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
Learn how to sell more at the end of the year by helping small and medium-sized businesses (SMBs) reduce their tax bill while making strategic investments in their company on this Money Monday episode
In this episode of the Sales Gravy Podcast, I highlight a key sales opportunity as we approach the final stretch of the year. There is no doubt that this has been a strange year,
On this episode of The Sales Gravy Podcast, host Jeb Blount Jr. and guest Neil Cameron discuss the evolving landscape of B2B sales, focusing on how to adapt to millennial buyers, the importance of
On this episode of The Sales Gravy Podcast, JBJ sits down with Amy Franko, a sales expert specializing in the mid-market, to discuss pipeline velocity, qualifying deals, and the importance of asking the right
Join Jeb Blount Jr. and, special guest, Anthony Iannarino on The Sales Gravy podcast as they dive deep into the world of sales. Discover the secrets to successful outbound strategies, learn how to elevate
“Gentlemen, we can rebuild him. We have the technology. We have the capability to make the world’s first bionic man. Steve Austin will be that man. Better than he was before. Better, stronger, faster.”
Proactively managing the sales pipeline by ensuring every deal has a scheduled next step is critical for preventing stalled opportunities and improving closing rates. The Challenge of Stalled Opportunities Recently, I was working with
In sales, it is easy to become blinded by sales disorientation leaving you to crash and burn your deals. Recently, I finished reading a book written by one of the “Housewives of New York”,
Closing the Sale When You Get Ghosted When you get ghosted by buyers it can be crazy frustrating, especially when you feel you are right on the cusp of closing the sale. We’ve all
The sales player-coach — carrying a personal quota while also helping build and lead a team — is one of the hardest roles in sales, and most people in it burn out quietly. Surviving
Key Takeaways When people leave training, why don’t they all perform at the same level? Training and coaching occupy different positions in the development process. One without the other leaves the job half done.
You just promoted your top performer to your newest sales leader. They crushed quota six quarters in a row. Closes deals in their sleep. Customers love them. The team respects them. On paper, it’s
I spent an afternoon at Ramsey Solutions in Tennessee with Jason Williams, Vice President of Sales for the EntreLeadership Division. What stood out wasn’t the size of the operation or the fancy building. It
A book of business that isn’t growing is dying. When your team drifts into “farmer mode” and stops hunting new logos, it’s on leadership to make prospecting non-negotiable again. Key Takeaways: How to Get
“You know, at the core of Working Genius, what it does is it allows us to avoid guilt and judgment—guilt about ourselves and judgment of others.” That’s Patrick Lencioni, bestselling author and organizational health
Quick Summary Founder-led sales teams struggle to scale because the entire sales system lives in the founder’s head. Major clients only trust the founder, reps can’t replicate instincts they were never taught, and every
“That chip on my shoulder made me less empathetic, more rushed, too eager to solve things too fast, and less thoughtful. That chip built me, but then it started to tear me down.” I
“You can’t be more committed to somebody’s success than they are.” That insight comes from Colleen Stanley, author of Be the Mentor Who Mattered, during a recent conversation on the Sales Gravy Podcast. It’s