5 Ways to Protect Your Company’s Image from Corporate Drama
Take a moment to think about any behaviors you may have overlooked in the past with fresh eyes and imagine how your staff may react in the moment while representing your company in public
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.
Take a moment to think about any behaviors you may have overlooked in the past with fresh eyes and imagine how your staff may react in the moment while representing your company in public
If you pay attention to the details and make every effort to see that your clients have a pleasant experience, they will assume that you will handle their business the same way. Before long
The Right People for Sales There is a saying, mostly used in the world of athletics; “You can lose with great people but you cannot win without them.” Clearly this theory applies to many
The problem with many sales managers is that they aren’t expected to get on the phone and sell. And the problem with that is how can they teach and coach something they aren’t doing
People are in “holiday mode” and many businesses are in a holding pattern, waiting for budgets to be released in the New Year. These ideas should give you enough to keep you busy in
So you now own an iPad or other type of tablet and you’re wondering if you should use it on a sales call. Here are 6 quick rules to consider: 1. Don’t use it
A Surprise Opportunity with The Ultimate Decision Maker I was having breakfast with a client, Spike Count of the Baxa Company, in Denver right before a training program I was delivering, and we were
A compensation plan that works. When it comes to how businesses pay their salespeople, there’s no one-size-fits-all approach. That’s especially true for Microsoft’s diverse partner companies. Each has its own business model, margins and
To build a quality relationship with your prospect, you must sell three things in a specific order. Step one sell yourself, step two sell the quality of your company, and step three sell the
There are many ways to go about creating a defined sales process and training program and one of the best ways is to break down what your Top 20% are doing. They obviously have
When Do Executives Buy? When do the C-level executives make the decision to buy? When they believe that your solution brings new “opportunity” to their company. Most executives are decisive. They evaluate their decisions
Hiring good salespeople is one of most important tasks a manager faces. Few decisions are more essential to the success of your company than who represents your products and services. The time and money
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
If you are using these three words you need to stop. They add no value, trigger reflex buyer scripts, and stall your deals in the pipe.
When your customers make buying decisions based on value, they are doing exactly the same thing that you do when you make buying decisions as a customer. Many top sales executives believe that few
In sales, today’s educated buyers know the difference between real butter and an imitation. Funny, how many business professionals say they are a good salesperson, yet in all actuality, they are just in sales.
In sales, its easy to become the buyer’s little puppet – they pull the strings and you dance. On this podcast episode you will learn how to use engagement tests, take aways, and emotional
The “what” centers around the value you as the solution provider bring to the buying decision table. The hardest question for any business owner to answer and along with the correct response to potentially
Top sales performers and successful small business owners embrace the human touch and are viewed by their constituents to clients as “valuable.” These individuals make time to stay human. In what is still a
On this podcast episode, Sales Gravy’s Jeb Blount discusses the key to blending social media into your sales day to keep the pipe full and close more deals.
If you haven’t included video marketing into your integrated marketing plan, maybe now is the time to take that action. Ensure A Maximum Return With Limited Time Recently, I entered the world of video
You have done it. I have done it. And most of us will do it again. We ask this question without considering the consequences – which almost always turn out badly. On this podcast
On this episode of The Sales Gravy Podcast, Jeb Blount Jr. sits down with Dayna Williams to discuss cutting-edge strategies for sales success. She gives expert insights on how to develop a winning sales culture,
Sales objections pose a challenge for salespeople, leading to demoralization. Sales leaders play a crucial role in helping reps develop perseverance.
The article suggests using bingo as a teaching tool to handle objections
On this episode of the Sales Gravy Podcast, Jeb Blount sits down with KaTom CEO Patricia Bible to discuss what it takes to lead and sustain a hyper-growth company. Reflecting on her journey with KaTom,
On this episode of the Sales Gravy Podcast, I dive into part two of my conversation with sales leadership expert Mike Weinberg on what new sales managers need to do to get off to
On this episode of the Sales Gravy Podcast, I sit down with Mike Weinberg for Part One of our conversation on the state of the Sales Profession, sales leadership, and getting started as a
How Weichert Financial Services Exceeded Sales Targets With Fanatical Prospecting Sales Training I one hundred percent recommend the Sales Gravy team to any organization needing sales enablement. Even for me, their training was a
The Best Sales Leaders Share These 4 Traits On this episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams talks with Learnit CEO Damon Lembi about maintaining authenticity and
Scale Your Business with Affordable Sales Training Every business owner wants to grow their business, attract more customers, and increase revenue. One of the best ways to achieve these goals is by investing in
Why Leaders Fail— And What To Do About It In a world that demands adaptability and resilience, leaders who prioritize strengths are paving the way for success in the workplace. I recently worked with