How to Scale a Two-Person Sales Team Into Something Bigger
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
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 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
To prioritize prospects effectively, evaluate every opportunity using three variables: lead temperature, sales cycle timing, and deal size. Together, these factors show which prospects deserve immediate action, which need ongoing nurturing, and which belong in automation. Key Takeaways Why do so
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.
AI works for sales when the purchase is simple and low risk enough that a buyer feels comfortable clicking a button without talking to anyone. The moment a deal gets complex, expensive, or risky,
Field sales reps who blended virtual and in-person outreach during the pandemic consistently outperformed those who relied solely on in-person contact. The most efficient field sellers use virtual tools for prospecting, qualifying, and maintaining
The best pitch I’ve ever heard about didn’t have a single slide. It had an ax, an elevator, and a crowd that had no idea what was about to happen. The sales storytelling techniques
Stalled deals are rarely a follow-up problem — they’re a process problem. When you’re selling to risk-averse, consensus-driven buyers, deals die in the middle of the pipeline because the decision-making process was never defined
Sales complacency is the silent performance killer that sets in after winning — and the only defense is returning to the fundamentals that built your success in the first place. Key Takeaways When Success
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
Quick Summary Reading buyer signals means recognizing the behavioral and psychological cues prospects send before they ghost you, and using that information to keep deals moving toward a real decision. Key Takeaways Listen to
AI call screeners are blocking more sales calls every day — and most salespeople are making it worse by leading with the wrong message. Getting past AI gatekeepers comes down to one thing: relevance.
When results drop and motivation fades, the fix is to increase your prospecting activity above your normal baseline, not wait until you feel ready. More calls create more conversations, more conversations create more opportunities,
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
Learn how to sell more at the end of the year by helping small and medium-sized businesses (SMBs) reduce their tax bill while making strategic investments in their company on this Money Monday episode
In this episode of the Sales Gravy Podcast, I highlight a key sales opportunity as we approach the final stretch of the year. There is no doubt that this has been a strange year,
On this episode of The Sales Gravy Podcast, host Jeb Blount Jr. and guest Neil Cameron discuss the evolving landscape of B2B sales, focusing on how to adapt to millennial buyers, the importance of
On this episode of The Sales Gravy Podcast, JBJ sits down with Amy Franko, a sales expert specializing in the mid-market, to discuss pipeline velocity, qualifying deals, and the importance of asking the right
Join Jeb Blount Jr. and, special guest, Anthony Iannarino on The Sales Gravy podcast as they dive deep into the world of sales. Discover the secrets to successful outbound strategies, learn how to elevate
“Gentlemen, we can rebuild him. We have the technology. We have the capability to make the world’s first bionic man. Steve Austin will be that man. Better than he was before. Better, stronger, faster.”
Proactively managing the sales pipeline by ensuring every deal has a scheduled next step is critical for preventing stalled opportunities and improving closing rates. The Challenge of Stalled Opportunities Recently, I was working with
In sales, it is easy to become blinded by sales disorientation leaving you to crash and burn your deals. Recently, I finished reading a book written by one of the “Housewives of New York”,
Closing the Sale When You Get Ghosted When you get ghosted by buyers it can be crazy frustrating, especially when you feel you are right on the cusp of closing the sale. We’ve all
So, what separates the great channels from the “not-so-great”? Great channel organizations truly focus on what really matters. By doing so, these companies and their people are able to accelerate revenues, increase market share,
Your management team may have implemented a team selling model with great expectations for success. However, team selling doesn’t always live up to its potential. To Team Or Not To Team? Does this sound
Tips for Building a Successful Process for Onboarding New Salespeople To build and sustain a high-performing sales team you must begin with successfully onboarding new salespeople. Getting it right from the start will help
It’s often difficult to motivate sales reps to focus on developing expertise when they want to develop relationships, but the two can go hand in hand. Trust is Not Enough For many years, developing
In the context of selling, a blind spot is something you commonly do within your sales interactions that potentially threatens your success. And here comes the kicker… you’re not aware of it. I’m a
Sales is about relationships. Your sales team can boost your company’s image by blogging, contributing to trade publications, and presenting within your marketplace. Use the Sales Team to Uncover Success Stories Success stories are
The question you must ask yourself is: “Does this secrecy make good business sense in today’s marketplace?” How This Joke Hurts the Small Business Bottom Line Small business owners understand that profitability is critical
Many sales managers don’t like having the difficult conversations—who does? But as a leader, it is part of your role. You’re a top sales producer that has been rewarded with a promotion to sales
Sales prospecting can be tedious, intimidating, and terribly discouraging. Yet, it still has to be done. Why not make a game out of it and get past the boredom? You’ve probably heard the saying