Three Tips: From Nervous to Natural
One simple phrase can strike fear into the hearts and minds of professionals around the world: “Public Speaking.” Imagine you just found out that you have to deliver a presentation to a group of
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.
One simple phrase can strike fear into the hearts and minds of professionals around the world: “Public Speaking.” Imagine you just found out that you have to deliver a presentation to a group of
You may assume that because the information you deliver is routine, or because you work with the people in your audience, that you don’t have to build a strong connection with them while presenting.
As the economic downturn continues, so do budget cuts and time constraints. In situations like this, it is always difficult to get new recommendations approved. Chances are you’ll have to pitch your recommendation to
The truth is that financial presentations can be exciting and eye-opening if you prepare your content correctly. When you use the following tools for presenting financial information, you make it easy for people to
I was among fifty unsuspecting passengers who boarded a small commuter plane bound for Cincinnati where many of us had connecting flights. We had one of those infamous “on time” departures. It was a
The #1 problem I run across when working with companies is an unreachable, unrealistic revenue goal set by the owner that has no real buy in by the sales manager. It is this disconnect
Remember, your prospects have a need they are looking to you to help them fulfill, and the more they feel you understand their needs and can help them, the more likely it is they
During a face-to-face conversation, first impressions are based primarily on appearance. While on the other hand, first impressions created over the phone are based on brevity, vocal quality, and attitude. An upbeat mental attitude
There’s one type of customer that many salespeople lack on their target lists. Salespeople can work so hard at selling that they forget about creating this unique sales relationship. It’s a proven method for
Who wants to hear one more example of what they’ve been doing wrong? It’s stressful for you and your customers when you focus only on the negative outcomes of what you’re doing. Instead, take
THE PROBLEM “I’m sorry, I’m out of my office. Would you please leave your name and number and I’ll return your call as soon as I can.” How many of us are still waiting
How do you show your customers you appreciate them? Lunches are fine, but everyone does them. What else could you do that sets you apart that also builds rapport with your customers? When you
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
Summary LinkedIn hands salespeople more research than any other platform on earth, and most of them still send messages that get deleted on sight. This article covers the LinkedIn outreach mistakes I see constantly,
Caroline from Dayton, Ohio asked a question a lot of salespeople are wrestling with right now: How do you use AI efficiently without losing your human touch? It is a great question. And the
Here’s a question that cuts to the heart of what makes sales hard: What do you do when your commodity is identical to every competitor’s, the buyer knows it, and the only lever they
Let me ask you: What if the biggest thing standing between you and your next closed deal had nothing to do with your product knowledge, your pricing, or your pitch? What if it came
Here’s a question that keeps salespeople up at night: How do you build a powerful personal brand without stepping on your company’s toes? That’s the question Taylor Deadrick asked me during a recent live
Here’s a question that keeps salespeople up at night: How do you ask for more compensation when you’re getting competitive external job offers without sounding like you’re issuing an ultimatum? That’s the question posed
Here’s a problem that’ll make your head spin: What do you do when you can sell way more than your company can produce? That’s the question posed by Dylan Noah from Toronto. Dylan sells
Ways to Look Back at Your Sales Year For me, the last two weeks of the year have always been the chance to pause, take a break from the grind of selling, and really
![6 High-Probability Moments to Send LinkedIn Connection Requests Prior to an Event Events create natural relevance. Conferences, trade shows, user groups, and local meetups give you a reason to connect that does not feel forced. The mistake sellers make is waiting until the event starts or turning the request into a pitch. A better move is connecting days or weeks ahead with a simple acknowledgment of the shared event. Example: Hi Sarah, saw you’re attending the Midwest Manufacturing Summit next month. I’ll also be there and am super excited! I’d love to catch up in person at the event. In the meantime, let’s connect here on LinkedIn. You are aligning with something already on their calendar. When you see them at the event or reach out afterward, your name is no longer unfamiliar. Following an Event After an event, connection requests work best when they reference a real interaction, even a