Summary Your attitude arrives before you do in every sales conversation. Before buyers process what you're saying, they're already reacting to your energy, tone, and presence — on the phone, on Zoom, and in person. A simple 30-second reset before…
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…
In this episode of The Sales Gravy Podcast, host Brad Adams interviews Stephen Drum, a retired Navy SEAL Master Chief, renowned keynote speaker, and author. Drum shares his unique insights on leadership, team building, and performance under pressure, drawing from…
Sales Presentation Skills That Get You To "Yes" Faster In this episode of the Sales Gravy Podcast, Jeb Blount talks to renowned sales experts Richard Fenton and Andrea Waltz about their “Go For No” approach to embracing rejection in sales.…
The Problem With "Schedule a Demo" Forms By removing barriers and providing valuable demos, sellers can better engage customers and increase their chances of making a sale. It's time to prioritize user experience and adapt to the changing expectations of…
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, your competitors are offering better deals…
“Buy Today” Discounts Don’t Make People Buy, But “Buy Soon” Discounts Do Primary sales urgency is created by the need or want to own the product bases on how that product will benefit the customer or provide a solution…
Most Sales Presentations Miss The Mark Most salespeople fail to deliver great presentations. Use these six techniques to deliver engaging sales presentations and stand out from your competitors. What Makes a Great Sales Presentation, Anyway? At a recent industry conference,…
What Value Really Means To Your Prospects and Customers Your customer is looking to increase THEIR sales, THEIR customer loyalty, THEIR employee loyalty, THEIR productivity, THEIR morale, THEIR profit, and to have no problems. Are those the values you bring to…
Memorable Sales Presentations Always Win Selling is all about memorable performances - especially in person. Don't Be Forgettable While watching an incredibly boring episode of American Idol, one of the judges critiqued another generic singer. All of the contestants seemed…
Your self-talk can directly impact how you come across to your prospects on sales calls. You are about to speak to a potential client, go to a networking meeting or give a presentation. What should you be saying to yourself…
Have you ever considered that a single staple may be keeping you from your goal to increase sales? Being in sales means that you must continually meet new individuals. As you separate the qualified prospects from the suspects and then…