Winning in Sales with a Dinner Table MBA
It isn’t everyone who can say they got an education in sales at the dinner table, but for my brother and I, that’s exactly where our education—and our love of sales—began. My father was
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.
It isn’t everyone who can say they got an education in sales at the dinner table, but for my brother and I, that’s exactly where our education—and our love of sales—began. My father was
Every sales professional has a horror story that still makes them break out in a cold sweat years later. The deal that imploded spectacularly. The customer interaction that went sideways in ways you couldn’t
Here’s a problem that’ll tie you in knots: You’ve got a killer software solution that saves companies massive amounts of money on employee benefits. You know exactly who needs it: Fortune 1000 companies with
The year was 1938. Families across America gathered, listening during the golden age of radio. On the eve of Halloween, a broadcast interrupted their evening: A live report claimed Martian cylinders had landed in
Success comes down to knowing exactly how to wield this technology. AI will supercharge every aspect of your sales process when you know how to use it properly.
AI in sales isn’t coming soon. It’s already here, and it’s quietly separating the salespeople who will thrive from those who won’t. On the Sales Gravy Podcast, sales expert and author Victor Antonio shares
Here’s a question that’ll keep you up at night: How do you take a company from $300K in annual revenue to $1.5 million in 18 months, then scale to $3-$5 million within five years?
I’ve been intrigued by all of the LinkedIn posts lately from sales professionals, leaders, and experts proclaiming the phone is back! Even the “phone-is-dead” evangelists seem to have had a change of heart and
Every week, someone asks me: “Jeb, do I need Sales Navigator to prospect on LinkedIn?”My answer: No. But you do need a system. LinkedIn is the most powerful prospecting platform on earth. It’s a
Your sales team has the tools. They know the pitch. The CRM is full of leads. So why are half your reps still missing quota? The real issue? Most sales leaders are managing activity
Here’s a question that’ll make your head spin: How do you train MLM recruits who have zero sales experience to actually sell instead of just posting on social media and hoping for the best?
You’ve probably heard it a hundred times lately—AI is coming for your job. Every week, there’s a new headline about another role being automated, another company replacing people with bots, another “AI agent” that
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
Leverage Friday afternoons for phone calls to people you haven’t been able to connect with or with prospects who are tied tightly to a competitor. It happens every summer. The number of sales appointments
On this episode of Sales Pipeline radio, Matt Heinz and Jeb Blount discuss emotional intelligence, Sales EQ, and Fanatical Prospecting. You’ll be surprised to hear Jeb’s opinion about how sales and marketing should work
It’s evident that time is a critical factor in completing sales, building and keeping the relationship. Given that, what strategy does your dealership have in place to shorten the time it takes to close
The only asset you have that is in limited supply is your own time. When a slow customer takes up too much of it, you lose. The time you’re spending with them is preventing
At the end of the day, you want to make things as easy as possible for the prospect, not turn them into your admin. Last week I received an email from a very friendly
The key to any sale is getting your prospect to tell you how to sell them. If you can do that, you’ll make your job much, much easier. Today it seems to be harder
Too often we get so focused on what we produce or deliver, that everyone in the company loses sight of the real value of the product or service. Aligning everyone in the company to answer one question can
Sites like LinkedIn, Facebook, Twitter and others can be powerful tools to help you prospect more effectively. In my new book coming out this September, “High-Profit Prospecting,” I share insights every salesperson needs to
I promise that it is almost NEVER about price. But, if it is, here is what probably went wrong. You jumped to what you were selling instead of focusing on the issue they needed
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