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
Are your fitness goals realistic for the life of a busy sales professional? “I find that a lot of sales leaders I work with are operating at about 110% capacity. So when we’re talking
Here’s a question that keeps salespeople up at night: How do you build a powerful personal brand without stepping on your company’s toes? That’s the question Taylor Deadrick asked me during a recent live
This Money Monday Sales Gravy podcast episode is special because it kicks off our 20th season! It’s hard to believe that we’ve been producing the Sales Gravy continuously for 20 years. Over the last
Do you plan to hit your sales goals, or just hope you will? You set goals in January. By March, they are forgotten. It’s because most salespeople confuse wanting something with planning for it.
Here’s a question that keeps salespeople up at night: How do you ask for more compensation when you’re getting competitive external job offers without sounding like you’re issuing an ultimatum? That’s the question posed
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
Here’s a question that exposes one of the most dangerous myths in modern sales: How do you set the right pipeline creation target to consistently hit quota? That’s exactly what Maryellen Soriano from New
It’s almost that time of the year again. The weather is warming up, and the social calendar—not your sales meeting calendar—is filling up—beach with the family, boats on the lake, and burgers in the
If you’re in field sales, you know the reality: You spend hours every week sitting behind the windshield, staring at traffic that’s moving at the speed of molasses. Whether you’re dealing with Atlanta’s notorious
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
Fear will kill sales and crush your chances of making quota. Hesitation, paralysis, and missed connections with prospects—that’s the consequence of fear. The truly trapped stop picking up the phone entirely. Fear hijacks your
During a practice round at a major golf tournament recently, one of the players hit an exceptionally beautiful shot. A fan in the gallery exclaimed, “Man, I wish I could hit a shot like
Here’s the brutal truth: Self-awareness is the ultimate sales skill. We obsess over skills like closing techniques, objection handling, and prospecting cadence. But self-awareness is the real make-or-break. Self-awareness is the lever that separates
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
Sales Training Is An Investment In YOU In this episode of the Sales Gravy Podcast, Jeb Blount is joined by Sarah Browner, the Global Sales Enablement Manager at Adobe. If you are a sales
Recruiting For High Performance When you recruit the right person, you will find that they’re self-motivated and eager to train. On the other hand, if you hire someone that is not suited for the
Sales Training Matters For Small Businesses Sales Training can help your small business reach new heights, even with limited resources. There is a simple reason why large companies invest in sales training: It improves
Moving From A Culture of Efficiency to A Culture of Effectiveness Acting and improv skills are similar to soft skills in sales— leading with empathy and understanding your audience and your customer is paramount.
Human Connection Is Irreplaceable Dress appropriately for the situation and audience— it’s the little things that close the sale. Do research on who you’re trying to sell to and a personalized follow-up email after
