The best pitch I've ever heard about didn't have a single slide. It had an ax, an elevator, and a crowd that had no idea what was about to happen. The sales storytelling techniques that have worked throughout history, long…
Stalled deals are rarely a follow-up problem — they're a process problem. When you're selling to risk-averse, consensus-driven buyers, deals die in the middle of the pipeline because the decision-making process was never defined upfront and the right stakeholders were…
Reading buyer signals means recognizing the behavioral and psychological cues prospects send before they ghost you, and using that information to keep deals moving toward a real decision. Key Takeaways Buyers send clear signals before they disengage, and most sellers…
Quick Summary: The most effective way to rehearse a sales pitch is to practice out loud in front of real people until you own the story, not just recall it. When you reach that level of preparation, you stop managing…
If you’ve been looking for a way to hit or exceed your annual quota, qualify for President's Club, or simply earn a bigger paycheck or bonus, focusing on helping business owners reduce their tax burden by investing in your product,…
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. In fact, the two biggest human…
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 of the Sales Gravy Podcast. If…
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, right? With the election, inflation, and…
Closing the Sale When You Get Ghosted When you get ghosted by buyers it can be crazy frustrating, especially when you feel you are right on the cusp of closing the sale. We’ve all got a pipeline full of them:…
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 it that you sell?” This is…
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 likely to lose than win. The…
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 problem. The Secret to Closing…