Start Speaking the Language of Sales Success
This bad language is a surefire way to annoy your prospect and potentially lose a sale. Watching your language will require effort on your part to ensure you are not using words and phrases
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.
This bad language is a surefire way to annoy your prospect and potentially lose a sale. Watching your language will require effort on your part to ensure you are not using words and phrases
The fact is that the “new economy” has and will continue to squeeze businesses of every size and industry. Sales forces are not immune to the squeezing, either. In some ways, sales people bear
CEOs often have the desire to step in and manage the sales process, but it can be harmful. CEOs need to learn to trust the people they have hired. They should request to be
You might think that unless a CEO is involved in selling, sales coaching is something that is more important for his employees. In my experience, successful sales models only work if the CEO understands
Winning is not guaranteed, but earned. The same thing goes for sales: work like an athlete – overcome like an athlete – win like an athlete. I’m a veteran salesman and a sports fan.
If you are in charge of managing a sales team to reach sales goals, you must ask yourself this critical question: “How effective am I in this role?” A sales coach helps his people
Eliminating these costly assumptions will enable you to make better decisions and prevent the breakdowns in communication that act as a barrier to creating desired results, such as more sales. Once this knowledge gap
Every rep should be on a program as a means of improving their performance. Companies who are truly performance based should be focused on continual improvement from all their sales reps. If a rep
Most company’s management and sales teams are under immediate pressure already to begin accomplishing their new goals and sales targets. In fact, this pressure is also felt in the accounting department, the marketing department,
Which culture does your company have, or do you even know? Having the right kind of culture is vitally important to your success. The Culture of Your Sales Team Several years ago I worked
Would you like a way to become instantly better at closing more sales over the phone? If so, then simply incorporate these “must know” questions into your first qualifying call and you will immediately
The people you do business with deserve to be served by only the best. If that isn’t you, move aside and let the professionals do the job the right way. Caring About the People
Can’t stomach cold calling? Steal Jeb Blount’s 13 proven alternatives to picking up the phone that build real pipeline and actually work.
When should you ask questions on a cold call? Questions come after you’ve earned the right, when you’re gathering information and qualifying, and they lead the conversation only when the prospect contacted you first.
To prospect for new clients, stop making random touches and run a consistent five-step system. Work this system every day and you gain control of your pipeline, along with the peace of mind that
Salespeople fail at cold calling for five common reasons. Fix them and the phone starts producing appointments again.
Email response rates are collapsing because decision maker inboxes are stuffed with automated, AI-written slop. This is exactly why the phone is more powerful today than it was ten years ago.
Quick Summary Cold calling anxiety is not a symptom of weakness. It’s human and natural to feel fear when you cold call. You are interrupting a stranger who was not expecting you, and everything
Fear of the phone is quietly draining sales pipelines, and the reps who win are the ones willing to stop hiding behind email and LinkedIn and simply make the call.
Salespeople seek a magic window that makes cold calling easy. When prospects answer happy, say yes without a fight, and book the meeting themselves. So, is there a best time to call?
Short Answer Yes, you can make cold calling fun, and it is worth doing, because the reps who enjoy the phone are the ones who stay on it. Fun is not a personality trait
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,
Here’s the scenario that’s playing out in sales organizations everywhere right now: Your team fought through a brutal first half of the year, rallied momentum in the second half, crushed their numbers, and now
You’re Coachable, But Are You Truly Humble? You’ve been coachable your entire career. You take feedback, adjust your approach, read books, listen to podcasts, and implement what works. Yet being coachable doesn’t automatically make
The automated “Great job, team!” email blasted to 47 people at 4:37 PM on a Friday isn’t authentic appreciation. Neither is the generic gift basket ordered by someone in HR who’s never met your
To a sales leader, it’s a familiar story.Month one: Your new SDR is on fire. Energy through the roof. They’re excited about cold calling.Month two: Still strong. Meetings are getting booked. Dashboard looks good.Month
This time of year is critical. As sales leaders map out their budgets for the new year, the conversation always centers on a core conflict: How to cut expenses and, simultaneously, motivate teams to
Here’s a question that’ll keep you up at night: How do you take a company from $300K in annual revenue to $1.5 million in 18 months, then scale to $3-$5 million within five years?
Your sales team has the tools. They know the pitch. The CRM is full of leads. So why are half your reps still missing quota? The real issue? Most sales leaders are managing activity
Walk into any sales conference, scroll through LinkedIn, or join a sales team meeting, and you’ll hear the same tired arguments: cold calling versus social selling, interruption versus relationship-building, quantity versus quality. The sales
Leadership is the single most important factor in a sales team’s success. You can have talented reps, strong products, and a solid sales process, but without effective leadership, performance stalls. As Duff Tucker, Sales