Empathy can transform a routine sales call into a moment of genuine connection between people, helping a seller to earn lasting trust and influence. Empathy — the "sales professional's secret superpower" — is only attainable with the cognitive and emotional…
So what to make of weaknesses? Should we just throw in the towel and give up? NO WAY! We can win the war against weaknesses. Wouldn’t it be great if we lived in a perfect world, if we never failed?…
Many of the same principles that are fundamental to elite athletes are also critical to ultra-high sales performers. I’ve always been in awe of professional athletes’ ability to maintain composure without sacrificing intensity. Whether it be making an amazing aerial…
On this Sales Gravy Quick Tip, Jeb Blount explains why optimism is fuel for winners. You will love this story!
Sales is a grind filled with ups and downs. In this grind it is easy to allow your attitude to turn sour. But doing so can sink your sales day and put your career in jeopardy. On this podcast, Jeb…
When it comes right down to it, there is only one question that matters in life. On this podcast episode Jeb Blount tells the story of how a rag-tag, under-dog football team learned this lesson and how to apply it…
Despite all of the bright, new, shiny apps and digital tools that promise to make sales easier, a failure to focus on and embrace the basics and fundamentals is a sure path to mediocrity and eventual failure. On this podcast…
In the marketplace, change is forced upon us by the creative minds of individuals with new ideas and visions. But in our personal space, who will force change upon us? This past weekend I decided to revisit my bookshelf to…
Most salespeople repeatedly find themselves navigating waves of extreme highs and lows. During their lowest points, they have to decide whether the metaphorical glass is half-full or half-empty. We’re salespeople. That means that most of us repeatedly find ourselves navigating…
Is there anything worse than living in constant state of inaction or paralyzing fear? Yes,…I believe it’s called a state of regret. Robert Ringer’s book title, “Action! Nothing Happens Until Something Moves” says it all. For something to happen in…
Having patience is giving the client their space, while at the same time being proactive to help them solve their issues. It’s not being aggressive, but assertive. It’s nearing the end of the fiscal year and you’re $50K away from…
It’s when we humble ourselves and admit we could do better and continue to push our activities, efforts, and risk for being humbled that we find the greatness we can really achieve. I cringed as I watched the ‘guys’ return…