Why Your Deals Are Stalling and How to Fix It
Stalled deals are rarely a follow-up problem — they’re a process problem. When you’re selling to risk-averse, consensus-driven buyers, deals die in the middle of
Stalled deals are rarely a follow-up problem — they’re a process problem. When you’re selling to risk-averse, consensus-driven buyers, deals die in the middle of
Most salespeople lose a sales meeting before they ever open their mouth. They show up with decks of slides, lists of discovery questions, or AI-generated
Have you ever been working on a deal where you had this feeling, this intuition, this Spidey sense—something in the back of your mind telling
Everyone has been there. You’ve spent months working on a deal only to find out that you were talking to the wrong person. After conducting
Join host Jeb Blount Jr. as he welcomes legendary sales expert, Mark Hunter, to The Sales Gravy Podcast! In this episode they dive into actionable
On this episode of The Sales Gravy Podcast, JBJ sits down with Amy Franko, a sales expert specializing in the mid-market, to discuss pipeline velocity,
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
On this episode of the Sales Gravy Podcast, Jeb Blount and Colleen Stanley discuss the importance of Reality Testing sales pipeline opportunities. **Please note that
Why Pre-Qualifying Is a Must, While Pre-Judging Is a No-No Pre-qualifying a potential prospect is a great practice. Pre-judging, however, can limit you in many
Prospects Have Objections, You Need to Know How to Handle Them Learning to handle objections is important so that you don’t spend time with prospects
Nothing Matters Unless You Are Working With a Qualified Pipeline Opportunity To be successful in sales you must invest your time on qualified pipeline opportunities.
Budget Doesn’t Cut It When Qualifying Asking these qualifying questions to uncover potential competitors will prevent you from being blindsided at the end of your