How to Overcome Sales Burnout and Stop Crashing During Long Days (Ask Jeb)
A day in the life of a rep heading toward sales burnout: You wake up ready to crush your sales goals, skip breakfast to get an early jump on calls, grab fast food between
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 day in the life of a rep heading toward sales burnout: You wake up ready to crush your sales goals, skip breakfast to get an early jump on calls, grab fast food between
Leadership is the single most important factor in a sales team’s success. You can have talented reps, strong products, and a solid sales process, but without effective leadership, performance stalls. As Duff Tucker, Sales
Here’s a question about sales territory disputes that’ll make your head spin: What do you do when overlapping territories and shared relationships turn your sales team into a collection of lone wolves fighting over
In sales, one skill remains underdeveloped in most organizations: decision-making. New sales leaders often inherit a legacy of compliance-driven performance, where reps follow instructions, check boxes, and focus on activity metrics. While this can
Sales activity is the lifeblood of your career. But for too many salespeople, it’s the very thing holding them back. You’re generating a ton of activity, your calendar is packed, your inbox is overflowing,
Here’s a question that’ll flip your understanding of cultural intelligence in sales upside down: How do you win over a room full of skeptical Spanish teenagers when you’re the obvious American outsider who barely
In today’s economy, being the account manager who keeps clients happy and renewals steady simply isn’t enough. Every budget line item is under the microscope. Customers want proof of ROI, so you have to
Overcoming your negative feelings about interrupting people on cold calls starts with understanding why even seasoned sales pros freeze up when it’s time to pick up the phone. They’re paralyzed by one simple fear:
In 1960, two brothers scraped together $900 and bought a failing pizzeria in Michigan, launching what would become a cautionary tale about sales incentive programs gone wrong. Within months, one brother traded his half
The transition from closer to coach is where most new sales leaders struggle. You’ve put in the work, made the calls, and closed the deals. Your numbers speak for themselves. You were the rainmaker.
Here’s a question that’ll drive you absolutely crazy: How do you sell professional services without giving away everything for free? That’s the burning question from Laura and Adam, attorneys who are struggling with the
If you’re only showing up in one place, you’re not showing up at all, which is why top sales reps are making multi-channel prospecting a priority and leveraging LinkedIn to get ahead. “The reality
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
Instead of wasting time figuring out an impressive response, spend time understanding what caused the objection in the first place. Identify what you are doing, or not doing that triggered the money objection in
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,
Small business owners who devote time to rethink how they are providing solutions (products or services) to better meet the wants and the needs of their customers will usually stay ahead of the flow.
What would happen if each day you scheduled 12 minutes to push yourself away from the desk and take a walk outside or even lock yourself in the bathroom if need be? Just stop
It is imperative that all employees understand how they are profit centers and how all these profit centers connect to the bottom line. Certain paradigms exist within each business culture. These paradigms are philosophical
Are you struggling with employee discipline in your office? People challenges occur most often because there is a lack of structure and understanding of the company goals. How many times do you hear something
If you truly want to do more with the same amount of time each and every day, then begin by developing those self-leadership skills necessary for personal success. Can we agree that: A minute
These 8 keys can help you unlock your sales training and development programs so that you get “the most bang for your buck”. Sales training will be one of the few training and development
Part of the reason so many small business owners are crazy busy is because they are not 100 percent forward-thinking leaders. “We don’t have a budget as much as we need to take this
How frequently in business do we continue to ride dead horses? From ineffective marketing to misaligned operational systems to poor management, all continue to exist even though they are, simply speaking, dead horses. Years
Often, when a sales rep knows the right way to ask for the sale, they’ll be more inclined to do so! This common error costs more sales than most sales leaders are willing to