Pursuing Sales Results vs. Developing Your Team
I recently had lunch with a highly successful VP of Sales of a Pharmaceutical company. He explained that he was frustrated with the members of his sales management team, who he felt were focused
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.
I recently had lunch with a highly successful VP of Sales of a Pharmaceutical company. He explained that he was frustrated with the members of his sales management team, who he felt were focused
The information that a prospect wants to hear is not necessarily dependant upon the questions they ask, but more so on the questions that you ask. The only questions that you can control and
When asking a prospect questions, be sure that your questions succeed in achieving the following objectives. 1. Be direct and candid with your questioning and communication. Do not be vague or tiptoe around the subject
We all make mistakes, but often it is hard to admit them and more difficult yet to say those key words, “I’m sorry.” When you have offended someone in business, a sincere apology is
Today’s job applicants are encountering a lack of courtesy that is all too common. Businesses are flooded with applicants for every opening and many are showing a lack of respect for job seekers by
Imagine this: you’ve worked for hours putting together the proposal that your prospective client requested and are finally ready to hit the send button. You envision the recipient checking e-mail immediately and contacting you
The first place to start is with a good quality card to show that you value your clients and colleagues. Skimping on your selection can be interpreted in a number of ways. Your recipients
Could you use a few more referrals? “Go the extra mile” when providing service and turn the customers you serve into advocates to help you promote your business. Your referrals and follow on business
Joe has been Tom’s manager for the last 2 years. Tom is a hard worker; “every time I go out with him we have a full and busy day”. Tom has an excellent understanding
It’s crunch time and your sales are down, what can you do? I faced a similar situation in 2003. As VP of Sales of a Canadian pharmaceutical organization we faced the SARS crisis. Access
One of my clients analyzed their sales figures and discovered that more than 80 percent of their revenues were generated by fewer than 20 percent of their customers. They strategically choose to improve their
Send notes and cards to anyone with whom you do business or anyone with whom you would like to do business. Your relationship to people and their level in an organization will determine the
Finding The Right Time To Prospect The best part of weekend warrior prospecting is that prospects tend to be more relaxed without distractions. Here’s why you should set aside a block of time on
Lessons In Sales Negotiation I built the confidence to never get rattled and to always ask for what I want. The worst thing that could happen is that a buyer walks away without putting
Prospecting is More Than a Cold Call There are six steps to more effective prospecting campaigns will help you reduce pure cold calling and engage highly qualified prospects. “Why won’t salespeople prospect? All they
The 5 Essential Elements Of Personal Prospecting Emails Breaking new ground with prospects is the initial hurdle you need to climb over on your path to a sales call or meeting. Before you start
The Virtual Selling Book Club Guide Mastering virtual selling techniques gives you a massive competitive advantage because it allows you to engage more prospects & customers, in less time, at a lower cost, while
How to Stand Out in Virtual Meetings Virtual selling is the new normal. Here are three tips for preparing yourself for a successful transition onto the virtual sales stage and for making a good
Tips for Effective Pipeline Reviews Avoid standing in front of the board next month and telling your reps that you missed the target… AGAIN. A pipeline review gives you and your reps an opportunity
How to Reach Your Prospect With Email If you want your prospect to open, read, and act upon your emails, start using these three actionable steps and instantly increase your email response rate. We
Just Send Your Material Here you’ll find five new scripts to help you separate the real buyers from those prospects who will just end up wasting your time. One of the biggest traps sales
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,
Giving critical feedback to your salespeople is a key element of coaching and improving sales behaviors. It’s also challenging for sales leaders to do it the right way. Giving salespeople feedback is hard to
Are You Facing Sales Fatigue? These team building techniques will ensure that your organization will exceed your goals this year and create a culture of high performance. Holding frequent success meetings and instilling passion
There are Two Fundamental Classifications of Salesperson The difference between Sales Pros and Sales Reps is important for business owners, executives, and sales managers who want to accelerate revenue growth by acquiring new accounts.
On this episode of the Sales Gravy Podcast Jeb Blount (People Follow You) and Kristie Jones discuss the trials and tribulations of building and sustaining a sales accountability culture. You’ll learn that without accountability
The Case for Virtual Training Virtual Instructor-Led training blends the social benefits of classroom training with the speed, agility, and cost effectiveness of e-learning. These are the seven ways that virtual training has become
Don’t Just Coach the Numbers When coaching your sales team, always put the focus on what your team members did to achieve great sales results, rather than purely on the numbers. Are You Guilty
Great Ideas for Sales Contests It is a sales leader’s objective to make sales contests a fun experience. Creating fun in your sales culture with different types of contests will help you achieve different
Delivering An Excellent Customer Experience Many elements make up an effective customer service training program. Here are seven secrets we use as a base to introduce customer service reps to the fundamentals of delivering
How to Lead the Pack The past year was very challenging for many sales managers, but now we need to look ahead. Have you increased your sales targets? How will you ensure that your