small one. A short conversation, a question during a session, or a brief introduction creates enough context. The request should reflect that moment, not attempt to convert it into a follow-up. Example: Tim, I enjoyed meeting you at the conference last week. Your take on [subject/trend/idea] was intriguing. I look forward to staying connected and to our next conversation. This reinforces continuity and professionalism without pushing the relationship forward prematurely. After a Sales Call Sending a connection request after a sales call is one of the most underused opportunities in prospecting. If the call was answered and productive, the request reinforces credibility and continuity. Example: Thanks again for the conversation today. I appreciated your perspective on how your team is thinking about next quarter. I look forward to our next meeting and sharing some ideas I have with you and your team. If the prospect did not answer, a connection request can still make sense as a light reinforcement, especially early in the relationship. It keeps your name present without escalating pressure. Either way, the request works because the call establishes legitimacy first. After a Meaningful Interaction Not all interactions happen in formal selling environments. Thoughtful exchanges in comment threads, group discussions, or brief conversations in passing all create natural moments to connect. That might mean running into each other at a non-work event, crossing paths at an airport, or chatting briefly in a line somewhere unexpected. Example: Haley, it was a pleasure meeting you on our flight to Atlanta. Thank you for your restaurant recommendations! I look forward to staying connected, What makes this work is that the interaction was real. The request simply continues it. Mutual Connections Shared connections reduce perceived risk when handled with restraint. They signal that you operate in similar professional circles, not that you have permission to pitch. The mistake is overexplaining or implying endorsement. Example: Hi Mark, I noticed that you are connected to my good friend, James, and since you are also [interested in, working in, located in] I thought it might make sense for us to be connected also. A simple acknowledgment is enough. Familiarity does the work. Profile Views Profile views signal awareness, not intent. When someone views your profile after a call, email, or content interaction, a connection request can make sense as a low-pressure acknowledgment. Example: Wendy, thank you for visiting my profile. I had a chance to look at yours, and based on your interests, I thought it might make sense for us to connect. The discipline is resisting the urge to read more into it than is there. Want the exact framework for integrating LinkedIn into a disciplined outreach sequence without pitching, spamming, or wasting time? Buy The LinkedIn Edge by Jeb Blount and Brynne Tillman today. Sales Gravy is the number one sales training organization](https://salesgravy.com/wp-content/uploads/2025/12/6-Moments-LinkedIn-Connection-Requests-Actually-Work-in-Prospecting-Sales-Gravy-Blog-Featured-Image-768x401.jpg)
LinkedIn connection requests are misunderstood because sellers expect them to do work they were never designed to do. A connection request is not a pitch. It does not advance a deal. It does not
For new sales leaders, there are three fundamental keys to building trust with your sales team and getting off to a great start in your new role: Competence, Consistency, and Concern. If you are
Not all times of day are equal: how to structure your team’s day for optimal focus and flow. If you’re a sales leader, then you spend a lot of time thinking about your team’s
Leading companies are building stronger, more reliable, and recession-proof pipelines. When times get crazy. When there is uncertainty in business. When the markets take us on a roller coaster ride. When the world seems
During unplanned timeouts in business, the very best companies and ultra-high performers embrace that gift of time and leverage it as much as possible. There are some excellent anecdotes concerning the value of leveraging
To vet your sales reps and their progress fully, ask them specifically about the progress they’ve made during the time since your last meeting. This allows you to keep a finger on the pulse
In a hyper-competitive industry filled with giants, we need Millennials with superior sales acumen. But as wise leaders, we also have a responsibility towards the well-being of our up-and-coming sales leaders. My husband, Gordon,
Millennials are loyal to the bigger picture. They will help you get what you want if you help them get what they want. But first, you need to know more about what motivates them.
What mountains are your sales teams facing? How might you inspire them to be more engaged in their own success, as well as yours? What can you do together to reach the top of
When considering a merger or acquisition, investigate the sales management processes in place. Over the years of being in business, I’ve discovered a common strategy among consistently successful sales teams. These sales teams thrive