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…
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…
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…
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…
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…
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…
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…
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…
I think it’s a shame that more sales enablement leaders and perhaps more sales or business leaders in general, don’t have a better grounding in formal strategic planning, tactical execution planning, organization development (OD), organization effectiveness (OE), organizational behavior, and…
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…
How then do we make coaching conversations productive, efficient, and less stressful for the coach and coachee? With a bit of forward thinking and action and these 3 sales coaching hacks: We all know we are supposed to coach our associates, don't…
The time and energy you devote to things that are outside of your control is better spent in areas where you have control. We don’t get to choose what happens in the areas where we have no control; we only…