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
Stop thinking your job is done when the contract is signed. Stay on the ground. Remain active even after the deal is closed. Redefine Closing the Sale It’s time to reframe how we think
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
In order to strike a balance between no theme and full-on theme park, it’s important to understand how to choose a theme that’s right for your presentation and your audience. A group of flight
To create true sales predictability (and avoid Sales Whiplash), it’s critical to consider both independently, and to have your pipeline numbers influence your forecast output. Drastically Refine Your Sales Pipeline This Year Understanding that
When you are winning deals, it’s easy to slip into a euphoric mindset and completely forget about the process that got you there in the first place. Out of all the sales rules, there
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