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
People are Human Sounds pretty silly, right? Sometimes I find myself forgetting that everyone has their own perspective. We can start to assume that others think and feel the way we do, but this
No matter what type of company you have, there is always a need to find new customers. That’s what sales prospecting is all about regardless of the fancy name you give it. Early in
I want to believe that sales professionalism has evolved. I want to believe that at this time, everyone “gets” that the buyer matters most in the sales conversations. Yet, that isn’t what I’ve experienced.
If sales people (especially in a consultative sale environment) don’t learn the fundamentals of a consultative sales process, they will just stay mediocre at best. So, what are some of the basics that are
Prospecting is the price you have to pay in advance for success in sales and the income you want. -Jeb Blount In this episode of Level Up: From Agent to Entrepreneur podcast, featured sales
Prospecting Machine Jeb Blount and Adam H. Michaels talk sales, prospecting & more! The Lighthouse with Adam H. Michaels · Jeb Blount | The Prospecting Machine From dealing with crazy rejections to what makes a
That stumped him. And that’s the whole point. Most sales reps sell just like he does: leading with features and benefits sure that if they just say the right one or ones, in the right
Introducing a salesperson to cold-calling is the same as Edison introducing electricity to the world by demonstrating the use of the electric chair. It’s universally known that sales professionals hate cold calling. And, yes,
Jeb Blount and Anthony Iannarino discuss the biggest mistake salespeople make and how to avoid the stalled deal.
As individual contributors top Sales Professionals have the luxury of only thinking about themselves. They can selfishly protect their own interests, act as lone wolves, and win at the expense of others. But as
What would happen if existing and future leadership programs were centered around a results-based model of leadership instead of a competency-based one? Think for a moment of a leader you appreciate or admire. Then
It’s not a question of if you should spend money on training, the question is how much will you spend on training. While you’re planning the budget for your organization don’t forget to include
Learn to say “No” thoughtfully and respectfully with the focus on creating a high-performance sales culture. Are you limiting your sales team and the ability to increase sales by not ever saying “No”? Sometimes,
Bullying behavior creates a hostile work environment. Eventually, word will spread about you being the bully boss. With technology, the spread of bullying in schools continues to make front-page news. Schools, corporations, and parents
Sales managers are charged with leading the sales team. Salespeople watch the leader, like kids watch parents, to see if words and actions are congruent. I recently read Stephen M.R. Covey’s book, The Speed
What would happen if each day you scheduled 12 minutes to push yourself away from the desk and take a walk outside or even lock yourself in the bathroom if need be? Just stop
It is imperative that all employees understand how they are profit centers and how all these profit centers connect to the bottom line. Certain paradigms exist within each business culture. These paradigms are philosophical
Are you struggling with employee discipline in your office? People challenges occur most often because there is a lack of structure and understanding of the company goals. How many times do you hear something