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
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
Building Relationships On Sales Calls Building a relationship with someone you can’t see can be difficult, but simply changing the way you talk can make a big impact. Here’s six tips for using the
Cold Calling is Alive and Well With New Rules Cold calling is one of the most targeted, efficient and effective ways to reach potential customers but there are new rules for cold calling in
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.
How to Make Positive Change Stick These 8 strategies not only position leaders as catalysts for positive transformation but also ensures that their organizations remain agile, competitive, and poised for long-term success in an
Why Roleplay Should Be A Key Part of Your Sales Culture In this podcast, Jeb Blount, Jeremy Olson, and Kristin Isaacson discuss the importance of role-playing in sales. They emphasize the need for leaders
Mastermind Group Incredible Asks Jeb Blount Their Toughest Sales Questions In this episode of the Sales Gravy Podcast, Mastermind Group Incredible asks Jeb Blount their real-life questions as he provides solutions to overcome their
Building and Leading a Successful Sales Team On this episode of the podcast, Allison Walsh, Vice President of Business Development and Branding for Advanced Recovery Systems, a national behavioral healthcare company, discusses her experience
Sales Training Is An Investment In YOU In this episode of the Sales Gravy Podcast, Jeb Blount is joined by Sarah Browner, the Global Sales Enablement Manager at Adobe. If you are a sales
Recruiting For High Performance When you recruit the right person, you will find that they’re self-motivated and eager to train. On the other hand, if you hire someone that is not suited for the
Sales Training Matters For Small Businesses Sales Training can help your small business reach new heights, even with limited resources. There is a simple reason why large companies invest in sales training: It improves
Moving From A Culture of Efficiency to A Culture of Effectiveness Acting and improv skills are similar to soft skills in sales— leading with empathy and understanding your audience and your customer is paramount.
Human Connection Is Irreplaceable Dress appropriately for the situation and audience— it’s the little things that close the sale. Do research on who you’re trying to sell to and a personalized follow-up email after