“Buyers want a machine, a sales machine, not a mystery. If the sales machine only works because of the founder, it’s not that valuable. It’s actually quite risky.” Chris Spratling, founder of Chalkhill Blue
Here’s a question that’ll change how you think about this profession forever: What’s the one moment that reveals you’re built for sales success? For most people, that moment never comes. They stumble into sales,
I’m not sure if you noticed this, but there is a massive gap between what salespeople and leaders know and what they actually do. I’ve written 18 books and trained hundreds of thousands of
“That chip on my shoulder made me less empathetic, more rushed, too eager to solve things too fast, and less thoughtful. That chip built me, but then it started to tear me down.” I
Here’s a question that’ll make your head spin: You just inherited 50 neglected accounts, and your customers feel taken for granted. How do you reposition yourself as a high-value partner instead of just another
Have you ever gone into a closing meeting, a sales presentation, or even a prospecting call with total confidence? That mindset and feeling that everything’s going to go your way, that nothing can go
You are on slide 34 when the CFO’s phone buzzes. She glances down. The VP to her left is nodding, but you can tell he checked out ten minutes ago. You know this pitch
Here’s a question I get asked all the time: What’s the single biggest misconception holding salespeople back? That question came from a room full of college students at BYU-Idaho, ages 19 to 24, all
You declined another prospecting block today, didn’t you? That internal meeting popped up. Someone needed “just five minutes.” Your CRM screamed for attention. Before you knew it, another day passed without a single cold
Walk into any sales conference, scroll through LinkedIn, or join a sales team meeting, and you’ll hear the same tired arguments: cold calling versus social selling, interruption versus relationship-building, quantity versus quality. The sales
Here’s a question that’ll make you rethink everything about sales performance: What happens when your team has all the skills, tools, and training they need, but they’re still underperforming because they can’t regulate their
Sales activity is the lifeblood of your career. But for too many salespeople, it’s the very thing holding them back. You’re generating a ton of activity, your calendar is packed, your inbox is overflowing,
I was delivering social selling training to a company recently when one of the sales reps said the one thing ALL sales managers hate to hear. As a former sales leader myself, it sent
In today’s economy, being the account manager who keeps clients happy and renewals steady simply isn’t enough. Every budget line item is under the microscope. Customers want proof of ROI, so you have to
Overcoming call reluctance starts with understanding why even seasoned sales pros freeze up when it’s time to pick up the phone. They’re paralyzed by one simple fear: interrupting a prospect’s day. That’s exactly what
If you’re only showing up in one place, you’re not showing up at all, which is why top sales reps are making multi-channel prospecting a priority and leveraging LinkedIn to get ahead. “The reality
Should you use sales scripts to close more deals? That’s the question I get from salespeople who are struggling to hit their numbers and looking for that magic bullet that’ll transform their results overnight.
How many times do you actually attempt to reach out to a prospect before you give up? On the Sales Gravy Podcast, Jessica Stokes calls out a common sales reality when prospecting: “We all
While your competitors are stuck in voicemail purgatory, a small group of top performers has unlocked a secret pipeline of qualified sales leads. They’ve discovered how to stop chasing and start attracting, all by
Here’s a question that’ll flip your understanding of cultural intelligence in sales upside down: How do you win over a room full of skeptical Spanish teenagers when you’re the obvious American outsider who barely
You know the feeling. You’re mid-pitch, and you watch your prospect’s eyes glaze over—their mind somewhere else entirely. It’s exhausting, demoralizing, and it’s killing your close rate. But what if you didn’t have to
Here’s a question that’ll keep you up at night: What do you do when your emotions are sabotaging your sales performance? That’s the exact challenge posed by Kurt O’Donnell and the sales team from
Ben Hogan, who was arguably the greatest ball striker the game of golf has ever known, taught that if you wanted to improve your swing you should focus on the cause rather than the
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
On this episode of the Sales Gravy Podcast, I sit down with Mike Weinberg for Part One of our conversation on the state of the Sales Profession, sales leadership, and getting started as a
How Weichert Financial Services Exceeded Sales Targets With Fanatical Prospecting Sales Training I one hundred percent recommend the Sales Gravy team to any organization needing sales enablement. Even for me, their training was a
The Best Sales Leaders Share These 4 Traits On this episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams talks with Learnit CEO Damon Lembi about maintaining authenticity and
Scale Your Business with Affordable Sales Training Every business owner wants to grow their business, attract more customers, and increase revenue. One of the best ways to achieve these goals is by investing in
Why Leaders Fail— And What To Do About It In a world that demands adaptability and resilience, leaders who prioritize strengths are paving the way for success in the workplace. I recently worked with
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
