Consider This Before Your Next “Free Giveaway”
When your giveaway is read – or listened to – they should say “wow…this free information is so great I can’t wait to see what I’ll get when I work with her.” Don’t Let
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.
When your giveaway is read – or listened to – they should say “wow…this free information is so great I can’t wait to see what I’ll get when I work with her.” Don’t Let
Avoid sales urgency because most buyers react negatively to the “opportunity method”. Chances are, you’ve all heard a version of it at least once before: “If you really want this one, grab it now,
Traditionally, a great interview with a sales director often leads to a decision to extend an offer that is based more on gut-feel, rather than on knowing the prior behaviors of the candidate that
All companies want to win more sales. More sales equals greater profits. So why has winning more sales become the unreachable dream? The first place to start is by looking at your sales people
While there’s no “magic bullet” for selling in a down market, there are several key steps you can take right now that will have an immediate impact on your business. As a professional sales
Here’s a fresh look at landing that new sales position and it’s only six steps! Even in this brutal job market and without a lot of experience, take the steps below with passion and
Japan used the philosophy of TQM and the concept of continuous improvement to set and achieve ambitious national goals. Quality management best practices developed quickly in Japanese plants and became a major driving factor
Are Your Prospects Reluctant to Respond? I get a lot of requests for voicemail scripts and email scripts that work. Seems as if prospects still aren’t returning calls and everyone seems to be reluctant
Selecting the right SWAG for your booth (or selecting not to provide any premiums at all) can be tough, but hopefully by identifying and explaining these seven categories, you will be better informed and
If you lead with features of your product or service instead of benefits, your main objection from the client will be cost. When you uncover their needs and then present the benefits of your
The Game of Successful Techniques Every so often, a person comes along who changes their field of study in a major way. Louis Pasteur changed the world of medicine with his introduction of the
My question to sales managers who buy into the premise that more coaching delivers better sales is “if you are not out there coaching your reps, then what are you doing?” Most first line
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
Philip is a character licensing agent in the Philippines. His job is to connect beloved brands, anime titles, video games, and comic properties to companies that want to put those characters on their products.
Summary LinkedIn hands salespeople more research than any other platform on earth, and most of them still send messages that get deleted on sight. This article covers the LinkedIn outreach mistakes I see constantly,
Caroline from Dayton, Ohio asked a question a lot of salespeople are wrestling with right now: How do you use AI efficiently without losing your human touch? It is a great question. And the
Here’s a question that cuts to the heart of what makes sales hard: What do you do when your commodity is identical to every competitor’s, the buyer knows it, and the only lever they
Buyers don’t experience your good intentions—they experience your process. In the age of AI, the sellers who win are the ones who remove friction and make buying effortless. Key Takeaways: How to Remove Friction
Let me ask you: What if the biggest thing standing between you and your next closed deal had nothing to do with your product knowledge, your pricing, or your pitch? What if it came
Here’s a question that keeps salespeople up at night: How do you build a powerful personal brand without stepping on your company’s toes? That’s the question Taylor Deadrick asked me during a recent live
Here’s a question that keeps salespeople up at night: How do you ask for more compensation when you’re getting competitive external job offers without sounding like you’re issuing an ultimatum? That’s the question posed
Here’s a problem that’ll make your head spin: What do you do when you can sell way more than your company can produce? That’s the question posed by Dylan Noah from Toronto. Dylan sells
So, what separates the great channels from the “not-so-great”? Great channel organizations truly focus on what really matters. By doing so, these companies and their people are able to accelerate revenues, increase market share,
Your management team may have implemented a team selling model with great expectations for success. However, team selling doesn’t always live up to its potential. To Team Or Not To Team? Does this sound
Tips for Building a Successful Process for Onboarding New Salespeople To build and sustain a high-performing sales team you must begin with successfully onboarding new salespeople. Getting it right from the start will help
It’s often difficult to motivate sales reps to focus on developing expertise when they want to develop relationships, but the two can go hand in hand. Trust is Not Enough For many years, developing
In the context of selling, a blind spot is something you commonly do within your sales interactions that potentially threatens your success. And here comes the kicker… you’re not aware of it. I’m a
Sales is about relationships. Your sales team can boost your company’s image by blogging, contributing to trade publications, and presenting within your marketplace. Use the Sales Team to Uncover Success Stories Success stories are
The question you must ask yourself is: “Does this secrecy make good business sense in today’s marketplace?” How This Joke Hurts the Small Business Bottom Line Small business owners understand that profitability is critical
Many sales managers don’t like having the difficult conversations—who does? But as a leader, it is part of your role. You’re a top sales producer that has been rewarded with a promotion to sales
Sales prospecting can be tedious, intimidating, and terribly discouraging. Yet, it still has to be done. Why not make a game out of it and get past the boredom? You’ve probably heard the saying