Ultra-High Performers Are Fanatical Prospectors
The difference between average salespeople and UHPs is, more often than not, their mindset about prospecting and pipeline.
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.
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
Philip is a character licensing agent in the Philippines. His job is to connect beloved brands, anime titles, video games, and comic properties to companies that want to put those characters on their products.
Summary LinkedIn hands salespeople more research than any other platform on earth, and most of them still send messages that get deleted on sight. This article covers the LinkedIn outreach mistakes I see constantly,
Caroline from Dayton, Ohio asked a question a lot of salespeople are wrestling with right now: How do you use AI efficiently without losing your human touch? It is a great question. And the
Here’s a question that cuts to the heart of what makes sales hard: What do you do when your commodity is identical to every competitor’s, the buyer knows it, and the only lever they
Buyers don’t experience your good intentions—they experience your process. In the age of AI, the sellers who win are the ones who remove friction and make buying effortless. Key Takeaways: How to Remove Friction
Let me ask you: What if the biggest thing standing between you and your next closed deal had nothing to do with your product knowledge, your pricing, or your pitch? What if it came
Here’s a question that keeps salespeople up at night: How do you build a powerful personal brand without stepping on your company’s toes? That’s the question Taylor Deadrick asked me during a recent live
Here’s a question that keeps salespeople up at night: How do you ask for more compensation when you’re getting competitive external job offers without sounding like you’re issuing an ultimatum? That’s the question posed
Here’s a problem that’ll make your head spin: What do you do when you can sell way more than your company can produce? That’s the question posed by Dylan Noah from Toronto. Dylan sells
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.