Connect with Your Current Clients at Trade Shows
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
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 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
Last week I spoke at the first Los Angeles chapter meeting of the AA-ISP (American Association of Inside Sales Professionals), and it was great. What I especially liked about it was that it gave
Mental Side of Sales I read a quote once supposedly by Jack Nicklaus: “Golf is 80% above the shoulders.” And as a bogey golfer I have come to totally appreciate that comment and admittedly
Yes, there are many differences between writing articles to promote your business and writing a media release to garner free publicity. And it may seem obvious, but sometimes I just have to say it…the
Many sales training programs miss the mark since it’s all about the company, their products and services and cookie cutter sales methodologies are taught without considering the specific sales environment. Is it a long
When times are tough and prospects seem to be holding on to every dollar, your job as a sales manager is more important than ever before. Now is the time to roll out a
Have you noticed that when a sports team wins a championship game, both the players and the coaches talk in terms of a “team victory” and appear to truly enjoy sharing the accomplishment? While
You finally connect with a prospect and the end of your conversation goes something like this, “I’ll get that information to you by tomorrow and I’ll call you early next week to discuss
The process is that thoughts become actions and actions produce results. So the equation starts with the thoughts. So the key to success is to start with and control the thoughts that we have.
The fact is, top 20% producers still find ways to make their quotas in summer, and they also find ways to set up the end of the year so they exceed their revenue goals,
Are you the type of individual who values sincere feedback and welcomes constructive criticism from customers, associates, and family members? Sometimes getting feedback can be an unpleasant experience, especially when it hasn’t been
If you’re reading this and you’re a salesperson, here is some very simple advice. Contrary to what you believe will happen, you will never make up in long-term profit what you’re about to give
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
The year was 1938. Families across America gathered, listening during the golden age of radio. On the eve of Halloween, a broadcast interrupted their evening: A live report claimed Martian cylinders had landed in
Here’s a question that’ll keep you up at night: How do you take a company from $300K in annual revenue to $1.5 million in 18 months, then scale to $3-$5 million within five years?
Every week, someone asks me: “Jeb, do I need Sales Navigator to prospect on LinkedIn?”My answer: No. But you do need a system. LinkedIn is the most powerful prospecting platform on earth. It’s a
You’ve probably heard it a hundred times lately—AI is coming for your job. Every week, there’s a new headline about another role being automated, another company replacing people with bots, another “AI agent” that
The buzz around “social selling” is deafening. Every guru, every pundit, every platform is screaming about its power. And yet, most salespeople are failing at it. Miserably. They log into LinkedIn. They dabble with
The gap between average salespeople and elite performers lies in process. While most reps chase quick wins and hope something sticks, top producers follow proven sales strategies that consistently deliver results. They’ve mastered the
Most salespeople are busy. Few are productive. They chase. They pitch. They get ignored. And the cycle repeats. Why? Because they’re committing one of the worst offenses in modern sales: They’re treating LinkedIn like
You’re on LinkedIn, but do you really know how to use it effectively? There’s no good reason to avoid mastering LinkedIn. Your prospects are on LinkedIn actively engaging, researching, and making decisions. LinkedIn is
Every day, your prospects are assaulted by a digital firehose of generic, AI-generated emails and connection requests. It’s an incessant barrage of noise, and as a survival mechanism, your buyers have learned to ignore
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