Are You In It To Win It?
If I get into a game, I play to win. What nobility is there is playing like a slacker? What virtue is purposeful mediocrity? None! I live my life to be a winner. Have
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.
If I get into a game, I play to win. What nobility is there is playing like a slacker? What virtue is purposeful mediocrity? None! I live my life to be a winner. Have
Do you long for a life lived in high gear? One that is filled with joy and achievement? It is possible! How would you like to kick your life into high gear? I can
When you are winning deals, it’s easy to slip into a euphoric mindset and completely forget about the process that got you there in the first place. Out of all the sales rules, there
What would happen to your business results if you just said “no” a little more often? Building business demands that you, as the solo professional, wear many hats. In wearing all of these hats,
Hark back to who you were on interview day. We promised to deliver above and beyond. Chances are, we gave it our all for a while, settled into a groove and have gotten lazy
Working smarter with people entails three key activities: assigning the right number of people, identifying roles and planning compensation strategically. Sure-fire Ways to Work Smarter with People Your sales force is defined by the
Data can do more than tell you facts about your own business. It also can reveal important information about what’s going on with your competitors in the marketplace. How to Be Data Savvy In
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
If you’ve hung around me for longer than five minutes, you’ve heard me say that sales is about talking with people. The fact is, the more people you talk with, the more you’ll sell.
The best salespeople spend hours rehearsing sales calls, because statements, and meeting pitches so they know exactly what to say when they finally get a prospect on the line. The best know that practice,
WARNING: This Monday’s message will be one of the most powerful hacks you’ll ever integrate into your life—because it’s simple, easy to put into practice, and it works. It has the potential, over the
As humans, we naturally fear rejection and do everything possible to avoid it. We’re social creatures at our core, and being rejected feels like we’re being shunned, banished, or kicked out of the group.
Ron wants to know how to get CEOs to actually answer his cold calls (or at least respond). He runs a recruiting firm and finds that his cold calls to top executives often go
I’m hearing sob stories from leaders and individuals everywhere who are waking up to the cold, hard truth that they are staring down the barrel of a thin or empty pipeline. If you are
In this episode of The Sales Gravy Podcast, discover how Alex Niswander used the Fanatical Prospecting framework to maximize outreach and build meaningful client relationships. Learn about creative touchpoints, High-Intensity Prospecting call blocking (HIPs),
Persistence is the Key to Fanatical Prospecting Excellence Other than not prospecting all together, giving up too soon is the primary reason salespeople are failing at prospecting on an epic scale. Three weeks ago,
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.
A deeper understanding of naturally recurring patterns of thoughts and behaviors ensures that everyone on the team can maximize their strengths and work in collaboration with others to achieve both personal and professional goals.
You must realize that leading someone does not consist of getting them to do what you want, but putting value on what they want. I’ve been a leader in various organizations and of teams
On this podcast Jeb Blount, author of People Follow You, and Will Frattini, Sales Leader at Zoominfo, discuss the challenges of leading sales teams in rapidly changing environments.
Leaders must never forget that every action they take and word they speak is being analyzed by their people for meaning.
We live in a society that thrives on the 24 hour news cycle where there always seems to be an endless stream of stories about leaders gone bad. In the midst of this barrage,
On this Sales Gravy Quick Tip, Jeb Blount introduces you to the five levers of effective leaders. This is how you get people to follow you!
On this Sales Gravy Quick Tip, Jeb Blount explains why leadership is personal, and why leaders must engage their people at the human level.
On this episode Jeb Blount and Kevin Eikenberry give you best practices and actionable tactics for leading and managing remote employees.
Sales cultures scoring low in emotional intelligence are filled with old sales dogs that refuse to learn new tricks. They sit on the porch of denial, refusing to adapt new approaches to selling. How