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.
I hear all the time from salespeople saying how their prospecting plan doesn’t seem to be delivering the results they need. Everyone needs to continually fine tune their prospecting process. The biggest problem I
Leverage Friday afternoons for phone calls to people you haven’t been able to connect with or with prospects who are tied tightly to a competitor. It happens every summer. The number of sales appointments
When I got back to the office that Monday, I found that the top producers were already there and they had even written some deals already. When I was about to go home at
“You may not realize it when it happens, but a kick in the teeth may be the best thing in the world for you.” – Walt Disney When I read this quote, I immediately
Savvy B2B companies invest in and teach in inbound lead gen skills to their people. It helps you gain valuable visibility into the intentions of your sales prospects, and gives you a way to
On this episode of Sales Pipeline radio, Matt Heinz and Jeb Blount discuss emotional intelligence, Sales EQ, and Fanatical Prospecting. You’ll be surprised to hear Jeb’s opinion about how sales and marketing should work
My family taught me Midwestern values that prioritize humility and hard work. My grandpa kept his head down, mowed the lawn every Saturday until the year before he died, worked hard and supported his
This makes the salesperson a shrewd negotiator, choosing to negotiate with the weaker party, making it more likely that a deal is done. One of the things I hear from sales leaders most often
This technique builds value in the most important part of any sales transaction — you and your belief in your product or service. You hear it all the time — if your price is
“I realized years ago that my job is not selling cars. My job is to give customers every possible detail and every reason to make the decision to work with me, my dealership and
If one does not challenge their team to move forward, to improve their skill levels, to work more effectively, 90% of salespeople won’t. The top 10% either don’t need the change or the challenge,
In sales, most people think their job is to sell a product or service. Wrong. A salesperson’s job is to help your customer buy, to help them find the exact product or service that
