How to Scale a Two-Person Sales Team Into Something Bigger
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
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.
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
To prioritize prospects effectively, evaluate every opportunity using three variables: lead temperature, sales cycle timing, and deal size. Together, these factors show which prospects deserve immediate action, which need ongoing nurturing, and which belong in automation. Key Takeaways Why do so
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.
AI works for sales when the purchase is simple and low risk enough that a buyer feels comfortable clicking a button without talking to anyone. The moment a deal gets complex, expensive, or risky,
Field sales reps who blended virtual and in-person outreach during the pandemic consistently outperformed those who relied solely on in-person contact. The most efficient field sellers use virtual tools for prospecting, qualifying, and maintaining
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
Stalled deals are rarely a follow-up problem — they’re a process problem. When you’re selling to risk-averse, consensus-driven buyers, deals die in the middle of the pipeline because the decision-making process was never defined
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
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
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
AI call screeners are blocking more sales calls every day — and most salespeople are making it worse by leading with the wrong message. Getting past AI gatekeepers comes down to one thing: relevance.
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,
Want to break through the noise and get your prospect’s attention? Want to stand out? Integrate video into your sales process. Video is a powerful medium that may be integrated throughout the entire sales
There is no reason—other than laziness—to ever place a “cold” call. Cold calling. Just hearing the words causes chest-tightening, loss-of-breath anxiety for many. And it’s dumb. I suggest you never place another one. In
If their objection is truly a legitimate one, their explanation will provide you with information which will help you address it. The simplest techniques can be so effective. I heard a call where a prospect
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
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,
Are you struggling with employee discipline in your office? People challenges occur most often because there is a lack of structure and understanding of the company goals. How many times do you hear something
If you truly want to do more with the same amount of time each and every day, then begin by developing those self-leadership skills necessary for personal success. Can we agree that: A minute
These 8 keys can help you unlock your sales training and development programs so that you get “the most bang for your buck”. Sales training will be one of the few training and development
Part of the reason so many small business owners are crazy busy is because they are not 100 percent forward-thinking leaders. “We don’t have a budget as much as we need to take this
How frequently in business do we continue to ride dead horses? From ineffective marketing to misaligned operational systems to poor management, all continue to exist even though they are, simply speaking, dead horses. Years
Often, when a sales rep knows the right way to ask for the sale, they’ll be more inclined to do so! This common error costs more sales than most sales leaders are willing to
Sales managers are all around us; those in the selling game have likely encountered multiple. Like salespeople themselves, they have a wide range of qualifications, personality traits and work ethics, but the role of
Early right actions make it easier to accomplish future critical milestones and prepare the team for unforeseen issues that arise later. Do you sometimes wonder how they do it? You know who I mean
Just as there is a set of best ways to paint a room, so there are sets of best ways to ask a question, seek an appointment, build rapport, make a presentation, close the