If you’ve only sold sexy products with cool demos and unique features, you’re probably missing the fundamentals that separate good salespeople from great ones. Marcus Chan, CEO of Venli Consulting and recent guest on
Here’s a question that’ll make every salesperson’s blood pressure spike: What do you do when your cold call gets an objection in the first five seconds because prospects immediately stereotype you as something you’re
You’re at a networking event and someone corners you. For the next ten minutes, they talk nonstop about their vacation, their dog, their new car. You’re not having a conversation. You’re trapped in their
Imagine that you’re so angry about a business deal gone wrong that you grab a chisel, find a slab of stone, and spend hours carving your complaint. That’s exactly what a Mesopotamian merchant did
Here’s a question that’ll frustrate every salesperson reading this: What do you do when you prospect, set the meeting, block the time on your calendar, and then… your prospect no-shows? That’s the challenge Emily
You’ve got a champion. Someone inside the account who gets it. They love your solution, they’re fighting for your proposal, and they’re feeding you intelligence about the decision-making process. So you’re golden, right? Wrong.
“You know, at the core of Working Genius, what it does is it allows us to avoid guilt and judgment—guilt about ourselves and judgment of others.” That’s Patrick Lencioni, bestselling author and organizational health
Here’s a question that hits every sales professional right in the gut: What do you do when your email prospecting tanks and you’re staring at response rates that are circling the drain? That’s the
On this first Monday of the second month of the year, it’s time for a gut check. First, we need to check where we are against our new year goals. Next, we need to
You’ve had great discovery calls, delivered compelling presentations, and built solid rapport with your prospect. Then comes the objection that stops your deal dead in its tracks. “We need to think about it.” “The
Here’s a problem that’ll tie you in knots: You’ve got a killer software solution that saves companies massive amounts of money on employee benefits. You know exactly who needs it: Fortune 1000 companies with
The sales landscape has fundamentally shifted. While your competitors are still dialing for dollars the old-fashioned way, elite sales professionals are leveraging AI as their secret weapon to prospect faster, personalize deeper, and close
Every week, someone asks me: “Jeb, do I need Sales Navigator to prospect on LinkedIn?”My answer: No. But you do need a system. LinkedIn is the most powerful prospecting platform on earth. It’s a
Here’s a question that’ll make your head spin: How do you train MLM recruits who have zero sales experience to actually sell instead of just posting on social media and hoping for the best?
The buzz around “social selling” is deafening. Every guru, every pundit, every platform is screaming about its power. And yet, most salespeople are failing at it. Miserably. They log into LinkedIn. They dabble with
Most salespeople are busy. Few are productive. They chase. They pitch. They get ignored. And the cycle repeats. Why? Because they’re committing one of the worst offenses in modern sales: They’re treating LinkedIn like
Here is an undeniable truth: The No. 1 reason for failure in sales is an empty pipeline, and the No. 1 reason you have an empty pipeline is that you are not doing enough
You’re on LinkedIn, but do you really know how to use it effectively? There’s no good reason to avoid mastering LinkedIn. Your prospects are on LinkedIn actively engaging, researching, and making decisions. LinkedIn is
Here’s a question that’ll keep you up at night: How do you take a company from $300K in annual revenue to $1.5 million in 18 months, then scale to $3-$5 million within five years?
Every week, someone asks me: “Jeb, do I need Sales Navigator to prospect on LinkedIn?”My answer: No. But you do need a system. LinkedIn is the most powerful prospecting platform on earth. It’s a
You’ve probably heard it a hundred times lately—AI is coming for your job. Every week, there’s a new headline about another role being automated, another company replacing people with bots, another “AI agent” that
The buzz around “social selling” is deafening. Every guru, every pundit, every platform is screaming about its power. And yet, most salespeople are failing at it. Miserably. They log into LinkedIn. They dabble with
The gap between average salespeople and elite performers lies in process. While most reps chase quick wins and hope something sticks, top producers follow proven sales strategies that consistently deliver results. They’ve mastered the
Most salespeople are busy. Few are productive. They chase. They pitch. They get ignored. And the cycle repeats. Why? Because they’re committing one of the worst offenses in modern sales: They’re treating LinkedIn like
You’re on LinkedIn, but do you really know how to use it effectively? There’s no good reason to avoid mastering LinkedIn. Your prospects are on LinkedIn actively engaging, researching, and making decisions. LinkedIn is
Every day, your prospects are assaulted by a digital firehose of generic, AI-generated emails and connection requests. It’s an incessant barrage of noise, and as a survival mechanism, your buyers have learned to ignore
You know AI is transforming sales, everyone’s talking about it, but you’re still staring at ChatGPT like it’s some mysterious black box, wondering what magical question you should type in first. That’s the reality
Here’s a question about sales territory disputes that’ll make your head spin: What do you do when overlapping territories and shared relationships turn your sales team into a collection of lone wolves fighting over
In 1960, two brothers scraped together $900 and bought a failing pizzeria in Michigan, launching what would become a cautionary tale about sales incentive programs gone wrong. Within months, one brother traded his half
The transition from closer to coach is where most new sales leaders struggle. You’ve put in the work, made the calls, and closed the deals. Your numbers speak for themselves. You were the rainmaker.
Here’s a question that’ll drive you absolutely crazy: How do you sell professional services without giving away everything for free? That’s the burning question from Laura and Adam, attorneys who are struggling with the
Gaius, who runs an insurance brokerage in Ohio wants to know how to get his new sales agents cold calling and building pipeline earlier in their training cycle, without making them feel overwhelmed and
Sales Leadership is a continuous journey of self-awareness, connection, and growth. By cultivating courage, emotional intelligence, and authenticity, leaders can navigate challenges effectively and inspire their teams to reach new heights. Through active listening,
Eric in Lewiston, Maine, asks how to use last year’s data to create and accurate sales plans and evaluate software tools (like CRMs and ZoomInfo) to make those goals happen. Sales planning is vital—without
In this episode of The Sales Gravy Podcast, Jeb Blount sits down with Andy Matheou from RHM Staffing to dive deep into the challenges and triumphs of selling in the staffing industry. Andy shares
On this episode of The Sales Gravy Podcast, Lucy Beth Adams sits down with Master Sales Trainer, Jessica Stokes to discuss her journey in sales, from her early days in cold calling to becoming
