Improve Your Sales Results: 6 Lessons From The Dating Scene
From blind dates to marriage, here are six lessons from the dating scene that will improve your sales results. I’ve been married to the same man since Noah built the ark, so you’d expect
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.
From blind dates to marriage, here are six lessons from the dating scene that will improve your sales results. I’ve been married to the same man since Noah built the ark, so you’d expect
Developing a deep knowledge of your sales landscape helps you sell more in less time. English navigator Henry Hudson learned the hard way in the 17th century what can happen when you don’t know
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
Ultra-High Performers Use An Omni-Channel Approach to Prospecting Text messaging is an important part of an omni-channel approach to prospecting that allows you to meet buyers where they are. Discover our five best practices
Here’s a question that’ll make you rethink everything about sales performance: What happens when your team has all the skills, tools, and training they need, but they’re still underperforming because they can’t regulate their
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:
It’s almost that time of the year again. The weather is warming up, and the social calendar—not your sales meeting calendar—is filling up—beach with the family, boats on the lake, and burgers in the
Jon Buehler from Jacksonville asks: “How do you maintain the consistency and intensity with prospecting? I find myself doing these sprints to get momentum, but struggle to keep that momentum going for long, sustained
If you’re doing any kind of cold calling or prospecting, you’ll eventually hear this objection: “I’m in a meeting right now.” Paul Wise, a heavy cold caller from Normandy, France, targets product managers at
Kyle, a field sales rep from British Columbia, is struggling with a common prospecting challenge: how to consistently prospect when you’re constantly on the move. Kyle’s situation likely resonates with many of you in
Cindy is struggling to set appointments and handle the “How Much Does it Cost?” objection. She recently switched from media sales to the home services industry. Suddenly, she finds herself making all her own
Matt from Grand Rapids says, “If I don’t make my cold calls, our pipeline will go dry.” He is juggling everything from operations to customer service escalations, all while trying to generate fresh leads
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.
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.