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
Growing up, I was easily the shyest girl in the room. Not just quiet—debilitatingly shy. I was so shy that I wouldn’t even ring the bell to get off the bus. I’d simply ride
“I can’t do that.” How many times have you said those four words when facing a challenging sales situation? It could be picking up the phone to make that intimidating cold call. It could
Here’s a hard truth most salespeople never hear: The most dangerous thing you can do is think like an employee. On this week’s episode of the Sales Gravy Podcast, business consultant for entrepreneurs David
Tyler Goss, from Tampa, has two critical sales questions: 1) How do we achieve those “crazy” prospecting numbers I talk about in my books? 2) When should a lead become a pipeline opportunity? In
Fear will kill sales and crush your chances of making quota. Hesitation, paralysis, and missed connections with prospects—that’s the consequence of fear. The truly trapped stop picking up the phone entirely. Fear hijacks your
During a practice round at a major golf tournament recently, one of the players hit an exceptionally beautiful shot. A fan in the gallery exclaimed, “Man, I wish I could hit a shot like
Here’s the brutal truth: Self-awareness is the ultimate sales skill. We obsess over skills like closing techniques, objection handling, and prospecting cadence. But self-awareness is the real make-or-break. Self-awareness is the lever that separates
You don’t want to be mediocre. You don’t want to be stuck in a rut of repeating last year’s performance. And you definitely want to smash your personal selling goals this year. In the
Steve from Portland, Oregon, faces and an all-too-common consultative selling dilemma: how to sell to prospects who claim they already know everything, have already “done the research” and question what value he can bring.
How to Make Positive Change Stick These 8 strategies not only position leaders as catalysts for positive transformation but also ensures that their organizations remain agile, competitive, and poised for long-term success in an
Why Roleplay Should Be A Key Part of Your Sales Culture In this podcast, Jeb Blount, Jeremy Olson, and Kristin Isaacson discuss the importance of role-playing in sales. They emphasize the need for leaders
Mastermind Group Incredible Asks Jeb Blount Their Toughest Sales Questions In this episode of the Sales Gravy Podcast, Mastermind Group Incredible asks Jeb Blount their real-life questions as he provides solutions to overcome their
Building and Leading a Successful Sales Team On this episode of the podcast, Allison Walsh, Vice President of Business Development and Branding for Advanced Recovery Systems, a national behavioral healthcare company, discusses her experience
Sales Training Is An Investment In YOU In this episode of the Sales Gravy Podcast, Jeb Blount is joined by Sarah Browner, the Global Sales Enablement Manager at Adobe. If you are a sales
Recruiting For High Performance When you recruit the right person, you will find that they’re self-motivated and eager to train. On the other hand, if you hire someone that is not suited for the
Sales Training Matters For Small Businesses Sales Training can help your small business reach new heights, even with limited resources. There is a simple reason why large companies invest in sales training: It improves
Moving From A Culture of Efficiency to A Culture of Effectiveness Acting and improv skills are similar to soft skills in sales— leading with empathy and understanding your audience and your customer is paramount.
Human Connection Is Irreplaceable Dress appropriately for the situation and audience— it’s the little things that close the sale. Do research on who you’re trying to sell to and a personalized follow-up email after