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 can find good people, they can always change the product/service. Nearly every mistake I’ve made has been in picking the wrong people, not the wrong idea. Most entrepreneurs have no problem coming
“A goal is nothing more than a dream written down with a deadline.” I am frequently asked what I think the single most important factor is in determining the success or failure of a
Years ago, I was taught that “the close” is an affirmation of the conversations a salesperson has had with the prospect. The problems arise if the qualifying steps were not as strong as they
Potential employees usually fall into one of four types. Understand these and you can more effectively choose the right person for the job and for your company. You’ve got sales quotas, plans and deadlines.
Many Microsoft Partners rely on inconsistent interviewing techniques, tend to believe what they hear and wind up hiring an “empty suit.” A Michigan State study found that more than 90 percent of all hiring
Because of the personnel cuts over the last 24 months, you’ve probably noticed (even at your own company!), that many companies have laid people off and more work is required of those who are
Are you a manager or business owner looking for a way to have a better year? Follow these top five priorities to improve your sales team and make your revenue numbers for the year
I don’t know about you, but for me this is the time that I solidify my goals for the New Year. As always, I balance my goals and set them in all areas to
For this sales call, I was prepared. The program I was presenting to him that day included a new item that I knew in the back of my mind he didn’t need and would
So let’s discuss how to go about establishing an environment where excellence is expected. There are two components to this equation. The first is defining what excellence means to you and your organization, and
I once heard that someone who doesn’t read is no better off than someone who can’t read. In fact, if you’re like most people, much of your self-talk and attitude, through most of the
When I ask salespeople what value they bring to their buyers, I usually get a typical answer that is full of a lot of smoke puffery. When I ask this question of buyers, and
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
Jeb Blount, Jeffery Gitomer, and Jen Gluckow offer tips, tricks, and techniques for getting past sales objections on this episode of Sell Or Die podcast. Jeb Blount, Jeffery Gitomer, and Jen Gluckow discuss actionable
On this short, high impact video, Jeb Blount and Jeffrey Gitomer battle it out over sales objections.
When their KPIs don’t recognize the importance of consistent prospecting follow-up to reach target contacts, you’re not only setting yourself up to lose a potentially good rep, you are also directly impacting your prospecting
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.
Salespeople and sales managers are caught up in their own version of Ground Hog Day. They keep using the same approach, having the same conversations, which are leading to the same outcomes. Sales Ground
Working smarter with people entails three key activities: assigning the right number of people, identifying roles and planning compensation strategically. Sure-fire Ways to Work Smarter with People Your sales force is defined by the
Data can do more than tell you facts about your own business. It also can reveal important information about what’s going on with your competitors in the marketplace. How to Be Data Savvy In
