Thinking Small: Define Your Target Market
When we have something to focus on we can create a very targeted, specific message that can be heard by that audience. When we keep our outreach broad we dilute our message and no
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.
When we have something to focus on we can create a very targeted, specific message that can be heard by that audience. When we keep our outreach broad we dilute our message and no
Pay attention and adapt your style to that of your prospect and customer. I work with great salespeople and the most successful know how to connect with a variety of buyers. Salespeople are taught
When you’re in combat or arguing with a client, you are automatically pushing them away, regardless if you’re right. When you’re in conversation, the buyer is staying engaged with you. Are your client and prospect conversations often
Characteristics of a resilient, sustainable business include leadership that understands the difference between working “for” and working “with” their employees. Consider these glum facts: Only one in eight workers worldwide are engaged at work,
Making the choice to build a spiral pipeline for your sales starts with engaging three core activities in your organization. And continuing these three core activities every day. Don’t Settle for Living in a
Stop thinking your job is done when the contract is signed. Stay on the ground. Remain active even after the deal is closed. Redefine Closing the Sale It’s time to reframe how we think
Make sure your testimonials are “impact” testimonials. Distrust in sales and marketing messages has skyrocketed over recent years. Not surprising when you see some of the ridiculous unsubstantiated claims made in e-mails. Buyers may
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
In order to strike a balance between no theme and full-on theme park, it’s important to understand how to choose a theme that’s right for your presentation and your audience. A group of flight
Some of us aren’t even aware that we talk negatively to ourselves. Take some time today to think about what you say to yourself. If you find yourself doing this, it is time to
To create true sales predictability (and avoid Sales Whiplash), it’s critical to consider both independently, and to have your pipeline numbers influence your forecast output. Drastically Refine Your Sales Pipeline This Year Understanding that
As you work to make sales, it’s easy to fall into the trap of thinking you know what your clients want and need. However, it’s likely that you have overlooked some of your clients’
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
In a recent sales productivity study we conducted for one of our clients, we learned that while their sales reps spend more time on selling activities compared to the external benchmark, they spend a
If you rely on the features and benefits of your product or service to create differentiation… good luck! Start differentiating through the quality and relevant value of your daily interactions with your customers and
Consider how much time and effort you and your sales team spend preparing RFPs. What if you could do this faster and improve your success rate? What Are the Three Most Critical Success Factors
A professional actor would never walk out onto a stage without warming up their instrument to make sure they are communicating at their best. What is your most powerful sales tool? Your website? Video
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
If you’re going to bypass mid-level gatekeepers, you have to be strategic, and you also have to use the right tone & pace, so you can be perceived as someone who truly cares about
Whether you are just learning the language of sales or improving your game as an already successful SalesMaker, there are six timeless principles to keep in mind. The sales industry has changed dramatically over
I’m not ready to just toss voice mail out into the sales-o-sphere — there’s still hope and opportunity for it to hold a prime spot in the sales mix. But that will require a
Today’s sellers need to be agile and actively looking for problems and opportunities they can help their buyers address or capture. Have you ever thought about the type of sales role you are in?
The best way to measure sales productivity is with leading indicators—the KPIs and metrics that predict future revenue and let you fix problems before sales dry up.
Most sales team meetings fail because they aren’t actually about selling. Mike Weinberg says the fix is simple: stop running status updates and start running meetings that make your team more aligned, more energized,
Jumping in to save a rep’s deal feels like leadership, but it trains your team to call you instead of solving problems themselves. Real sales leadership means coaching the rep, not closing the deal
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
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.
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
Summary When the market shifts, your salespeople are not going to figure it out on their own. That’s your job. As a sales leader, your responsibility is to see the change coming, get ahead
Summary: Most sales managers confuse empathy with sympathy and pay for it in team performance. Jeb Blount breaks down the real difference, why listening first is the most powerful coaching move you have, and
Summary: Q1 is feedback, not failure. Top-performing sales teams use a Q1 sales strategy review to assess whether they have an execution problem or a focus problem, then make targeted adjustments heading into Q2.