A few weeks back, I was delivering a Fanatical Prospecting Bootcamp to a group of sales reps - all in their 20s. They had been assigned to me because their boss was tired of listening to their excuses about why…
Zack in Defiance, Ohio, faces a unique challenge that might sound specific at first but is more common than you think: he can only close a deal if his customer closes a deal of their own first. In other words,…
Kick off Your New Sales Year with a Look Back at Last Year In the new year, take time for self-reflection on what you have learned, focus on new ideas, and EXPECT better results. No matter if last year was…
My Epic Journey Across Canada I’ve driven to all three oceans surrounding my home country of Canada—including the Arctic Ocean. Each mile taught me lessons that I now apply to my health and fitness journey. Here are the top five…
There are dozens of reasons why salespeople fail, but the number one reason is replacing productive sales activity with unproductive excuses. For many poor-performing salespeople, excuses rather than action define them. Sometimes excuse making is so ingrained that it’s difficult…
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…
Lead Qualification is a Cornerstone of Professional Selling Lead qualification is crucial to helping us identify which of our offerings is most applicable and relevant to prospects. Basically, we qualify leads to help us sell more. Modern selling goes beyond…
Why Leadership May Be The Most Important Sales Trait "Sales is leadership and leadership is sales." It’s been said that to be a successful salesperson, not only do your listening skills have to be great, but your closing skills have…
Struggling To Build A Connection? Try This! Sometimes you just won't click with a buyer right away. This doesn't mean you've hit a dead end! Try out these two suggestions for enhancing engagement and creating a more authentic conversation. Have…
"Me Focused" Top Performers Don't Always Build the Best Teams Teams built around top performers who only look out for themselves under perform teams of average performers who are cohesive and look out for each other. We've all heard or…
On this episode of the Sales Gravy Podcast Jeb Blount, Jr sits down with author Andy Paul to discuss what it means to Sell Without Selling Out. Together they discuss why it is so important to make selling more human.…
Your Guide to Outselling The Holidays Selling During The Holidays Is Challenging Selling during the holiday season is undoubtedly much more challenging than at other times of the year. Buyers often push decisions to the new year, and it's much…