Don’t Send Your Prospects Into Fight-or-Flight Mode
Pay attention and adapt your style to that of your prospect and customer. I work with great salespeople and the most successful know how to connect with a variety of buyers. Salespeople are taught
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.
Pay attention and adapt your style to that of your prospect and customer. I work with great salespeople and the most successful know how to connect with a variety of buyers. Salespeople are taught
When you’re in combat or arguing with a client, you are automatically pushing them away, regardless if you’re right. When you’re in conversation, the buyer is staying engaged with you. Are your client and prospect conversations often
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,
Making the choice to build a spiral pipeline for your sales starts with engaging three core activities in your organization. And continuing these three core activities every day. Don’t Settle for Living in a
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
Make sure your testimonials are “impact” testimonials. Distrust in sales and marketing messages has skyrocketed over recent years. Not surprising when you see some of the ridiculous unsubstantiated claims made in e-mails. Buyers may
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
Some of us aren’t even aware that we talk negatively to ourselves. Take some time today to think about what you say to yourself. If you find yourself doing this, it is time to
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
As you work to make sales, it’s easy to fall into the trap of thinking you know what your clients want and need. However, it’s likely that you have overlooked some of your clients’
The Warm and Fuzzy Value Proposition People love the term value proposition, so user friendly, none threatening, cute, warm, and safe You are no longer relying on Palm Pilot, going to Blockbuster for your
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
Red Herrings derail sales calls and cause you to lose control when not handled effectively. On this podcast, Jeb Blount teaches you why you should avoid chasing red herring objections at all costs.
In part four of this impactful conversation on sales negotiation strategies and tactics, Jeb Blount and Patrick Tinney help you become a more effective negotiator.
Jeb Blount and Patrick Tinney continue their conversation on sales negotiation and examine specific sales negotiation techniques and tactics.
In Part Two of Unlocking Yes, Jeb Blount and Patrick Tinney dive deeper into strategies that will help you become a better, more effective negotiator.
Every sales professional must negotiate at some point in the sales process. This is Part One of a conversation with Patrick Tinney, negotiation expert and author of Unlocking Yes.
Winging it in sales is stupid. For this reason you must always plan for each sales call. On this podcast, Jeb gives you the 4 pre-call questions you must answer before your next sales
On this podcast, Jeb Blount and Chris Beall (CEO of ConnectAndSell) discuss the keys to getting real ROI from your sales organization.
Sales cultures scoring low in emotional intelligence are filled with old sales dogs that refuse to learn new tricks. They sit on the porch of denial, refusing to adapt new approaches to selling. How
In this podcast, Jeb Blount discusses how to get Psyched Up for sales with psyched up Dan McGinn.
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
A deeper understanding of naturally recurring patterns of thoughts and behaviors ensures that everyone on the team can maximize their strengths and work in collaboration with others to achieve both personal and professional goals.