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 talking points, thinking preparation is about having more material. But while they’re busy organizing, their…
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 you that this wasn't going to close? That you were going to waste your time?…
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 three discovery meetings and a demo, the stakeholders level with you that they have no…
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 Outbound strategies, discuss the latest AI trends, and reveal why authentic relationships are the cornerstone…
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, qualifying deals, and the importance of asking the right questions in sales. Amy shares her…
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…
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 this episode was recorded in a restaurant in Milan Italy. The content quality is excellent.…
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 ways. These are the way that pre-judging and pre-qualifying a potential prospect differ. In sales,…
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 who are not going to buy and you ensure that those who are going to…
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. All of the training and knowledge in the world will not help you if you…
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 presentation. Over the years, the most important qualifiers for any given sale have changed. In…
After inbound produces the lead, then what? Let’s assume inbound drives enough leads to you that you should be able to generate the revenue, then what? Do you know how to qualify those leads, ensuring that you are spending your…