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.
On this episode of The Sales Gravy Podcast, host Jeb Blount sits down with sales expert Brian Parsley to tackle one of the most common objections faced by sales professionals—price. Brian shares actionable strategies
In the latest episode of the Sales Gravy podcast, we had the privilege of diving deep into the world of prospecting and sales with Kristin Andree from the Andree Group. Hosted by Sales Gravy
Prospecting is Why Top Sales Professionals Earn the Big Bucks If you want to sell more and exceed your quota consistently adopt these 3 keys to increasing your sales pipeline with prospecting. Rainmakers are
Get Inside Your Prospect’s Head No one likes to have their day interrupted with a call from a salesperson. But it’s demoralizing to make dial after dial, just to have every prospect hang up
Quick Summary In this episode of the Sales Gravy Podcast, Jeb Blount talks to renowned sales experts Richard Fenton and Andrea Waltz about their “Go For No” approach to embracing rejection in sales. They
You Need To Close A Sale… And FAST Allowing your sales pipeline to go dry can jeopardize your income and force you into a reactive, stressful state of mind. But if you find yourself
Negotiating Mistakes That Could Kill Your Deal Most salespeople are required to negotiate with their prospects and customers. But let’s face it, today’s consumer and corporate buyer is much more aggressive when negotiating the
Curiosity Is Your Key To Effective Cold Calling On this episode of the Sales Gravy podcast, Ulysses Price, filling in for Jeb Blount, interviews Chris Beall, CEO of ConnectAndSell. ConnectAndSell is a software service
When They Say No: Overcoming Rejection And Shifting Your Mindset Introduces Andrea and Richard’s new book, When They Say No, and provides valuable insights on overcoming rejection in sales. The fear of rejection has evolutionary
Simple Steps For Selling To Your Target Prospects With Marketing You can’t sell without marketing. Understand your target prospects’ perspective, craft your message, and get out there! Understanding The Value Your Prospect Sees The
Your Guide To Attracting New Business With Case Studies Case studies are a powerful way to grow your client base. Solid case studies tell a story providing proof that you are a credible company
Which Customers Are Up-Sell and Cross-Sell Worthy? How can you determine who those perfect up-sell and cross-sell candidates are, and what should you do once you’ve identified them? Drive Business By Up-Selling To Your
Engage Your Audience With A Sales Dialogue Here are a couple of tips from the pros for turning those monologues into more of a dialogue in your presentation that keeps your audience engaged and
Salespeople Who Use Stories Win More Business The power of a good story is something we as salespeople can’t afford to ignore. Here’s how and why you need to consider adding the skill of
How Improv Comedians Engage An Audience With Silence Silence is golden on a comedy stage, just like it is on a sales stage. When the players don’t know what to verbally say to thoughtfully
7 Habits That Will Improve Your Initial Meeting Conversion Rates Planning and practicing are key elements for success…If you plan, practice and execute these habits for improving initial meeting conversation rates proactively, you will
Your Prospect Is Stalling. Now What? Top producers know a weak prospect when they hear one, and they would much rather know ahead of time who is leading them on and not likely to
All Salespeople Use Scripts— Even You Sales professionals who are extremely successful have scripts that they use regularly and that they have honed over the years. Many sales professionals claim that they never use
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.
