Ah, the life of a salesperson. Perpetually condemned to sleazeball status, pushing unneeded or unwanted services on prospects who have no interest in those wares, only to run off into the sunset with briefcases full of cash… In the 1987…
Baseball players and sales professionals don't have much in common. However, Elite athletes and Ultra-High Performing sales professionals know their numbers because that’s where the MONEY is. In this video, Jeb Blount addresses the importance of knowing your numbers to…
Here are some of my favorite screw-ups. Those funny stories that I have seen many of my fellow sales professionals make – me included. Ever realize how much you can learn from watching other people screw up? Sometimes I think…
To be spectacular is to be different. Do you encourage your employees to be different, to do different? Are you encouraged to be or do different? There is great honor in being the first one to do something. Maybe you're…
In a world that’s getting noisier by the day, the longer you wait to reveal yourself, the likelier it is that you’ll find yourself stuck in the visibility vacuum. For months (or maybe even years), you’ve been a high performer…
Jeb Blount and Pat Hiban discuss what it will take to make 2018 your real estate business’ best year yet— setting solid sales goals and implementing better prospecting practices. In today's competitive climate, it is imperative for agents to have…
Salespeople cultivate customers through prospecting and referrals; they convert customers into clients by establishing and maintaining a relationship that allows them to build a sense of trust. Times are tough – but as an old adage reminds us, “when the…
On this podcast, Jeb Blount, Founder and CEO of Sales Gravy, discusses his bestselling book Fanatical Prospecting with Gina Lynch. Gina and Jeb focus on what start-up founders and entrepreneurs must do to accelerate sales by building an elite sales…
If you don’t like to sell, it means that you are doing it wrong. Stepping in with courage and determination into a sales conversation is the most powerful aspect of your business. The biggest business-destroying, money-depleting lie that professionals believe…
Leverage Friday afternoons for phone calls to people you haven’t been able to connect with or with prospects who are tied tightly to a competitor. It happens every summer. The number of sales appointments that get cancelled goes up and…
In an uncertain market, successful businesses realize that there is an opportunity to build, yet many put the brakes on their own success by feeding into the negativity around them. The market stinks. The economy is unstable. Rebates of the…
That stumped him. And that’s the whole point. Most sales reps sell just like he does: leading with features and benefits sure that if they just say the right one or ones, in the right order or combination, then prospects will…