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
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,
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