A strong LinkedIn prospecting sequence is built around subtle, intentional touches. If phone and email are the boxing gloves of prospecting — direct and hard-hitting — LinkedIn is the velvet glove. It softens your
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Most new account executives stare at their territory list and feel the weight of it immediately. Fifty accounts. A hundred accounts. Sometimes more. Each one needs research, a plan, and outreach that doesn’t sound
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Here’s a question that hits closer to home than most sales reps want to admit: What do you do when you’ve been away from prospecting for a while and suddenly the call reluctance feels
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A few years ago, I was on a desperate search for a dining table. My favorite from my old place was a gorgeous, single-piece antique that mathematically wouldn’t fit in my new home. I
I watched a sales rep torpedo a $2 million deal at a client dinner. He stood up, three drinks deep, and launched into a rambling toast about “synergies” and “partnerships” that lasted so long
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To a sales leader, it’s a familiar story.Month one: Your new SDR is on fire. Energy through the roof. They’re excited about cold calling.Month two: Still strong. Meetings are getting booked. Dashboard looks good.Month
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Here’s a truth most car dealerships don’t want to admit: people don’t hate buying cars. They hate buying cars from salespeople who make the customer experience painful. That’s the challenge Brendan Carlington from Mount
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We are moving into the most dangerous time of year for sales professionals . . . the holidays. From now until the first week of January, you’re going to face a perfect storm of
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
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WARNING: This Monday’s message will be one of the most powerful hacks you’ll ever integrate into your life—because it’s simple, easy to put into practice, and it works. It has the potential, over the
Let’s be real—prospecting isn’t always fun. It’s like going to the gym: you know you need to do it, but cleaning out your inbox or reorganizing your desk suddenly seems so much more important.
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If you’ve been banging your head against the wall trying to get your team (or yourself!) to prospect consistently, these tips are for you. In this episode, I answer a question from Paul in
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As humans, we naturally fear rejection and do everything possible to avoid it. We’re social creatures at our core, and being rejected feels like we’re being shunned, banished, or kicked out of the group.
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Ron wants to know how to get CEOs to actually answer his cold calls (or at least respond). He runs a recruiting firm and finds that his cold calls to top executives often go
I’m hearing sob stories from leaders and individuals everywhere who are waking up to the cold, hard truth that they are staring down the barrel of a thin or empty pipeline. If you are
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Welcome to a new segment of the Sales Gravy Podcast called Ask Jeb! I believe sales professionals are the heartbeat of the economy. You’re the ones generating revenue for your organization and fueling innovations
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In this episode of The Sales Gravy Podcast, discover how Alex Niswander used the Fanatical Prospecting framework to maximize outreach and build meaningful client relationships. Learn about creative touchpoints, High-Intensity Prospecting call blocking (HIPs),
Persistence is the Key to Fanatical Prospecting Excellence Other than not prospecting all together, giving up too soon is the primary reason salespeople are failing at prospecting on an epic scale. Three weeks ago,
The best salespeople spend hours rehearsing sales calls, because statements, and meeting pitches so they know exactly what to say when they finally get a prospect on the line. The best know that practice,
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Marcin from Warsaw, Poland, asks: What are the top sales trends shaping the future of sales? Our conversation ranged from the impact of AI to the growing importance of a consultative selling mindset in
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On the surface, you’d think that “selling” and “asking” go hand in hand. In reality, salespeople at all experience levels often hesitate, tiptoe around, or dodge direct closes because they’re afraid of rejection, worried
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In this episode of The Sales Gravy Podcast, take a look back at the best insights from the year. These moments aren’t just memorable, they’re actionable advice that sales professionals can take into 2025
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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
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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,
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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
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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
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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
Leaders Must Be Authentic Communicators These five tips for authentic communication can help build trust within an organization, especially when it starts with leadership. Whether it’s holding open dialogues, or sharing stories and passing
Are Sales Contests Worth It? Sales contests and promotions should be conducted with one thought in mind: Changing behavior to achieve a desired result or outcome. There are a few things to keep in
Sales Skills: In Class Vs. Out In The Field One of the biggest challenges for most organizations is helping salespeople execute in the field what they’ve learned in theory in the classroom. It is
Leading A Dysfunctional Sales Team? Here’s How To Fix It Maybe you inherited a dysfunctional sales team, or inadvertently created one. Here’s how you can turn it into a high performing sales machine. Ridding
Training Cats Is Like Training Salespeople The same training and reward techniques required to get Fluffy to jump through a hoop can also be utilized to motivate your sales team to achieve peak performance.
Are You Really Confirming Appointments, Or Are You Canceling Them? If you’re not intentional about the way you confirm an appointment, you may wind up giving your prospect an opportunity to back out of
Get Past These Networking Challenges To Make Connections With Confidence Many people are simply not comfortable walking into a room full of strangers and striking up conversations. Here are five common stumbling blocks that
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On this special episode of the Sales Gravy podcast you’ll step into the shoes of a Senior Vice President of Sales. Jeb Blount, Jr. (A.K.A. JBJ) interviews Ammon Woods who is the Senior Vice
Is Your Company Resilient? Diverse Thinking Is The Key Failure to listen to others who offer a contrary viewpoint can hamper progress, profitability, and performance. Here’s how to encourage diverse thinking in your organization
