On this podcast, Jeb goes head to head with the great Jeffrey Gitomer on some of the toughest objections faced by sales professionals.
When prospects put up emotional walls and smoke screens that impede discovery, this technique can get them to open up and tell you everything.
Sales people and their leaders have fallen into the habit of over relying on velocity as a means to sales success. It is easy to see why people in sales, at all levels, are infatuated by speed, or as the…
Salespeople know what to do, however, when they hear a ‘buying signal’ they get excited and emotions start running the meeting, not consultative selling skills. You have all probably been a victim of this selling scenario. You are buying a…
On this episode of the Sales Gravy podcast, Kendra Lee and Jeb Blount discuss cold email prospecting techniques. Kendra Lee is the author of The Sales Magnet and one of the top experts on email prospecting. Jeb Blount is the…
If you really want to save your time and energy and the time and energy of your prospects, STOP sending out information prior to determining their true needs, goals, budget, etc… It’s a disservice to them, and it’s most certainly…
The bottom line is that you really never know when you might be able to reach a given prospect so it’s always worth trying. Many times high-level decision-makers or business owners are in early or they stay late. If you…
In this rocking Sell or Die podcast, the King of Sales, Jeffery Gitomer and Jen Gluckow bring Tony J. Hughes on to discuss the big mistakes you are making with your sales pipeline and what to do about it.
Does technology help to create an exceptional customer experience or an interaction that leaves a sour point of connection with your prospect to loyal customers? Technology is a boom for many companies. From GPS tracking devices to pages to cell…
If your pipeline is not coinciding with revenue, you’re likely to be questioned about it at some point which is all the more reason to keep it true and tight. Sales pipeline. If you are in sales, you will get…
There is no reason—other than laziness—to ever place a “cold” call. Cold calling. Just hearing the words causes chest-tightening, loss-of-breath anxiety for many. And it’s dumb. I suggest you never place another one. In fact, never even use the term…
The real power of testimonials comes from the fact that they're not polished...they're authentic and from the heart. When we receive positive testimonials from clients, it might seem difficult to ever find fault with them. After all, if they’re saying…