Winning in Sales with a Dinner Table MBA
It isn’t everyone who can say they got an education in sales at the dinner table, but for my brother and I, that’s exactly where our education—and our love of sales—began. My father was
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.
It isn’t everyone who can say they got an education in sales at the dinner table, but for my brother and I, that’s exactly where our education—and our love of sales—began. My father was
Every sales professional has a horror story that still makes them break out in a cold sweat years later. The deal that imploded spectacularly. The customer interaction that went sideways in ways you couldn’t
Here’s a problem that’ll tie you in knots: You’ve got a killer software solution that saves companies massive amounts of money on employee benefits. You know exactly who needs it: Fortune 1000 companies with
The year was 1938. Families across America gathered, listening during the golden age of radio. On the eve of Halloween, a broadcast interrupted their evening: A live report claimed Martian cylinders had landed in
Success comes down to knowing exactly how to wield this technology. AI will supercharge every aspect of your sales process when you know how to use it properly.
AI in sales isn’t coming soon. It’s already here, and it’s quietly separating the salespeople who will thrive from those who won’t. On the Sales Gravy Podcast, sales expert and author Victor Antonio shares
Here’s a question that’ll keep you up at night: How do you take a company from $300K in annual revenue to $1.5 million in 18 months, then scale to $3-$5 million within five years?
I’ve been intrigued by all of the LinkedIn posts lately from sales professionals, leaders, and experts proclaiming the phone is back! Even the “phone-is-dead” evangelists seem to have had a change of heart and
Every week, someone asks me: “Jeb, do I need Sales Navigator to prospect on LinkedIn?”My answer: No. But you do need a system. LinkedIn is the most powerful prospecting platform on earth. It’s a
Your sales team has the tools. They know the pitch. The CRM is full of leads. So why are half your reps still missing quota? The real issue? Most sales leaders are managing activity
Here’s a question that’ll make your head spin: How do you train MLM recruits who have zero sales experience to actually sell instead of just posting on social media and hoping for the best?
You’ve probably heard it a hundred times lately—AI is coming for your job. Every week, there’s a new headline about another role being automated, another company replacing people with bots, another “AI agent” that
Regardless of why we are leaving a voicemail, it is a tool we frequently use, and there are specific strategies you can employ now to make your messages stand out and be remembered. We
Learn how to build a winning voice mail messaging strategy for multi-touch follow-up sequences that compel prospects to call back.
On this discussion with Dylis Guyan, host of The Inspired Selling Podcast, I discuss that most failure in sales – especially for business owners – is caused by the failure to prospect consistently. The
Gryphon Networks sat down with Jeb Blount, CEO of Sales Gravy and bestselling author of Fanatical Prospecting and Sales EQ, to discuss misconceptions about cold calling and overcoming the fear of picking up the phone and being
When you build a hunter-based sales culture, you accelerate sales productivity and pipeline velocity. On this Enterprise Sales Podcast with Noah Goldman, Jeb Blount, author of Fanatical Prospecting shares the secrets of ultra-high performing
Use this checklist to determine why your email list may not be performing up to your expectations. Your lead generation email list is one of the top four factors that cause marketing campaigns to
Although there are many prospects who are open to talking when you demonstrate empathy and relevancy, there are also some emotionally charged jerks that seem intent on hurting you and making it personal. The
People buy from you, not because you understand, but because they feel understood. As a sales professional, I urge you to rethink NO. Who knows what buyers mean when they say no? I certainly don’t.
Uncertainty Means Lots of Objections Objections. When things hit the fan – inflation, economic upheaval, market disruption, recession – you’re going to still get lots of them – even when you’ve got empathy packed
Short Answer What is priming in sales? Priming in sales is exposing your buyer to specific words, images, stories, and questions that shape their emotional state before you ask for the sale. Buyers who
Steal this trial close technique and exact scripts to motivate buyers to make decisions and act without making big price concessions.
Salespeople fail at cold calling for five common reasons. Fix them and the phone starts producing appointments again.
Most salespeople are looking for the secret edge that will move them to the top of the sales ranking report. The truth though is that there isn’t just one thing that separates top performing
Short Answer How honest should you be in sales? Completely. The moment a customer catches you in even a small lie, like fudging how long a meeting will run, they have every reason to
The best pitch I’ve ever heard about didn’t have a single slide. It had an ax, an elevator, and a crowd that had no idea what was about to happen. The sales storytelling techniques
Sales complacency is the silent performance killer that sets in after winning — and the only defense is returning to the fundamentals that built your success in the first place. Key Takeaways When Success
Quick Summary Reading buyer signals means recognizing the behavioral and psychological cues prospects send before they ghost you, and using that information to keep deals moving toward a real decision. Key Takeaways Listen to
When results drop and motivation fades, the fix is to increase your prospecting activity above your normal baseline, not wait until you feel ready. More calls create more conversations, more conversations create more opportunities,
The sales player-coach — carrying a personal quota while also helping build and lead a team — is one of the hardest roles in sales, and most people in it burn out quietly. Surviving
Key Takeaways When people leave training, why don’t they all perform at the same level? Training and coaching occupy different positions in the development process. One without the other leaves the job half done.
You just promoted your top performer to your newest sales leader. They crushed quota six quarters in a row. Closes deals in their sleep. Customers love them. The team respects them. On paper, it’s
I spent an afternoon at Ramsey Solutions in Tennessee with Jason Williams, Vice President of Sales for the EntreLeadership Division. What stood out wasn’t the size of the operation or the fancy building. It
A book of business that isn’t growing is dying. When your team drifts into “farmer mode” and stops hunting new logos, it’s on leadership to make prospecting non-negotiable again. Key Takeaways: How to Get
“You know, at the core of Working Genius, what it does is it allows us to avoid guilt and judgment—guilt about ourselves and judgment of others.” That’s Patrick Lencioni, bestselling author and organizational health
Quick Summary Founder-led sales teams struggle to scale because the entire sales system lives in the founder’s head. Major clients only trust the founder, reps can’t replicate instincts they were never taught, and every
“That chip on my shoulder made me less empathetic, more rushed, too eager to solve things too fast, and less thoughtful. That chip built me, but then it started to tear me down.” I
“You can’t be more committed to somebody’s success than they are.” That insight comes from Colleen Stanley, author of Be the Mentor Who Mattered, during a recent conversation on the Sales Gravy Podcast. It’s