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
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,
Motivating Your Sales Team Can Be a Challenge For a sales manager, motivating your sales team is a never ending battle. Here are five simple strategies for sales team motivation. Everyone has a set
The worst trait of ineffective sales leaders is that they believe that they’re more important, smarter, and more competent than the people working for them. In leadership, one principle stands above all. You need
There is hardly a leader on earth that doesn’t yearn for accurate, predictable sales pipeline forecasting. The good news is that there are three elements of sales forecasting, that when mastered, will give you
Every Sales Manager’s Real Priorities The reason coaching is so important to sales is that the more you develop your sales team, the better your sales team becomes. There are dozens of tasks and
Examine Leadership Before Sales Skills If you hired reps who you believed could sell, and who proved that they’ve been successful selling in the past, then the first place to examine when your reps
For leaders, questions are king when it comes to coaching and training. Learning and practicing effective questioning skills is central to effective leadership. There are five rules for asking the right questions, at the
Reduce Bad Sales Hires With Better Interview Techniques It’s easy to make bad sales hires – we’ve all done it. However, with a few tweaks to your interviewing techniques you’ll improve the probability of
I don’t know about you, but I’ve been more than guilty of falling in love with the tallies on the sales report. I’ll read the report and assume that those whose names line up
Everyone agrees that sales meetings can be excruciating. But, what if you turned your weekly sales meetings into rock star sales rallies? You can make just a few changes to make the meeting motivational,