You Might Be A Sales Zombie If…..
A recent editor’s note in a sleep products magazine discussed how many people suffer from poor sleep and the editor referred to these individuals as zombies. Instantly, I thought of dozens of sales people
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.
A recent editor’s note in a sleep products magazine discussed how many people suffer from poor sleep and the editor referred to these individuals as zombies. Instantly, I thought of dozens of sales people
Winning companies are the ones that give power to the employees to make decisions that are in favor of taking care of the customer. Does your culture put the customer first, does it empower
A sales conversation involves two parties; the salesperson and the decision maker. The premise of this conversation is that the salesperson will try to present the decision maker with features and benefits to create
Asking questions can slow a situation down long enough to see where it’s heading. This allows you to take corrective action sooner instead of later. You can surface hidden agendas and reveal lies without
If you choose to power through your sales responsibilities, commit to them fully (no excuses). Understanding that you are not feeling 100% leads to an understanding that you must work harder to obtain the
When times are tough and prospects seem to be holding on to every dollar, your job as a sales manager is more important than ever before. Now is the time to roll out a
As professionals who take pride in their work (just as the celebrities care about their charities), your staff will likely try their best to ensure your company’s success while exhibiting. However, by matching your
If you employ salespeople or proactively sell a product or service by another means, you have a sales standard. Sales improvement is satisfied with an increase in qualities and quantities of various sales activities.
Mike called me recently and asked, “What does the 4th of July look like?” I replied, “It looks like the 5th, but a day earlier and it also looks like the 3rd, but a
Though still emerging, the concept of “sales without selling” has attained a precedent that no variation of the American standard can claim: the American sales model has not been merely revised, but rather replaced
How much, and how fast, would you improve if you could critique and correct how you handle the brush offs you get, the stalls you have to deal with when getting back with prospects,
In order for sales to occur, a process for converting prospects into clients or customers must exist. The essential goal of a sales improvement effort is to discover and maximize the process that most
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
The 3p’s holding you back from prospecting are: Procrastination, perfectionism, and paralysis from analysis. They are the enemies of prospecting and building pipeline in sales.
Douglas Burdett of The Marketing Book Podcast and CEO of Sales Gravy, Jeb Blount, dissect Jeb’s new book, Objections: The Art and Science of Getting Past No in this jam-packed episode. From becoming rejection-proof to understanding
How do you know when it’s time to give up on a prospect and stop hounding them, especially when you’re tasked with drumming up new business? Sometimes it’s hard to give up on prospects
The real cure comes down to first of all believing in yourself and your ability to help others. If you don’t believe you are helping others achieve a better outcome, then little else will
Try to put yourself into your prospect’s shoes. What would you want to hear when you pick up the phone where somebody is interrupting your day? As a brief introduction, we experienced a really
In this article, Mike Brooks encourages sales teams to ask themselves what’s really holding their prospects back from buying. The holidays are upon us and guess what? The teams I’m working with are still
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,
What does average mean, especially in today’s workplace where the lack of employee engagement drains profits? Where it drains the performance of hard working employees who go beyond expectations? Years ago, a wise mentor
To build a winning sales team, and avoid making deadly mistakes, you need a scalable, predictable, and data-driven approach. Mistake #1: Hiring salespeople with your gut Hiring rock star sales people is the most
Put these 15 sales metrics in place and start monitoring them so you can see how you are performing as a company and individually, and where you need to make adjustments to achieve your
Complacency is hindering business growth and costing your sales teams new opportunities, valuable accounts, and profitable relationships. Here are three signs of complacency in your sales teams and how to squash it. Your sales
Sellers need individual business plans because personal performance planning fosters quota and territory ownership, accelerates the adoption of best practices, and builds a foundation for sales productivity accountability. It is surprising how few sales
Leaders cannot manage what they don’t measure. Therefore sales metrics and sales management are interconnected. For this reasons, it is imperative that sales managers and leaders clearly understand the metrics that matter. Sales Activities
Our team at Sales Gravy interviewed Ken Thoreson, president of Acumen Management Group, Ltd. As a sales management thought leader, Ken is recognized as an expert in sales execution, channel management, revenue generation, sales
Despite being awash in numbers, more sales data has not resulted in better sales performance. Therefore, it is critical that leaders understanding the sales metrics that contribute to effective sales management. Sales Activities, Sales
For new sales leaders, there are three fundamental keys to building trust with your sales team and getting off to a great start in your new role: Competence, Consistency, and Concern. If you are