Customize Your Presentation For Different Personalities
Warning: The information you are about to read will dramatically change the way you see yourself and how you relate to other people! In his book, Men are from Mars, Women are from Venus,
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.
Warning: The information you are about to read will dramatically change the way you see yourself and how you relate to other people! In his book, Men are from Mars, Women are from Venus,
While 90% of sales reps tend to remain stuck working within and producing up to (or more likely down to) their invisible dollar sign, the good news is that about 10% of sales reps
To build successful sales relationships, there are three critical components: expertise, enthusiasm and empathy, all of which lay the foundation for the even more critical component, trust. Unfortunately any of these three individually or
There is a better way. What all top producers do is have an unyielding faith that things are going to work out as long as they keep taking action, change their actions as their
Utilize the time you do have by adding extra exercise into what you have to do anyway. Take the stairs instead of the escalator or elevator, carry your materials and luggage yourself, and park
We’ve all done this at one time or another. Sales slow down and suddenly, a new customer appears, a new product comes out or a new sales technique emerges, and you start to think
When representatives feel as though they could be better utilized anywhere else, they are less likely to take the event seriously. Unfortunately, this is not just a personal problem for them – a negative
In my role as a sales consultant, I’ve watched a great number of people with incredible sums of intellectual capital not being challenged at all to contribute. At the same time, I’ve watched people
Regardless of how you feel (stressed, tired, overworked…) when the show opens each morning, it is essential that you make yourself look like you do when you feel your best. Once you look like
If you are serious about changing your career and your life, then get in the practice of working on your mental attitude first. Adopt these five mental attitudes of winners to powerfully change your
Be willing to work with the media. They may have a different concept about profiling your business than you do and go with it. They are not giving you a free advertisement – they
For clients who are also attendees, start by including them in your pre-show marketing efforts. In the time leading up to the event, send them a tailored version of the e-mails, physical mailers, and
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
Understanding how to create an impression that stands out is the way to close the sale in 10 seconds or less. Actually, great sales people can do it even faster IF they make a
In this economy, asking whether you need to sell online or in person is like asking which came first, the chicken or the egg. I was keynoting at a conference last week, when a
In this article, Mike Brooks encourages sales teams to ask themselves what’s really holding their prospects back from buying. The holidays are upon us and guess what? The teams I’m working with are still
Here are some of my favorite screw-ups. Those funny stories that I have seen many of my fellow sales professionals make – me included. Ever realize how much you can learn from watching other
If you don’t invest the time and effort in your projects, you will not enjoy exceptional results. Doesn’t your business deserve the most impressive product possible? Have you ever made spaghetti sauce from scratch
In a world that’s getting noisier by the day, the longer you wait to reveal yourself, the likelier it is that you’ll find yourself stuck in the visibility vacuum. For months (or maybe even
To be spectacular is to be different. Do you encourage your employees to be different, to do different? Are you encouraged to be or do different? There is great honor in being the first
Chris Beall, CEO of ConnectAndSell, and Jeb Blount, CEO of Sales Gravy, discuss the economics of building and running highly productive sales teams. As with virtually every aspect of our world, even the field
If you don’t like to sell, it means that you are doing it wrong. Stepping in with courage and determination into a sales conversation is the most powerful aspect of your business. The biggest
First of all, I don’t enjoy gambling; and second, I really don’t know how to read a horse racing program. When it comes to betting on a horse race, I tend to look at
Be a true leader and use these 13 rules to ensure your business not only survives, but thrives, in any economy! Adversity is just a road to success – you have to learn from
So, what is the front line sales manager’s job? Simply stated, it’s maximizing the performance of each person on their team. The only way sales managers achieve their goals and make their numbers is
In the chaos of daily priorities managers often forget their most important responsibility: Developing their people. Overlooking this core leadership imperative sub-optimizes the performance of their team. A manager’s primary job is to develop
People don’t learn by listening to the words you speak. They learn by watching your behavior. They learn from what you do, the actions you take, not your words. Make sure the lessons you
The most dangerous lie that salespeople tell themselves (and anybody else who will listen) is that they lost the opportunity with their dream client on price. Salespeople—like all other groups of people—lie to themselves.
Developing a deep knowledge of your sales landscape helps you sell more in less time. English navigator Henry Hudson learned the hard way in the 17th century what can happen when you don’t know
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