Twelve Questions That Precede a Purchase
One advantage that salespeople posses is this; aside from being a salesperson, you are also a consumer and a prospect, enabling you to better connect with each prospect you speak with. Think about
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.
One advantage that salespeople posses is this; aside from being a salesperson, you are also a consumer and a prospect, enabling you to better connect with each prospect you speak with. Think about
Selling is the art of creating new possibilities and solutions. Salespeople are responsible for the creation rather than the controlling of solutions for their prospects. As such if you are a highly creative salesperson,
Over the years, I’ve discovered that when sales people tell me that they have prospecting on their “to do” list, what they really are saying is that they “intend” to prospect. When sales people
Certainly, these are unprecedented times, but fundamentals are fundamentals. When you stray from them, you get into trouble. When in trouble, return to the fundamentals and return to consistent and sustainable sales success. In
‘The more we try to maintain control in our lives, the less freedom we create for ourselves,’ illustrates one of the many paradoxes in life. While we may strive to maintain control over our
Here’s the secret to boosting your confidence today; make confidence a choice. Wait, I know what you may be thinking; it sounds too easy. It has to be more difficult than this. Well,
So here’s the scene: Large corporate sales convention in the company’s training center in Washington State; over 250 sales reps flown in from all over the country; Sales directors, V.P.s, sales managers all running
A Top 20% closer is an expert at asking questions, layering those questions, questioning the red flags, etc., and at the end of a prospecting call or presentation, they call can tell you exactly
Just because the media says that the economy is sliding downward does not mean that your sales will be affected. Your mental mindset plays a tremendous role in your success. While it is difficult
Most sales people live a hurried life and time is of the essence. While we agree that in sales, time is money, there is a cost for polluting our bodies with so much junk food that
From blind dates to marriage, here are six lessons from the dating scene that will improve your sales results. I’ve been married to the same man since Noah built the ark, so you’d expect
Developing a deep knowledge of your sales landscape helps you sell more in less time. English navigator Henry Hudson learned the hard way in the 17th century what can happen when you don’t know
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
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
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
“I’m not sure if I have the right people and I am not sure if they’re doing the right things.” — Every Leader I’ve heard this from countless CEO’s, Sales Leaders, and Business Owners over
Understanding how to create an impression that stands out is the way to close the sale in 10 seconds or less. Actually, great sales people can do it even faster IF they make a
In this economy, asking whether you need to sell online or in person is like asking which came first, the chicken or the egg. I was keynoting at a conference last week, when a
Here are some of my favorite screw-ups. Those funny stories that I have seen many of my fellow sales professionals make – me included. Ever realize how much you can learn from watching other
If you don’t invest the time and effort in your projects, you will not enjoy exceptional results. Doesn’t your business deserve the most impressive product possible? Have you ever made spaghetti sauce from scratch
In a world that’s getting noisier by the day, the longer you wait to reveal yourself, the likelier it is that you’ll find yourself stuck in the visibility vacuum. For months (or maybe even
To be spectacular is to be different. Do you encourage your employees to be different, to do different? Are you encouraged to be or do different? There is great honor in being the first
The best way to measure sales productivity is with leading indicators—the KPIs and metrics that predict future revenue and let you fix problems before sales dry up.
Most sales team meetings fail because they aren’t actually about selling. Mike Weinberg says the fix is simple: stop running status updates and start running meetings that make your team more aligned, more energized,
Jumping in to save a rep’s deal feels like leadership, but it trains your team to call you instead of solving problems themselves. Real sales leadership means coaching the rep, not closing the deal
If you want to know how to scale a sales team, document your sales process and prove your close rate before you add headcount, then decide whether your next hire is a leader or
Most sales forecasts fail for a reason no CRM can fix. Sellers stop telling their leaders the truth the moment honesty starts costing them something.
Summary The most effective sales compensation strategy for getting a small team focused on high-value complex deals is to layer a significantly higher reward on those deals without reducing incentives on transactional ones. Pair
Summary When the market shifts, your salespeople are not going to figure it out on their own. That’s your job. As a sales leader, your responsibility is to see the change coming, get ahead
Summary: Most sales managers confuse empathy with sympathy and pay for it in team performance. Jeb Blount breaks down the real difference, why listening first is the most powerful coaching move you have, and
Summary: Q1 is feedback, not failure. Top-performing sales teams use a Q1 sales strategy review to assess whether they have an execution problem or a focus problem, then make targeted adjustments heading into Q2.