Welcome to the Sales Gravy blog, where salespeople and sales leaders get better every week. We publish new sales training articles and podcast episodes three times a week, covering prospecting, cold calling, objections, negotiation, and leadership, written by Jeb Blount and the Sales Gravy trainer team.
Rejection in sales is painful because the brain processes it in the same regions as physical pain. This survival mechanism developed over thousands of years, when exclusion from the group threatened survival.
Some customers cost you more than they’re worth, but firing the wrong one can cost you even more. Here’s how to tell the difference before you make the call.
The right time to hire a fractional CRO is when your team is busy and revenue still won’t move. See what a fractional CRO actually does, what it costs, and how to know if
AI-educated buyers show up already knowing your product. Jeb Blount Jr. dives deep into what it takes to close deals with buyers who did their research before you ever got on the phone.
Cold calling is still one of the most effective ways of reaching potential customers, but it can be a daunting task for many salespeople, especially when you don’t know where to start.
Most customers never complain. They just leave, and then they tell other people why.
Short Answer What is priming in sales? Priming in sales is exposing your buyer to specific words, images, stories, and questions that shape their emotional state before you ask for the sale. Buyers who
Can’t stomach cold calling? Steal Jeb Blount’s 13 proven alternatives to picking up the phone that build real pipeline and actually work.
The right time to hire a fractional sales leader is when your team has outgrown what you can manage on top of running the business. Here are 7 signs that tell you it’s time,
Making just three to five of proactive calls to customers in a five-minute block, breaks the reactive cycle most account managers live in and builds the relationships that drive real, predictable revenue.
Recruiting is a sales leader’s number one job, and the way to find sales candidates is the same way your reps find customers: recruit like you prospect.
Steal this trial close technique and exact scripts to motivate buyers to make decisions and act without making big price concessions.
