Nine Steps to Close More Sales
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
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.
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.
Many Microsoft Partners rely on inconsistent interviewing techniques, tend to believe what they hear and wind up hiring an “empty suit.” A Michigan State study found that more than 90 percent of all hiring
Because of the personnel cuts over the last 24 months, you’ve probably noticed (even at your own company!), that many companies have laid people off and more work is required of those who are
Are you a manager or business owner looking for a way to have a better year? Follow these top five priorities to improve your sales team and make your revenue numbers for the year
I don’t know about you, but for me this is the time that I solidify my goals for the New Year. As always, I balance my goals and set them in all areas to
For this sales call, I was prepared. The program I was presenting to him that day included a new item that I knew in the back of my mind he didn’t need and would
So let’s discuss how to go about establishing an environment where excellence is expected. There are two components to this equation. The first is defining what excellence means to you and your organization, and
I once heard that someone who doesn’t read is no better off than someone who can’t read. In fact, if you’re like most people, much of your self-talk and attitude, through most of the
When I ask salespeople what value they bring to their buyers, I usually get a typical answer that is full of a lot of smoke puffery. When I ask this question of buyers, and
Walt Disney was arguably one of the most creative dreamers and determined men of the twentieth century. Walt understood the power of commitment and would frequently tell those around him, “When you believe in
Master the Art of Selling Value People don’t always buy based on the lowest price, and no one believes that the lowest price ever equals the best offer. Customers who buy a product or
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
Characteristics of a resilient, sustainable business include leadership that understands the difference between working “for” and working “with” their employees. Consider these glum facts: Only one in eight workers worldwide are engaged at work,
Salespeople and sales managers are caught up in their own version of Ground Hog Day. They keep using the same approach, having the same conversations, which are leading to the same outcomes. Sales Ground
Working smarter with people entails three key activities: assigning the right number of people, identifying roles and planning compensation strategically. Sure-fire Ways to Work Smarter with People Your sales force is defined by the
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