I spent the past week working with one of my client’s inside sales teams. My objective was to map the sales process of their very best reps in preparation
From now until the end of the year it is a challenge to get prospects to make buying decisions. Savvy sales pros, though, are engaging businesses that are sitting on piles of cash and demonstrating how smart buying decisions now can add value to the business while reducing their overall tax burden. Get more sales training tips at https://www.salesgravy.com
Companies make massive investments to build brand awareness and brand loyalty. Yet one bad employee that treats your customer with indifference
Here we stand, peering around the corner at the new year ahead. It came fast – as new years always do. Looking back at 2016
I hate to lose, more than I love to win.” This statement is attributed to a number of top athletes including Larry Bird. It personifies the
People act on emotion and justify with logic. From complex to completely transactional, impulse purchases, emotions drive buying decisions.
By Jeb Blount, Author of People Follow You The Gen X leader I was working with was frustrated at his inability to get his team of
You don’t send me flowers, you don’t sing me love songs, you hardly talk to me anymore. Barbara Streisand and Neil Diamond sang these words
I hate writing about or talking about CRMs. It’s boring and tiring. It is also a turnoff because I know salespeople have no love for the CRM
I believe that sales management is the hardest job in sales.Salespeople scoff when they hear me say this and from time to time respond negatively
At dinner this weekend our good friend Michelle told us a story about an experience she had recently while shopping for a mattress.
In today’s world there are two types of salespeople. VEGETARIANS and HUNTERS Vegetarian salespeople are order takers who sit around waiting to get luck
In Part 2 of my four part interview with Jennifer Gluckow from Sales in a New York Minute, I sit down in the Sales Cafe and discuss the most important things
If you want a winning attitude. If you want people to pull you in rather than push you away. If you want to attract success and achieve your goals
This is a guest post by my good friend and presentation specialist Julie Hansen. Make sure you check out her hit new book, Sales Presentations for Dummies
As an account manager or sales professional the two most important objectives for your customer base is to retain them and grow them
That’s a little joke that elicits nervous laughs at my keynotes and seminars.For thousands of salespeople, picking up the phone and calling a prospect
The biggest challenge sales people face when prospecting is getting prospects to engage long enough to convert that connection into an appointment,
Vijay had built a solid relationship with his contact, Evan, who was the director of fixed operations for a national car dealership group. They’d become good
Along with the increased awareness of the power of the social channel, there has been a disturbing trend of freshly minted “Social Selling” gurus proclaiming
As a salesperson you’ve got a choice to make: Interrupt or fail. It really is that simple. To sit back and wait for prospects to come to you
As I reluctantly trudge through voicemail messages from salespeople, there are three kinds that drive me crazy:- No Contact Information. These messages
Maybe you’ve crossed the finish line first, raised your hands in the air, pumped your fists, and celebrated. Maybe you’ve just come off
In our current business environment sales leaders are faced with unrelenting pressure to deliver results. They are also being stretched in so many different
Top performers always find a way to win. Instead of making excuses, they look for answers. When they face roadblocks they go over, around, through, or under. Winners never, ever, ever give up.
Each year, on July 4th, I reflect on the blessing to have been born in a country where anything is possible and anyone, no matter economic
When prospecting, sometimes, no matter how nice or professional you are, the person you are calling on will tell you to “go screw yourself,” scream
Last week while I was training my new assistant and reviewing her responsibilities, she asked me how she should handle calls from salespeople
I want you to consider the image that comes to mind when you think about salespeople. It’s a picture mostly created by Hollywood– where there is a love affair
Madison left her appointment with Dr. Roberts, walked straight to her car (with me following), got in and drove away. “What about all of the other doctors in that complex? “
I’ve been teaching salespeople how to prospect since I was in my twenties. Prospecting skills – interrupting the day of a prospect via phone, email,
Jim Rohn was famous for saying that “success leaves clues.” But, he wasn’t the first to say this.Highly successful people from ancient philosophers
Here’s a fun game to play at your next gathering of friends and family. Ask them how they feel about salespeople using text messages for prospecting
Here’s a fact of life: according to the Harvard Business Review the average business executive gets 200+ emails a day. Add to that the
I don’t remember where I found the eleven words that changed my sales career. I think I may have stumbled on them in a newsletter or
It doesn’t matter where I go or what I do I can’t get away from salespeople who quiz me about closing techniques and sales managers who beg me
Gratitude is the cornerstone of a positive attitude, the spark that ignites self-motivation, and one of the true keys happiness. It is associated
In this Sales Mastery Summit video interview Jeb discusses the secrets of persuasion and influence and why ultimately, people buy you.
Let’s get real. The world continues to wallow in an economic malaise where unemployment is high and consumers and businesses keep
