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Tag: Sales Process

Here's a problem that'll make your head spin: What do you do when you can sell way more than your company can produce? That's the question posed by Dylan Noah from Toronto. Dylan sells craft cider to bars and restaurants across his territory. He's the only salesperson for a small producer, working with limited tools (no proper CRM), and here's the kicker: he could sell a million dollars' worth of product, but production isn't enough to meet that demand. If you're shaking your head thinking this is a champagne problem, you're half right. But for Dylan trying to hit his income goals through commissions, it's a real constraint that's costing him money every single day. Stop worrying about what you don't have and focus on maximizing what you do have. Build a simple segmentation system using whatever tools are available. Create detailed buying profiles for all your accounts so you know exactly who to call when specific products become available. Work your account coverage pyramid from top to bottom, always prioritizing your highest value customers. Sell out of everything, even the less popular products, so you have leverage when talking to ownership about compensation. The reality is that most sales challenges aren't about having the perfect tools or unlimited resources. They're about having the discipline to work a proven system consistently, even when conditions aren't ideal. That's how you win in sales. That's how you hit your numbers. And that's how you build a foundation of skills that will serve you for your entire career, whether you stay in a resource constrained environment or move to a role where the sky's the limit. Ready to master the fundamentals of prospecting and account management? Check out Jeb Blount's latest book with Brynne Tillman, The LinkedIn Edge, and learn how to build systematic, relationship-driven sales processes that work in any environment. Sales Gravy is the number one sales training company

How to Hit Your Number When Production Can’t Keep Up (Ask Jeb)

Here's a problem that'll make your head spin: What do you do when you can sell way more than your company can produce? That's the question posed by Dylan Noah from Toronto. Dylan sells craft cider to bars and restaurants…

Sales doesn’t have a perfect 300 game every time. Some days everything strikes clean. Some days you grind for spares. Some days the ball finds the gutter no matter how good your form feels. The separator is what you do next. Pros study the lane. They adjust their feet. They breathe. They get back on the approach and commit to the next shot with the same intensity as the first. So as you head into your day, think like a bowler playing the long game. Lace up your mindset. Respect your process. Choose your message with intention. Read your buyers the way pros read the lanes. Lean on your team. Track your scoreboard. And never cheat the follow-through. The pins are set. The lane is open. You’ve always got one more frame. Step up with purpose. Roll with confidence. And when in doubt, make one more call. Listen to the full Sales Gravy Podcast episode. Sales Gravy is the number one sales training platform founded by Jeb Blount

What Bowling Reveals About Staying Consistent in Sales (Money Monday)

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,…

Ask Jeb What do Sales Customers Really Want Here’s a truth most car dealerships don’t want to admit: people don’t hate buying cars. They hate buying cars from salespeople who make the customer experience painful. That’s the challenge Brendan Carlington from Mount Pleasant, Michigan brought to me on a recent episode of Ask Jeb. Brendan jumped back into auto sales this year after spending time in other industries and he noticed something big. Traditional sales positions are disappearing. Customers can research everything online, get quotes instantly, and even start negotiations with a click. What’s missing is training that teaches sales pros how to create an experience people actually enjoy. The vehicle isn’t the differentiator. The experience is.

Why Customer Experience Beats Price in Auto Sales (Ask Jeb)

Here’s a truth most car dealerships don’t want to admit: people don’t hate buying cars. They hate buying cars from salespeople who make the customer experience painful. That’s the challenge Brendan Carlington from Mount Pleasant, Michigan, brought to me on…

Sales Gravy Money Monday Sales Process

Why You Need to Become Obsessed With Process Goals (Money Monday)

Ben Hogan, who was arguably the greatest ball striker the game of golf has ever known, taught that if you wanted to improve your swing you should focus on the cause rather than the result.  This was good advice for…

Sales Disorientation

How to Avoid Sales Disorientation

In sales, it is easy to become blinded by sales disorientation leaving you to crash and burn your deals. Recently, I finished reading a book written by one of the "Housewives of New York", Carole Razdiwill. Don't judge me, I…

sales negotiation skills

8 Keys To Master The Art And Skill Of Sales Negotiation

Mastering The Art and Skill of Sales Negotiation Negotiating is one of the most important skills you can learn. However, by understanding the common difficulties faced during negotiation and arming themselves with the right knowledge and techniques, salespeople can develop…

client base case studies

Grow Your Client Base With Killer Case Studies

Your Guide To Attracting New Business With Case Studies Case studies are a powerful way to grow your client base. Solid case studies tell a story providing proof that you are a credible company in your market. If You Don't…

the sales profession is a cruel teacher

The Sales Profession is a Cruel Teacher

You Must Own The Deals You Lose The sales profession is a cruel teacher. You learn quickly that when you take short cuts, make assumptions, and stray from the basics and fundamentals— you get burned. A Letter From Your Sales…

A salesperson and prospect negotiation with chess pieces and puzzle pieces surrounding them on a blue background

Twelve Essential Rules For Successful Sales Negotiation

Successful Sales Negotiation Made Easy It's important to be intentional during every step of the sales process, but especially at the negotiation table. Even after you close the deal, the discussions you have during negotiation can make or break the…

initial sales meetings

The Biggest Mistake New Salespeople Make With Initial Sales Meetings

There are Only Two Objectives of Initial Sales Meetings It's important to understand that there are only two objectives of initial sales meetings: qualify the opportunity and create enough interest to compel your stakeholder to move to the next step…

mastering the internal sale

Mastering the Internal Sale

OUCH! The internal sale was more challenging than closing the actual deal! A brutal truth about B2B sales is that the internal sale (the sale after the sale) is often more challenging than the external sale (getting your prospect to…

sales process pivot points

Sales Process Pivot Points | Jeb Blount & Diane Helbig | Part Four

On this Sales Gravy Podcast episode Jeb Blount (Sales EQ) and Diane Helbig (Succeed Without Selling) discuss the power of mapping and uncovering sales process pivot points. You will learn how these pivot points help bend win probability in your favor and…