The Evolution of Value Proposition
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
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.
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
If I get into a game, I play to win. What nobility is there is playing like a slacker? What virtue is purposeful mediocrity? None! I live my life to be a winner. Have
Do you long for a life lived in high gear? One that is filled with joy and achievement? It is possible! How would you like to kick your life into high gear? I can
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
What would happen to your business results if you just said “no” a little more often? Building business demands that you, as the solo professional, wear many hats. In wearing all of these hats,
Hark back to who you were on interview day. We promised to deliver above and beyond. Chances are, we gave it our all for a while, settled into a groove and have gotten lazy
Working smarter with people entails three key activities: assigning the right number of people, identifying roles and planning compensation strategically. Sure-fire Ways to Work Smarter with People Your sales force is defined by the
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
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
Answer These 4 Questions To Guarantee Sales Pipeline Accuracy When the end of the quarter is approaching, what do sales managers want? Easy answers. Which sales that their people promised will close this week?
How To Sound Natural Over The Phone If you sell for a living, sooner or later you have to pick up the phone for prospecting, follow up, and sales calls. To be effective, you
Prepare For Your Next Sales Call Sales professionals everywhere set themselves up to fail by neglecting proper sales call preparation. Don’t be one of them. Here are ten of the most important things you
Successful Sales Negotiation Made Easy It’s important to be intentional during every step of the sales process, but especially at the negotiation table. Even after you close the deal, the discussions you have during
‘Busy’ Does Not Mean ‘Productive’ The best account managers know how to stay busy doing the sales activities that are the most productive. Being ‘busy’ only matters if you are taking actions that move
Are You Really Listening To Your Prospects? Active listening is a crucial sales skill that so many salespeople overlook. The truth is, if you aren’t actively listening, you are holding yourself back from building
Fear is nothing more than a lack of knowledge. In order to survive any challenge that negatively impacts your selling career, you need to be prepared. Investing in self-improvement is the best way to
Three Turnarounds to Common Insurance Sales Objections In inusrance sales, there are three objections that you will face when engaging prospects and customers. You gain a competitive advantage when you prepare in advance and
Gatekeepers Are Not The Enemy It may seem like the gatekeeper’s primary job is to keep you out. But they can be your ally if you learn how to enlist their help. Knowing best
The best way to measure sales productivity is with leading indicators—the KPIs and metrics that predict future revenue and let you fix problems before sales dry up.
Most sales team meetings fail because they aren’t actually about selling. Mike Weinberg says the fix is simple: stop running status updates and start running meetings that make your team more aligned, more energized,
Jumping in to save a rep’s deal feels like leadership, but it trains your team to call you instead of solving problems themselves. Real sales leadership means coaching the rep, not closing the deal
If you want to know how to scale a sales team, document your sales process and prove your close rate before you add headcount, then decide whether your next hire is a leader or
Most sales forecasts fail for a reason no CRM can fix. Sellers stop telling their leaders the truth the moment honesty starts costing them something.
Summary The most effective sales compensation strategy for getting a small team focused on high-value complex deals is to layer a significantly higher reward on those deals without reducing incentives on transactional ones. Pair
Summary When the market shifts, your salespeople are not going to figure it out on their own. That’s your job. As a sales leader, your responsibility is to see the change coming, get ahead
Summary: Most sales managers confuse empathy with sympathy and pay for it in team performance. Jeb Blount breaks down the real difference, why listening first is the most powerful coaching move you have, and
Summary: Q1 is feedback, not failure. Top-performing sales teams use a Q1 sales strategy review to assess whether they have an execution problem or a focus problem, then make targeted adjustments heading into Q2.