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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?
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I’ve been intrigued by all of the LinkedIn posts lately from sales professionals, leaders, and experts proclaiming the phone is back! Even the “phone-is-dead” evangelists seem to have had a change of heart and
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
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Your sales team has the tools. They know the pitch. The CRM is full of leads. So why are half your reps still missing quota? Randy Wilinski spent 15 years building high-performance sales teams
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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?
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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
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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
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How do you prepare your mindset and create the discipline to be effective every single day? That’s what Jeff Vellas asked on a recent Ask Jeb episode, and it’s the question that separates the
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If You Don’t Take Action, You Won’t Get Results In this episode of the Sales Gravy Podcast, Jeb Blount and David Newman, author of Do It! Marketing and Do It! Selling, discuss exactly how
Negotiating Mistakes That Could Kill Your Deal Most salespeople are required to negotiate with their prospects and customers. But let’s face it, today’s consumer and corporate buyer is much more aggressive when negotiating the
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Curiosity Is Your Key To Effective Cold Calling On this episode of the Sales Gravy podcast, Ulysses Price, filling in for Jeb Blount, interviews Chris Beall, CEO of ConnectAndSell. ConnectAndSell is a software service
Time Is Money… Act Like It! How effectively do you manage your time? Do you spend your time as you would any other precious, nonrenewable asset, or are you the type of salesperson who
Hot Leads In 10 Minutes… Seriously! If you find yourself either abstaining from social media or spending excessive time on it (we’ve all been guilty of that!), here are 10 practical and effective ways
Improve Your Prospecting Effectiveness With Exercise Embracing fitness not only improves your overall wellness but also enhances your mental resilience, time management, confidence, and communication skills, ultimately leading to a more prosperous sales career.
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When They Say No: Overcoming Rejection And Shifting Your Mindset Introduces Andrea and Richard’s new book, When They Say No, and provides valuable insights on overcoming rejection in sales. The fear of rejection has evolutionary
Don’t Waste Time On Over-Customization Creating custom proposals for every single prospect you meet with can result in time delays, risking the chances of you closing the deal. While you’re building a custom proposal,
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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
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Great Sales Messaging Isn’t Rocket Science On this episode of the Sales Gravy Podcast, Jim Karrh, Ph.D. and Jeb Blount discuss the essentials of sales messaging, how poor communication skills damage your brand, the
Mastering The Art and Skill of Sales Negotiation Negotiating is one of the most important skills you can learn. However, by understanding the common difficulties faced during negotiation and arming themselves with the right
Want To Be More Successful in 60 seconds? Maximize your sales success potential by making your minutes matter. A minute isn’t a lot of time…just 60 seconds. What you do with those minutes can make
How NOT To Respond to ‘No’ There are six common mistakes salespeople make when they hear “no” from a prospect. They might take it personally, not understand the reasons for the rejection, and give
Pain Motivates Buyers to Act A universal and timeless truth is that pain is a greater motivator than pleasure. Therefore, to compel prospects to buy from you, sell the pain. “So, what exactly is
The Six Figure Secret While being a top 20% producer and income earner is obviously a nice place to be, the next question I get is, “How do I get there?” The answer to
Closing the Sale Meets the Modern Buying Journey When your sole focus is on closing the sale rather than helping your buyer, they sniff this out, it turns them off, and you are more
Sales Closing Rock Stars Focus on Customers Not Quotas Start paying more attention to your customer needs, pains and problems and start solving their issues and challenges you’ll find you no longer have a
Closing the Sale Should Not Be Hard Closing the sale is easy if you follow your sales process and gain commitments along the way. Sales managers are always asking me for help teaching their
Giving Positive Feedback During a feedback session, the sales manager cannot only congratulate the sales rep for their achievement but also help the sales rep to better understand why they achieved the win in
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On this episode of the Sales Gravy Podcast, Jeb Blount who is the author of People Follow You, sits down with Wanda Wallace, author of You Can’t Know it All. In this power-packed conversation
Don’t Get Stuck With Hiring Remorse Hiring a new sales rep is less than a perfect art or science. And many salespeople simply don’t work out or perform as expected. This is largely due
How to Build and Maintain A Strong Sales Force Progressive leaders choose to inspire and empower rather than direct and control their sales force. They recognize that a strong relationship is indeed the key
Sales Leaders Must Make Time for Sales Team Meetings Regular weekly sales team meetings are one of the keys to spending more time with your team and keeping their skills and attitudes sharp. Busy
Lead Team Meetings That Motivate All too often, virtual team meetings are unorganized and a bore. But, with the right mindset and preparation, they can be a powerful way to motivate and inspire your
Make An Impact With Mission Drive And A Positive Mindset Commit to making a positive impact by helping people learn, grow, develop, stretch, and win. This gives you the resilience to leverage technology to
Sales Leadership is More than a Job, It’s a Lifestyle The truth is that you can’t fake sales leadership because salespeople will see through it every time. Earlier this week, I was sitting in
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What does emotional intelligence have to do with sales leadership? According to Colleen Stanley, who is the author of the hit new book Emotional Intelligence for Sales Leadership, a high EQ matters a lot.
