Are You In It To Win It?
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
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.
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
What one reads is different than the words written. Quite often the message we wish to send people isn’t actually the message that is received. What was meant to come across as good sometimes
All companies want to thrive. No company just wants to just “exist”. It’s “business nature” to want to grow, to become better…..to thrive. We wrote about Rising channels (see the previous blog) and discussed
This year, the company I had been using for the last several years was unresponsive when I tried to schedule service. Coincidentally, I received an email from one of their competitors offering the same
Why do sales professionals who become aware of their sales approach not working continue to plunge ahead? An unfounded “expectation of success” appears to play a significant role in such cases. Recently, I finished
Simplicity equates to clarity.Simple will always beat out complicated. Have you ever researched a new purchase only to find that there are too many options? What did you do? Sometimes people delay the purchase
Baseball players and sales professionals don’t have much in common. However, Elite athletes and Ultra-High Performing sales professionals know their numbers because that’s where the MONEY is. In this video, Jeb Blount addresses the
Salespeople sometimes treat LinkedIn like just another cold prospecting tool, and they end up engaging their prospects in a pretty abrasive way. A few weeks ago, I received a LinkedIn message from a user
Ah, the life of a salesperson. Perpetually condemned to sleazeball status, pushing unneeded or unwanted services on prospects who have no interest in those wares, only to run off into the sunset with briefcases
“I’m not sure if I have the right people and I am not sure if they’re doing the right things.” — Every Leader I’ve heard this from countless CEO’s, Sales Leaders, and Business Owners over
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