While regret anchors you to past failures, reflection acts as a catalyst for future sales growth. This article and Sales Gravy Money Monday Podcast episode explores how to break the "if-only" loop and provides a step-by-step year-end debrief to help…
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,…
What Does a Perfect Bowling Game Have in Common With Top-Performing Sales Reps? Walk into a bowling alley on a Friday night, and you’ll see a scene that looks like pure recreation. The crash of pins, the rumble of conversation,…
Your prospects know when you're waiting for your turn to talk. They can feel when you're performing instead of partnering. And the moment they sense you're treating them like a transaction, you've already lost the sale, or at least the…
This is a very special Monday because it's Thanksgiving week here in the United States. This is the week we pause to express gratitude for the people in our lives, for what we've been given, and for what we've accomplished.…
A few years ago, I was on a desperate search for a dining table. My favorite from my old place was a gorgeous, single-piece antique that mathematically wouldn’t fit in my new home. I loved that table, and losing it…
We are moving into the most dangerous time of year for sales professionals... the holidays. From now until the first week of January, you're going to face a perfect storm of distractions, excuses, and temptations that can absolutely destroy your…
This time of year is critical. As sales leaders map out their budgets for the new year, the conversation always centers on a core conflict: How to cut expenses and, simultaneously, motivate teams to hit larger quotas. What's the first…
I've been intrigued by all of the LinkedIn posts lately from sales professionals, leaders, and experts proclaiming the phone is back! Even the “phone-is-dead” evangelists seem to have had a change of heart and are encouraging salespeople to “phone a…
You’ve probably heard it a hundred times lately—AI is coming for your job. Every week, there’s a new headline about another role being automated, another company replacing people with bots, another “AI agent” that can do the work of ten…
Here is an undeniable truth: The No. 1 reason for failure in sales is an empty pipeline, and the No. 1 reason you have an empty pipeline is that you are not doing enough prospecting. In sales, everything rests on…
Welcome to Grind Season. This week, we enter the most pivotal period of your entire sales year. From now until mid-December, how you choose to invest your limited time will determine whether you end your year strong, hit your income…