Sending Out Business Cards And Notes
Send notes and cards to anyone with whom you do business or anyone with whom you would like to do business. Your relationship to people and their level in an organization will determine the
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.
Send notes and cards to anyone with whom you do business or anyone with whom you would like to do business. Your relationship to people and their level in an organization will determine the
There are advantages to an automated system. It saves money in salaries and benefits. It prevents old-fashioned phone tag by allowing people to leave detailed messages in their own voice with clear and correct
Don’t you wish that along with those bizarre directions on how to set up and use your phone—the ones written by the people who designed the phones and therefore already know how to use
Do tattoos and body piercing belong in business? There seems to be an increased number of people with tattoos on their body and a variety of body piercing. Body piercing used to be limited
As a media crisis trainer, Ms. Hoffman advises her client to figure out what their audience will be wearing and to go one step above. The same rule applies in all areas of business.
The same overall rules apply to women’s work attire as apply to men’s. Business clothing is not a reflection of the latest fashion trend. A woman should be noticed for who she is and
If you choose to vary your business attire depending on the day’s schedule, make sure that you are prepared for the unexpected. Have a change of clothes at the office. And remember that it
Many of my clients tell me that their sales team are made up of a bunch of service people or farmers. The challenge in difficult times are that new customers are risk averse to
The key to success during a downturn, aside from surviving, is to further entrench yourself with your existing client base and at the same time look for ways to penetrate and position your product
It is up to us to respect time and give it both meaning and value. If you want to know the value of a year, ask a P.O.W. that has lost his freedom. If
If you were to poll all of your customers as to why they bought from you, they would respond with a variety of reasons. What follows are the most common reasons why people choose
The greatest obstacle in making a purchasing decision is fear. When it comes to selling, you better handle the prospect’s fear or it will handle you. Fear of making the wrong decision. Fear that
The difference between average salespeople and UHPs is, more often than not, their mindset about prospecting and pipeline.
In this podcast, Jeb Blount tells the real truth about why you suck at prospecting and gives you the tips, tactics, and techniques you need to keep your sales pipeline full.
On this podcast, Jeb goes head to head with the great Jeffrey Gitomer on some of the toughest objections faced by sales professionals.
Rejection points you in the right direction. It toughens you up and makes you stronger. It tells you when you are on to something big!
The Social Proof Heuristic is a powerful way to minimize fear. On this podcast, you’ll learn how to leverage it to make it easy for your buyer to move forward.
On this podcast episode Jeb Blount answers the number one question we get about prospecting and gives you the secret to timing your telephone prospecting calls.
One of your goals going into any sale is to deal with the potential of inaction. Risk is a big factor in sales, and there are many ways to manage, mitigate and maneuver risk.
On this episode of the Sales Gravy podcast, Kendra Lee and Jeb Blount discuss cold email prospecting techniques. Kendra Lee is the author of The Sales Magnet and one of the top experts on
Talking comes easily for most sales reps, but getting others to listen is a bigger challenge— and a critical element to your long-term success. Many sales reps have convinced themselves (and try to convince
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,
Giving critical feedback to your salespeople is a key element of coaching and improving sales behaviors. It’s also challenging for sales leaders to do it the right way. Giving salespeople feedback is hard to
Are You Facing Sales Fatigue? These team building techniques will ensure that your organization will exceed your goals this year and create a culture of high performance. Holding frequent success meetings and instilling passion
There are Two Fundamental Classifications of Salesperson The difference between Sales Pros and Sales Reps is important for business owners, executives, and sales managers who want to accelerate revenue growth by acquiring new accounts.
On this episode of the Sales Gravy Podcast Jeb Blount (People Follow You) and Kristie Jones discuss the trials and tribulations of building and sustaining a sales accountability culture. You’ll learn that without accountability
The Case for Virtual Training Virtual Instructor-Led training blends the social benefits of classroom training with the speed, agility, and cost effectiveness of e-learning. These are the seven ways that virtual training has become
Keep Burnout At Bay Especially now, burnout threatens the best of sales teams. Fight it by focusing on recovery, not on hours worked. How can team leaders keep burnout from closing in? Of all
Don’t Just Coach the Numbers When coaching your sales team, always put the focus on what your team members did to achieve great sales results, rather than purely on the numbers. Are You Guilty
Great Ideas for Sales Contests It is a sales leader’s objective to make sales contests a fun experience. Creating fun in your sales culture with different types of contests will help you achieve different
Delivering An Excellent Customer Experience Many elements make up an effective customer service training program. Here are seven secrets we use as a base to introduce customer service reps to the fundamentals of delivering