Leverage the PASTOR Pitch to Sell More
How many times have you gotten to the meeting but your pitch fell flat? You went in guns blazing, thinking the hard part was over and you’d land the deal—but instead you face-planted. It’s
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.
How many times have you gotten to the meeting but your pitch fell flat? You went in guns blazing, thinking the hard part was over and you’d land the deal—but instead you face-planted. It’s
Confidence can make or break your sales success before you even open your mouth. Whether you’re about to make a high-stakes call, step into a big pitch, or lead a meeting, your mindset is
Cindy is struggling to set appointments and handle the “How Much Does it Cost?” objection. She recently switched from media sales to the home services industry. Suddenly, she finds herself making all her own
No matter if you’ve had a great month, closed a big deal, or made it to the winner’s circle at President’s club, winning makes you more vulnerable to losing. A Winning Message for Sales
You’re stalled. You’re stuck. You’ve plateaued. No matter how you put it, you’re seeing your sales hit a rut. And let’s face it, you’re in a rut, too. So, how do you pull yourself
Matt from Grand Rapids says, “If I don’t make my cold calls, our pipeline will go dry.” He is juggling everything from operations to customer service escalations, all while trying to generate fresh leads
If you’ve hung around me for longer than five minutes, you’ve heard me say that sales is about talking with people. The fact is, the more people you talk with, the more you’ll sell.
You nailed the pitch. The budget was there. The decision-maker was engaged. So why did the deal go cold? The problem might not be your process. It might be you. Before a prospect buys
Caroline is dealing with a dilemma so many sales professionals face this time of year: How do you shake off a mid-winter rut and regain your momentum when it’s cold, dark, and everyone else
Everyone has been there. You’ve spent months working on a deal only to find out that you were talking to the wrong person. After conducting three discovery meetings and a demo, the stakeholders level
Three weeks ago it warmed up here in Augusta, Georgia, so I played hooky from work to take advantage of the nice weather and play a round of golf. While I was waiting for
In sales – especially in product knowledge training – we’re taught from day one how to pitch, how to present, and how to overcome objections. We rehearse our spiels, memorize talking points, and perfect
Are you ready to stop playing “supermarket roulette” with your prospects? Wouldn’t it make you feel accomplished at least knowing regardless of the outcome, that you did everything on your end to move the
On this Sales Gravy Quick Tip, Jeb Blount reveals the real secret to superstar sales success. The good news is it’s obvious and within your grasp.
Many so-called “sales experts” are quick to tell you that they have the one path to prospecting salvation or the top secret for making sales prospecting easy. Run away from these charlatans as fast
Opening, rather than closing, is the most important phase of selling because it’s binary. It’s akin to doing science without Newton’s first law or acknowledging gravity. It’s like trying to be a fighter but
What I love about Jeb is his charismatic ability to weave personal stories from his time in the trenches into his material. He has a great sense of humor, no nonsense approach and always
Sales Gravy CEO Jeb Blount joins Tim Martin on this episode of the Success Is Voluntary podcast to discuss two of Jeb’s bestsellers: Fanatical Prospecting, and his most recent release, Objections. From establishing micro-commitments, to
There are two types of sellers – Rain Barrels and Rain Makers. One waits for leads to show up, the other gets after it and makes it rain. On this podcast episode, Jeb Blount,
It’s easy to get overwhelmed with prospecting. Where do you even start? In this short video, Jason Eatmon, who is a Sales Gravy master trainer and author of BOSS, teaches you how to take
The Four Types of Sales Objections Jeb Blount explores strategies and techniques for effectively skipping past the 4 types of sales objections. On this episode, I have a conversation with Chris McDonough. He’s a
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,
If you ask and they have found good examples, you have an opportunity to collect more stories and the new hire quickly learns what will be rewarded. If you ask and they have found
So, what separates the great channels from the “not-so-great”? Great channel organizations truly focus on what really matters. By doing so, these companies and their people are able to accelerate revenues, increase market share,
Your management team may have implemented a team selling model with great expectations for success. However, team selling doesn’t always live up to its potential. To Team Or Not To Team? Does this sound
Tips for Building a Successful Process for Onboarding New Salespeople To build and sustain a high-performing sales team you must begin with successfully onboarding new salespeople. Getting it right from the start will help
It’s often difficult to motivate sales reps to focus on developing expertise when they want to develop relationships, but the two can go hand in hand. Trust is Not Enough For many years, developing
In the context of selling, a blind spot is something you commonly do within your sales interactions that potentially threatens your success. And here comes the kicker… you’re not aware of it. I’m a
Sales is about relationships. Your sales team can boost your company’s image by blogging, contributing to trade publications, and presenting within your marketplace. Use the Sales Team to Uncover Success Stories Success stories are
The question you must ask yourself is: “Does this secrecy make good business sense in today’s marketplace?” How This Joke Hurts the Small Business Bottom Line Small business owners understand that profitability is critical
Many sales managers don’t like having the difficult conversations—who does? But as a leader, it is part of your role. You’re a top sales producer that has been rewarded with a promotion to sales