On this Sales Gravy Podcast episode Jeb Blount (Sales EQ) and Diane Helbig (Succeed Without Selling) discuss why sales is a process. You will learn about pre-call planning, the science of selling and why winging it on sales calls is wickedly stupid.…
Are you geared to win? Keep in mind, business is not about just selling products. Business is about developing and helping people who build loyal clientele and contribute to the bottom line. While no one can win all the time,…
Become a More Effective Negotiator Forget about “win-win” outcomes and start playing to win. That’s your job as a sales professional, to win for your team. There are few one-size-fits-all solutions in sales and negotiation is no exception. Negotiation complexity…
The Shift to Selling From Home In April, “The Great Quarantine” threw sales organizations out of their bull pins and into the home office. This forced sales managers everywhere to accept working from home in a major way. The sudden…
Is Projecting Your Values on Buyers (Selling Like You Buy) Holding You Back? Do not sell the way you buy. Projecting your values on buyers - beliefs, assumptions, and mindset - has a detrimental effect on your sales performance and…
One of the most impactful ways you can increase your wins and connections is to keep your sales skills and practices fresh. Adapting your approach is the key to outgunning the competition. I don’t know about you, but I can…
Not all decision makers go on vacation the same week, nor do the influencers. Sales cycles are no strangers to cyclicality and seasonal swings. “Summer shutdowns”, retooling, Christmas, and of course summer. There is no denying that summer brings a…
On this podcast, Jeb Blount and Chris Beall (CEO of ConnectAndSell) discuss the keys to getting real ROI from your sales organization.
In sales, today’s educated buyers know the difference between real butter and an imitation. Funny, how many business professionals say they are a good salesperson, yet in all actuality, they are just in sales. This reminds me of the commercial…
When you provide the right solution for the right problem, you will never ever need an elephant gun to kill a fly. How many times do salespeople, especially those involved in services, attempt to sell or employ an elephant gun…
In a recent sales productivity study we conducted for one of our clients, we learned that while their sales reps spend more time on selling activities compared to the external benchmark, they spend a small amount of time actually meeting…
I’m not ready to just toss voice mail out into the sales-o-sphere — there’s still hope and opportunity for it to hold a prime spot in the sales mix. But that will require a few changes! Remember the days when…