Winning in Sales with a Dinner Table MBA
It isn’t everyone who can say they got an education in sales at the dinner table, but for my brother and I, that’s exactly where our education—and our love of sales—began. My father was
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.
It isn’t everyone who can say they got an education in sales at the dinner table, but for my brother and I, that’s exactly where our education—and our love of sales—began. My father was
Every sales professional has a horror story that still makes them break out in a cold sweat years later. The deal that imploded spectacularly. The customer interaction that went sideways in ways you couldn’t
Here’s a problem that’ll tie you in knots: You’ve got a killer software solution that saves companies massive amounts of money on employee benefits. You know exactly who needs it: Fortune 1000 companies with
The year was 1938. Families across America gathered, listening during the golden age of radio. On the eve of Halloween, a broadcast interrupted their evening: A live report claimed Martian cylinders had landed in
Success comes down to knowing exactly how to wield this technology. AI will supercharge every aspect of your sales process when you know how to use it properly.
AI in sales isn’t coming soon. It’s already here, and it’s quietly separating the salespeople who will thrive from those who won’t. On the Sales Gravy Podcast, sales expert and author Victor Antonio shares
Here’s a question that’ll keep you up at night: How do you take a company from $300K in annual revenue to $1.5 million in 18 months, then scale to $3-$5 million within five years?
I’ve been intrigued by all of the LinkedIn posts lately from sales professionals, leaders, and experts proclaiming the phone is back! Even the “phone-is-dead” evangelists seem to have had a change of heart and
Every week, someone asks me: “Jeb, do I need Sales Navigator to prospect on LinkedIn?”My answer: No. But you do need a system. LinkedIn is the most powerful prospecting platform on earth. It’s a
Your sales team has the tools. They know the pitch. The CRM is full of leads. So why are half your reps still missing quota? The real issue? Most sales leaders are managing activity
Here’s a question that’ll make your head spin: How do you train MLM recruits who have zero sales experience to actually sell instead of just posting on social media and hoping for the best?
You’ve probably heard it a hundred times lately—AI is coming for your job. Every week, there’s a new headline about another role being automated, another company replacing people with bots, another “AI agent” that
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
Prospecting is the price you have to pay in advance for success in sales and the income you want. -Jeb Blount In this episode of Level Up: From Agent to Entrepreneur podcast, featured sales
Prospecting Machine Jeb Blount and Adam H. Michaels talk sales, prospecting & more! The Lighthouse with Adam H. Michaels · Jeb Blount | The Prospecting Machine From dealing with crazy rejections to what makes a
Salespeople cultivate customers through prospecting and referrals; they convert customers into clients by establishing and maintaining a relationship that allows them to build a sense of trust. Times are tough – but as an
Objections frustrate sales reps to the point of them developing some serious call reluctance. Don’t you wish that you, and your team, had a proven approach that actually works? Every month, I get emails from
Introducing a salesperson to cold-calling is the same as Edison introducing electricity to the world by demonstrating the use of the electric chair. It’s universally known that sales professionals hate cold calling. And, yes,
What you want to do is offer value in your visit or demo, and then leave it up to your prospect to decide if it’s worth taking your call or visit any further after
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,
Before You Promote That Salesperson to Sales Manager… Often, top performing salespeople are promoted to sales manager roles with the expectation that their talent, drive, and success will motivate the rest of the sales
This hard-hitting and thought provoking episode of the Sales Gravy Podcast features a deep conversation on the state of sales leadership. Jeb Blount, author of People Follow You and Frank Cespedes, a Harvard Business
Why Great Sales Leaders Are A Little Paranoid Great leaders have to be a little bit paranoid because they can help their team uncover holes or problems well before they emerge. As long as
Forward-Thinking Leaders Stay Ahead of the Curve Forward-thinking leaders have their thumb on the pulse of their team, their organization, and the ever-changing landscape of modern business. Here are 10 tips for staying ahead
The Five Cornerstones of All Wise Leaders Every leader wants to become a GREAT leader. It seems to be in their DNA to strive toward this goal. In examining how leaders operate, we must
Great Leadership Requires A High Level of Emotional Intelligence Effective leadership requires a high level of emotional intelligence. Great leaders are developed, not trained. These 5 skills are what sets great leaders apart from
Giving Positive Feedback During a feedback session, the sales manager cannot only congratulate the sales rep for their achievement but also help the sales rep to better understand why they achieved the win in
On this episode of the Sales Gravy Podcast, Jeb Blount who is the author of People Follow You, sits down with Wanda Wallace, author of You Can’t Know it All. In this power-packed conversation
Don’t Get Stuck With Hiring Remorse Hiring a new sales rep is less than a perfect art or science. And many salespeople simply don’t work out or perform as expected. This is largely due