand traps around every green, winners see only the greens—go for the pin! Last week after speaking at a
If you’re going to go to all of the trouble to engage with the prospective client in the process of changing and potentially buying from you, then there is no reason to take half
At the end of the day, you want to make things as easy as possible for the prospect, not turn them into your admin. Last week I received an email from a very friendly
Stop calling, stop emailing, stop begging for one more meeting and stop acting desperate. Dump them and move on. Instead of chasing prospects who don’t want to be caught, invest you time in prospects
Choosing which one to employ depends on what you’re trying to accomplish. Once you’ve made that determination, the decision is easy. I frequently recommend using lead generation, and then in the next breath mention
Too often we get so focused on what we produce or deliver, that everyone in the company loses sight of the real value of the product or service. Aligning everyone in the company to answer one question can
During business hours, unplug the automated answering system. Answer phones the old-fashioned way. Consumer frustration with automated telephone systems, call screening, and poor telephone skills are at an all-time high. So high, in fact,
