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
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
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
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
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
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.
You must realize that leading someone does not consist of getting them to do what you want, but putting value on what they want. I’ve been a leader in various organizations and of teams
On this podcast Jeb Blount, author of People Follow You, and Will Frattini, Sales Leader at Zoominfo, discuss the challenges of leading sales teams in rapidly changing environments.
Leaders must never forget that every action they take and word they speak is being analyzed by their people for meaning.
We live in a society that thrives on the 24 hour news cycle where there always seems to be an endless stream of stories about leaders gone bad. In the midst of this barrage,
On this Sales Gravy Quick Tip, Jeb Blount introduces you to the five levers of effective leaders. This is how you get people to follow you!
On this Sales Gravy Quick Tip, Jeb Blount explains why leadership is personal, and why leaders must engage their people at the human level.
On this episode Jeb Blount and Kevin Eikenberry give you best practices and actionable tactics for leading and managing remote employees.
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