Maximize Your Talent At Trade Shows
For years and years, the rumor has been that 80% of leads obtained at trade shows do not receive any follow up contact and even within the last month, I have read a number
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.
For years and years, the rumor has been that 80% of leads obtained at trade shows do not receive any follow up contact and even within the last month, I have read a number
How do you handle disappointment in your professional life? Whether you have been the disappoint-er or the disappoint-ee, these tips will help you to become better able to resolve your next potential crisis I
Sales management is actually real easy and straight forward if you break it down to its three most important elements. If you concentrate on these three keys and actually make it a priority to
Your customers are your greatest asset and the key to your business growth. If you’ve served your current customers well, then they already like and trust you. At this stage they’re much easier to
In order for a goal to motivate you to work, you really have to want it; and only you really know what you want. What do your sales goals for the coming year
Office etiquette extends from the conference room to the company kitchen. If your meeting manners aren’t impressive, you won’t be either. Meetings are major part of life in the office. Some people love them
If you cannot reasonably expect to accomplish your “needs goal” at your next event, there is a problem with the fit of the event itself or the approaches you have selected for that event.
Why should anyone make a decision quickly if they don’t have to? More often than not, the buyers believe that by waiting, they will get a better deal. The salesperson will get scared
“If you can find good people, they can always change the product/service. Nearly every mistake I’ve made has been in picking the wrong people, not the wrong idea. Most entrepreneurs have no problem coming
“A goal is nothing more than a dream written down with a deadline.” I am frequently asked what I think the single most important factor is in determining the success or failure of a
Years ago, I was taught that “the close” is an affirmation of the conversations a salesperson has had with the prospect. The problems arise if the qualifying steps were not as strong as they
Potential employees usually fall into one of four types. Understand these and you can more effectively choose the right person for the job and for your company. You’ve got sales quotas, plans and deadlines.
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
The time and energy you devote to things that are outside of your control is better spent in areas where you have control. We don’t get to choose what happens in the areas where
Instead of wasting time figuring out an impressive response, spend time understanding what caused the objection in the first place. Identify what you are doing, or not doing that triggered the money objection in
I hear all the time from salespeople saying how their prospecting plan doesn’t seem to be delivering the results they need. Everyone needs to continually fine tune their prospecting process. The biggest problem I
How then do we make coaching conversations productive, efficient, and less stressful for the coach and coachee? With a bit of forward thinking and action and these 3 sales coaching hacks: We all know
This makes the salesperson a shrewd negotiator, choosing to negotiate with the weaker party, making it more likely that a deal is done. One of the things I hear from sales leaders most often
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
How to Make Positive Change Stick These 8 strategies not only position leaders as catalysts for positive transformation but also ensures that their organizations remain agile, competitive, and poised for long-term success in an
Why Roleplay Should Be A Key Part of Your Sales Culture In this podcast, Jeb Blount, Jeremy Olson, and Kristin Isaacson discuss the importance of role-playing in sales. They emphasize the need for leaders
Mastermind Group Incredible Asks Jeb Blount Their Toughest Sales Questions In this episode of the Sales Gravy Podcast, Mastermind Group Incredible asks Jeb Blount their real-life questions as he provides solutions to overcome their
Building and Leading a Successful Sales Team On this episode of the podcast, Allison Walsh, Vice President of Business Development and Branding for Advanced Recovery Systems, a national behavioral healthcare company, discusses her experience
Sales Training Is An Investment In YOU In this episode of the Sales Gravy Podcast, Jeb Blount is joined by Sarah Browner, the Global Sales Enablement Manager at Adobe. If you are a sales
Recruiting For High Performance When you recruit the right person, you will find that they’re self-motivated and eager to train. On the other hand, if you hire someone that is not suited for the
Sales Training Matters For Small Businesses Sales Training can help your small business reach new heights, even with limited resources. There is a simple reason why large companies invest in sales training: It improves
Moving From A Culture of Efficiency to A Culture of Effectiveness Acting and improv skills are similar to soft skills in sales— leading with empathy and understanding your audience and your customer is paramount.
Human Connection Is Irreplaceable Dress appropriately for the situation and audience— it’s the little things that close the sale. Do research on who you’re trying to sell to and a personalized follow-up email after