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 Rancho Cucamonga, Calif., who’s building and…
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 that keep businesses thriving. Without your…
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, I was on the golf course…
Busting The Referral Myth I'll admit, I used to be one of those referral evangelists, preaching the gospel of "always be asking" to anyone who would listen. But after years of playing the referral game, I've come to a rather…
Prospecting is Why Top Sales Professionals Earn the Big Bucks If you want to sell more and exceed your quota consistently adopt these 3 keys to increasing your sales pipeline with prospecting. Rainmakers are those salespeople who are adept at…
Get Inside Your Prospect's Head No one likes to have their day interrupted with a call from a salesperson. But it’s demoralizing to make dial after dial, just to have every prospect hang up when you call them. By incorporating…
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 that helps salespeople initiate conversations with…
Ever wondered how you can get the attention of that elusive prospect you've been chasing? You know the one. The big fish that is your ticket to President's club a huge commission check. You know how to sell - that's…
Putting Aside Time Every Day to Prospect Will Keep Your Pipeline Full Kaizen is a theory that developed in Japan after World War II and revived the country, their spirit, and their commerce. It’s similar to what we call “feeding…
Stop Putting Roadblocks in Your Own Way! Debt to income ratio, 80% loan to value, simple interest loan, compound loan. These are terms foreign to most people. When people do not understand where their money is going, they do not…
Get More Leads Into Your Pipeline With Better Prospecting Practices Most salespeople complain that they don't have enough leads. There is an easy fix for this problem. Start prospecting! There aren’t many certainties in selling. What works well for one…
The Cold Calling Conversation Dilemma You'll need to elevate your conversations to get busy prospects to talk to you on cold calls. When you approach a new prospect, whether by email or cold calling, you need to grab the attention…