What Is a Fractional CRO? (And When to Hire One)
Short Answer You need the strategic horsepower of a Chief Revenue Officer, but your business doesn’t have the time or money to bring one on full-time. That’s where a fractional CRO steps in. A
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.
Short Answer You need the strategic horsepower of a Chief Revenue Officer, but your business doesn’t have the time or money to bring one on full-time. That’s where a fractional CRO steps in. A
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.
Referral leads close at three to four times the rate of cold and self-generated leads. Once both reach a real sales conversation, referrals close at roughly 26 percent versus 9 percent for cold and
When should you ask questions on a cold call? Questions come after you’ve earned the right, when you’re gathering information and qualifying, and they lead the conversation only when the prospect contacted you first.