What Not to Say on a Sales Call
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,
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.
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,
Marcin from Warsaw, Poland, asks: What are the top sales trends shaping the future of sales? Our conversation ranged from the impact of AI to the growing importance of a consultative selling mindset in
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
On the surface, you’d think that “selling” and “asking” go hand in hand. In reality, salespeople at all experience levels often hesitate, tiptoe around, or dodge direct closes because they’re afraid of rejection, worried
Elli in Galveston, Texas, faces a scenario that many young sales professionals know all too well: How do you earn respect and project confidence in selling when you’re dealing with people who are older
Is your website truly working as hard as your sales team? In today’s competitive digital landscape, your website isn’t just an online brochure—it can be one of your best salespeople. Podcaster and influencer Sam
Zack in Defiance, Ohio, faces a unique challenge that might sound specific at first but is more common than you think: he can only close a deal if his customer closes a deal of
Insights into embracing conflict, staying mindful, battling internal doubt, and communicating effectively from motivational speaker and co-founder of The Constance Group Brian Parsley. Key Takeaways Why Conflict Is Everywhere in Sales Sales is an
If you’ve been banging your head against the wall trying to get your team (or yourself!) to prospect consistently, these tips are for you. In this episode, I answer a question from Paul in
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.
Sales Leadership is a continuous journey of self-awareness, connection, and growth. By cultivating courage, emotional intelligence, and authenticity, leaders can navigate challenges effectively and inspire their teams to reach new heights. Through active listening,
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
How NOT To Respond to ‘No’ There are six common mistakes salespeople make when they hear “no” from a prospect. They might take it personally, not understand the reasons for the rejection, and give
3 Lies About Rejection Salespeople Need to Stop Telling Themselves Lying to customers is a big no-no in sales. What about the lies salespeople tell themselves? Yet salespeople continuously sabotage themselves with lies about
On this fun episode of the Sales Gravy Podcast, Jeb Blount is joined by the incredible social media influencer and successful real estate agent, Alexander Zakharin. Jeb and Alexander discuss that when the going
What Are You Waiting For? Just Send The Text Text messaging is a largely undiscovered gold mine where prospecting is concerned. Follow these tips for leveraging text as a prospecting channel and you will
The Real Truth About Prospecting? It Sucks “There is no easy button in sales. Prospecting is hard, emotionally draining work, and it is the price you have to pay to earn a high income.” –
Ever wondered how you can get the attention of that elusive, hard-to-reach prospect you’ve been chasing? You know the one. The big fish that is your ticket to President’s club and a huge commission
Putting Aside Time Every Day to Prospect Will Keep Your Pipeline Full Kaizen is a theory that developed in Japan after World War II and revived the country, their spirit, and their commerce. It’s
The Cold Calling Conversation Dilemma You’ll need to elevate your conversations to get busy prospects to talk to you on cold calls. When you approach a new prospect, whether by email or cold calling,
Video messaging is hot and it is a core component of effective prospecting sequences because it works! At Sales Gravy we love using video messages to grab the attention of prospects. Our favorite tool
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),
Learn how to sell more at the end of the year by helping small and medium-sized businesses (SMBs) reduce their tax bill while making strategic investments in their company on this Money Monday episode
In this episode of the Sales Gravy Podcast, I highlight a key sales opportunity as we approach the final stretch of the year. There is no doubt that this has been a strange year,
On this episode of The Sales Gravy Podcast, host Jeb Blount Jr. and guest Neil Cameron discuss the evolving landscape of B2B sales, focusing on how to adapt to millennial buyers, the importance of
On this episode of The Sales Gravy Podcast, JBJ sits down with Amy Franko, a sales expert specializing in the mid-market, to discuss pipeline velocity, qualifying deals, and the importance of asking the right
Join Jeb Blount Jr. and, special guest, Anthony Iannarino on The Sales Gravy podcast as they dive deep into the world of sales. Discover the secrets to successful outbound strategies, learn how to elevate
“Gentlemen, we can rebuild him. We have the technology. We have the capability to make the world’s first bionic man. Steve Austin will be that man. Better than he was before. Better, stronger, faster.”
Proactively managing the sales pipeline by ensuring every deal has a scheduled next step is critical for preventing stalled opportunities and improving closing rates. The Challenge of Stalled Opportunities Recently, I was working with
In sales, it is easy to become blinded by sales disorientation leaving you to crash and burn your deals. Recently, I finished reading a book written by one of the “Housewives of New York”,
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.