Twelve Questions That Precede a Purchase
One advantage that salespeople posses is this; aside from being a salesperson, you are also a consumer and a prospect, enabling you to better connect with each prospect you speak with. Think about
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 advantage that salespeople posses is this; aside from being a salesperson, you are also a consumer and a prospect, enabling you to better connect with each prospect you speak with. Think about
Selling is the art of creating new possibilities and solutions. Salespeople are responsible for the creation rather than the controlling of solutions for their prospects. As such if you are a highly creative salesperson,
Over the years, I’ve discovered that when sales people tell me that they have prospecting on their “to do” list, what they really are saying is that they “intend” to prospect. When sales people
Certainly, these are unprecedented times, but fundamentals are fundamentals. When you stray from them, you get into trouble. When in trouble, return to the fundamentals and return to consistent and sustainable sales success. In
‘The more we try to maintain control in our lives, the less freedom we create for ourselves,’ illustrates one of the many paradoxes in life. While we may strive to maintain control over our
Here’s the secret to boosting your confidence today; make confidence a choice. Wait, I know what you may be thinking; it sounds too easy. It has to be more difficult than this. Well,
So here’s the scene: Large corporate sales convention in the company’s training center in Washington State; over 250 sales reps flown in from all over the country; Sales directors, V.P.s, sales managers all running
A Top 20% closer is an expert at asking questions, layering those questions, questioning the red flags, etc., and at the end of a prospecting call or presentation, they call can tell you exactly
Just because the media says that the economy is sliding downward does not mean that your sales will be affected. Your mental mindset plays a tremendous role in your success. While it is difficult
Most sales people live a hurried life and time is of the essence. While we agree that in sales, time is money, there is a cost for polluting our bodies with so much junk food that
From blind dates to marriage, here are six lessons from the dating scene that will improve your sales results. I’ve been married to the same man since Noah built the ark, so you’d expect
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
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
All’s fair in love and war—and sales. At the end of the day, what really matters is whether the deal closed or if you were left holding the bag. Did you make quota this
Great advice is everywhere, but most of it is fluff. In sales, you don’t need clichés—you need real strategies that help you win more deals. We’ve pulled together five of the biggest game-changing sales
The right mindset doesn’t just win games—it seals deals. It’s the “get it done” frame of mind that keeps your head in the game, keeps you sharp, and keeps you working for excellence. Work
You nailed the pitch. The budget was there. The decision-maker was engaged. So why did the deal go cold? The problem might not be your process. It might be you. Before a prospect buys
Everyone has been there. You’ve spent months working on a deal only to find out that you were talking to the wrong person. After conducting three discovery meetings and a demo, the stakeholders level
The best salespeople spend hours rehearsing sales calls, because statements, and meeting pitches so they know exactly what to say when they finally get a prospect on the line. The best know that practice,
Marcin from Warsaw, Poland, asks: What are the top sales trends shaping the future of sales? Our conversation ranged from the impact of AI to the growing importance of a consultative selling mindset in
On the surface, you’d think that “selling” and “asking” go hand in hand. In reality, salespeople at all experience levels often hesitate, tiptoe around, or dodge direct closes because they’re afraid of rejection, worried
In this episode of The Sales Gravy Podcast, take a look back at the best insights from the year. These moments aren’t just memorable, they’re actionable advice that sales professionals can take into 2025
Here’s the scenario that’s playing out in sales organizations everywhere right now: Your team fought through a brutal first half of the year, rallied momentum in the second half, crushed their numbers, and now
You’re Coachable, But Are You Truly Humble? You’ve been coachable your entire career. You take feedback, adjust your approach, read books, listen to podcasts, and implement what works. Yet being coachable doesn’t automatically make
The automated “Great job, team!” email blasted to 47 people at 4:37 PM on a Friday isn’t authentic appreciation. Neither is the generic gift basket ordered by someone in HR who’s never met your
To a sales leader, it’s a familiar story.Month one: Your new SDR is on fire. Energy through the roof. They’re excited about cold calling.Month two: Still strong. Meetings are getting booked. Dashboard looks good.Month
This time of year is critical. As sales leaders map out their budgets for the new year, the conversation always centers on a core conflict: How to cut expenses and, simultaneously, motivate teams to
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?
Your sales team has the tools. They know the pitch. The CRM is full of leads. So why are half your reps still missing quota? The real issue? Most sales leaders are managing activity
Walk into any sales conference, scroll through LinkedIn, or join a sales team meeting, and you’ll hear the same tired arguments: cold calling versus social selling, interruption versus relationship-building, quantity versus quality. The sales
Leadership is the single most important factor in a sales team’s success. You can have talented reps, strong products, and a solid sales process, but without effective leadership, performance stalls. As Duff Tucker, Sales