Forgot What to Say? Help is on the Way!
Have you ever been in the middle of a presentation when all of a sudden your mind goes completely blank? You’re delivering your content and next thing you know, you’re at a total
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.
Have you ever been in the middle of a presentation when all of a sudden your mind goes completely blank? You’re delivering your content and next thing you know, you’re at a total
One simple phrase can strike fear into the hearts and minds of professionals around the world: “Public Speaking.” Imagine you just found out that you have to deliver a presentation to a group of
You may assume that because the information you deliver is routine, or because you work with the people in your audience, that you don’t have to build a strong connection with them while presenting.
As the economic downturn continues, so do budget cuts and time constraints. In situations like this, it is always difficult to get new recommendations approved. Chances are you’ll have to pitch your recommendation to
The truth is that financial presentations can be exciting and eye-opening if you prepare your content correctly. When you use the following tools for presenting financial information, you make it easy for people to
I was among fifty unsuspecting passengers who boarded a small commuter plane bound for Cincinnati where many of us had connecting flights. We had one of those infamous “on time” departures. It was a
The #1 problem I run across when working with companies is an unreachable, unrealistic revenue goal set by the owner that has no real buy in by the sales manager. It is this disconnect
Remember, your prospects have a need they are looking to you to help them fulfill, and the more they feel you understand their needs and can help them, the more likely it is they
During a face-to-face conversation, first impressions are based primarily on appearance. While on the other hand, first impressions created over the phone are based on brevity, vocal quality, and attitude. An upbeat mental attitude
There’s one type of customer that many salespeople lack on their target lists. Salespeople can work so hard at selling that they forget about creating this unique sales relationship. It’s a proven method for
Who wants to hear one more example of what they’ve been doing wrong? It’s stressful for you and your customers when you focus only on the negative outcomes of what you’re doing. Instead, take
THE PROBLEM “I’m sorry, I’m out of my office. Would you please leave your name and number and I’ll return your call as soon as I can.” How many of us are still waiting
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,
How to Build and Maintain A Strong Sales Force Progressive leaders choose to inspire and empower rather than direct and control their sales force. They recognize that a strong relationship is indeed the key
Sales Leaders Must Make Time for Sales Team Meetings Regular weekly sales team meetings are one of the keys to spending more time with your team and keeping their skills and attitudes sharp. Busy
Lead Team Meetings That Motivate All too often, virtual team meetings are unorganized and a bore. But, with the right mindset and preparation, they can be a powerful way to motivate and inspire your
Make An Impact With Mission Drive And A Positive Mindset Commit to making a positive impact by helping people learn, grow, develop, stretch, and win. This gives you the resilience to leverage technology to
Sales Leadership is More than a Job, It’s a Lifestyle The truth is that you can’t fake sales leadership because salespeople will see through it every time. Earlier this week, I was sitting in
What does emotional intelligence have to do with sales leadership? According to Colleen Stanley, who is the author of the hit new book Emotional Intelligence for Sales Leadership, a high EQ matters a lot.
Are You Tough Enough To Be Vulnerable? What does it take to be truly authentic? How will your life and career change if you become fearless? Vulnerability is the path to invincibility. Discover how
With Virtual Training Confusion is Your Enemy Effective virtual training begins with an effective virtual training communication plan that ensures that learners know exactly what to do. With virtual training, learner confusion is your
A Sales Leader’s Focus: Meetings Or Management? A manager’s job is to train, educate and develop their people, and to make them as successful as possible. To be effective, managers should be buried in