The Best Way to Handle An Email Brush Off
How do you currently handle the brush off, “Just email me – or send – me your information”? Believe it or not, about 80% of sales teams I speak with actually shoot off an
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.
How do you currently handle the brush off, “Just email me – or send – me your information”? Believe it or not, about 80% of sales teams I speak with actually shoot off an
If your pipeline isn’t full, you may be wondering how you can avoid and get out of that “sales rut”? In the age of social media there are more ways and opportunities to make
Business networks are the rolodexes of today. It’s not so much who’s in your address book that counts, it’s who is in your business network that counts more. And your value to the network
Not making any money off of a customer goes beyond your commission or bonus. It’s the bottom-line profit your company is not making because of the customer. No salesperson is going to intentionally go
Your Greatest Assets The heart of any company can be found beating inside the walls of its customer service department. Providing superior customer service after the sale is a smart business decision that pays
It’s much easier to move on than dwell on the past, and I’m a firm believer that dwelling on the past doesn’t do anyone any good. If you want to damage your sales motivation,
If you find that you are struggling to achieve a certain result – whether it’s earn more money, get in better shape, improve a relationship, etc., then before you wait to be successful at
Selling for a living is challenging. There are many highs and frequent lows. Constant pressure to reach sales targets, customer and prospects that are more demanding, and changes in the marketplace all make sales
You ask a person to do something. You ask nicely. You are reasonable. And then they say, “I don’t want to (do what you want them to). To which you reply, “But you have
By thoroughly understanding the customer’s PTR, you will be able to effectively price your product and/or service. Pricing too low means you leave profit on the table; pricing too high means you don’t get
From the lessons learned from Jordan’s mastery of the mental game of winning we can find paths to the same level of success in professional selling. The key to doing so is in finding
It goes without saying that in the process of professional selling, the sales conversation concludes with the prospect being asked to make a purchase. To fully understand the power of commitment questions we first need
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
Want to build rapport quickly and get people to like you more? Notice, and bring up similarities. You can easily find out some useful info on a person’s LinkedIn profile or company bio if it’s
What’s wrong with focusing on your sales process first and your sales philosophy second, or just ignoring the whole thing? It’s all about the results you want vs. the results you will get. Have
Poor time management is the biggest challenge for new sellers. Your most finite resource as a sales professional is time. In our business we work with salespeople and sales managers of all levels. Recently,
Closing the sale involves being able to diffuse and deflect (and often anticipate) customer objections. Closing the Sale Like putting the finishing touches on a masterpiece work of art – closing is the apex
Your challenge is that you can’t use a positive sales approach with a negative person. Are you too positive? If you’re like most salespeople—and most salespeople are—you’re pretty positive. The same is true if
How do you view yourself as a salesperson? What would happen if you changed that perspective? Sales still slumping along and not where you want them to be? Maybe you need to change your
Billions of dollars are spent every year on carefully crafted impressions by businesses anxious to carve out a valuable position in the minds of their customers. Alas, if only the same thing could be said
Get rid of old beliefs and outdated sales techniques. The new economy demands a new approach and philosophy in sales. The self-help gurus are the best at teaching, “You are what you believe. Your
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
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