Five Sales Secrets For Prospecting Success
SALES SECRET #1: Customers do not care how much you know until they know how much you care. In the world of sales- there is no more important step in the process than probing,
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.
SALES SECRET #1: Customers do not care how much you know until they know how much you care. In the world of sales- there is no more important step in the process than probing,
Why do salespeople or sales managers never share with me the long-term outcome of such “price reduction” strategy? Because it never works out the way the salesperson or the sales manager initially believes it
A crisis is an event that is urgent and important. Crises require immediate response. Events that qualify for crisis management include September 11, 2001, the stock market crashes of 1929 and 1987, a child
Sales are the backbone of your business. If you are in business to make a living, you have to be out there selling. I can’t think of a single exception to the rule. The
In order to find out your “Price Investment Ratio” (PIR), you must do a deep dive with your existing customers to get them to tell you what your service means to them. Once you
Knowing the number of leads you need to achieve your revenue goal helps you determine what your lead generation strategy needs to be, too. It’ll be easy for you to figure out what you
Motivating and leading a sales team requires a completely different skill set than just delivering the Monday morning pep talk. Many sales managers lack basic coaching skills and tend to use coaching techniques –
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
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
What you want to do is offer value in your visit or demo, and then leave it up to your prospect to decide if it’s worth taking your call or visit any further after
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
A deeper understanding of naturally recurring patterns of thoughts and behaviors ensures that everyone on the team can maximize their strengths and work in collaboration with others to achieve both personal and professional goals.
You must realize that leading someone does not consist of getting them to do what you want, but putting value on what they want. I’ve been a leader in various organizations and of teams
On this podcast Jeb Blount, author of People Follow You, and Will Frattini, Sales Leader at Zoominfo, discuss the challenges of leading sales teams in rapidly changing environments.
Leaders must never forget that every action they take and word they speak is being analyzed by their people for meaning.
We live in a society that thrives on the 24 hour news cycle where there always seems to be an endless stream of stories about leaders gone bad. In the midst of this barrage,
On this Sales Gravy Quick Tip, Jeb Blount introduces you to the five levers of effective leaders. This is how you get people to follow you!
On this Sales Gravy Quick Tip, Jeb Blount explains why leadership is personal, and why leaders must engage their people at the human level.
On this episode Jeb Blount and Kevin Eikenberry give you best practices and actionable tactics for leading and managing remote employees.
Sales cultures scoring low in emotional intelligence are filled with old sales dogs that refuse to learn new tricks. They sit on the porch of denial, refusing to adapt new approaches to selling. How