Pursuing Sales Results vs. Developing Your Team
I recently had lunch with a highly successful VP of Sales of a Pharmaceutical company. He explained that he was frustrated with the members of his sales management team, who he felt were focused
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.
I recently had lunch with a highly successful VP of Sales of a Pharmaceutical company. He explained that he was frustrated with the members of his sales management team, who he felt were focused
The information that a prospect wants to hear is not necessarily dependant upon the questions they ask, but more so on the questions that you ask. The only questions that you can control and
When asking a prospect questions, be sure that your questions succeed in achieving the following objectives. 1. Be direct and candid with your questioning and communication. Do not be vague or tiptoe around the subject
We all make mistakes, but often it is hard to admit them and more difficult yet to say those key words, “I’m sorry.” When you have offended someone in business, a sincere apology is
Today’s job applicants are encountering a lack of courtesy that is all too common. Businesses are flooded with applicants for every opening and many are showing a lack of respect for job seekers by
Imagine this: you’ve worked for hours putting together the proposal that your prospective client requested and are finally ready to hit the send button. You envision the recipient checking e-mail immediately and contacting you
The first place to start is with a good quality card to show that you value your clients and colleagues. Skimping on your selection can be interpreted in a number of ways. Your recipients
Could you use a few more referrals? “Go the extra mile” when providing service and turn the customers you serve into advocates to help you promote your business. Your referrals and follow on business
Joe has been Tom’s manager for the last 2 years. Tom is a hard worker; “every time I go out with him we have a full and busy day”. Tom has an excellent understanding
It’s crunch time and your sales are down, what can you do? I faced a similar situation in 2003. As VP of Sales of a Canadian pharmaceutical organization we faced the SARS crisis. Access
One of my clients analyzed their sales figures and discovered that more than 80 percent of their revenues were generated by fewer than 20 percent of their customers. They strategically choose to improve their
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
These 7 tips will help you maximize your sales, generate better leads, and create long lasting customer relationships. Cold calling potential prospects can be frustrating and hard. Whether you are doing it in person or
You must be proactive and have a plan set in place when you reach a prospect’s voicemail. Voicemail – your best friend and your most frustrating adversary. On one hand, it allows you to
“Go through the ‘no’s’ and hang ups until someone finally says, ‘yes.’” Ecch! No wonder so many people hate cold calling.” Getting to ‘Yes’ During a Cold Call “Rejection comes with the territory. If
Social engineering is asking for information from people that will help other people and the organization as a whole. One reason that most “cold” calls fail and result in rejection is that sales reps
“Go through the ‘no’s’ and hang-ups until someone finally says, ‘yes.’” Ecch! No wonder so many people hate cold calling. “Rejection comes with the territory. If you’re going to cold call you’re going to
There are several reasons for inaccurate sales forecasting, however, the two below are the most common I see when working with sales organizations. Monday mornings start off with sales meetings and the infamous sales
Jeb Blount and Karen Briscoe discuss the Secrets of Fanatical Prospecting and the Key to Success on the 5 Minute Success Podcast.
Rejection is an inevitability that we all face and a powerful key to finding success in sales, business, and in life, is to become rejection-proof. In this video, Jeb Blount, CEO of Sales Gravy, and
In this video, Jeffrey Gitomer, Jeb Blount, and Jennifer Gluckow discuss the two types of objections: The ones that we respond to. The ones that are prevented in the first place. A solid sales
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,
No matter your industry or deal size, mastering how to negotiate in sales comes down to seven rules that protect your leverage and win more profitable deals.
How to Make Positive Change Stick These 8 strategies not only position leaders as catalysts for positive transformation but also ensures that their organizations remain agile, competitive, and poised for long-term success in an
Why Roleplay Should Be A Key Part of Your Sales Culture In this podcast, Jeb Blount, Jeremy Olson, and Kristin Isaacson discuss the importance of role-playing in sales. They emphasize the need for leaders
Mastermind Group Incredible Asks Jeb Blount Their Toughest Sales Questions In this episode of the Sales Gravy Podcast, Mastermind Group Incredible asks Jeb Blount their real-life questions as he provides solutions to overcome their
Building and Leading a Successful Sales Team On this episode of the podcast, Allison Walsh, Vice President of Business Development and Branding for Advanced Recovery Systems, a national behavioral healthcare company, discusses her experience
Sales Training Is An Investment In YOU In this episode of the Sales Gravy Podcast, Jeb Blount is joined by Sarah Browner, the Global Sales Enablement Manager at Adobe. If you are a sales
Recruiting For High Performance When you recruit the right person, you will find that they’re self-motivated and eager to train. On the other hand, if you hire someone that is not suited for the
Sales Training Matters For Small Businesses Sales Training can help your small business reach new heights, even with limited resources. There is a simple reason why large companies invest in sales training: It improves
Moving From A Culture of Efficiency to A Culture of Effectiveness Acting and improv skills are similar to soft skills in sales— leading with empathy and understanding your audience and your customer is paramount.
Human Connection Is Irreplaceable Dress appropriately for the situation and audience— it’s the little things that close the sale. Do research on who you’re trying to sell to and a personalized follow-up email after