Sales Gravy

OCTOBER 15, 2024

On this episode of The Sales Gravy Podcast, Jeb Blount Jr. and special guest Victor Antonio, renowned sales expert and author, dive deep into the world of sales, AI, and mindset. This shift makes human skills even more essential in later stages of the sales process.

Sell 98

Sell Pipeline Lead generation Networking 98

Tibor Shanto

JUNE 8, 2021

The first interruption triggers the “sales-defence” mode, you need to interrupt that defence mode, move things to neutral ground. Here are 5 patterns to interrupt in prospecting outreach, phone, email, whatever. Salespeople see it as familiar, and take their eyes off the appointment, and go for the sale, mistake.

Prospecting 284

Prospecting Appointment Contact Conversion 284

Anthony Cole Training

FEBRUARY 21, 2025

An effective sales pitch should begin with the early "bonding and rapport" part of selling. Finding commonality and relating to a prospect is an important first step. An effective sales pitch should begin with identifying areas of connection, often achieved by doing research on the industry and client prior to the meeting.

Pitch 193

Pitch Sales Trust Clients 193

Iannarino

JULY 7, 2021

The Gist: The legacy approaches to sales are inadequate for today’s environment. Your prospective clients measure you by how much value you create for them in a number of areas. One way to improve your approach is to remove the crutches you have used to sell. Execute your best sales calls with this FREE Sales Call Planner.

Sell 328

Sell Cold Call Contact Clients 328

Veloxy

JUNE 23, 2021

The pandemic has contributed a lot to sales transformation. For most companies, selling virtually has become the new norm. And although some have taken to virtual selling like a fish to water, more and more businesses are struggling to adjust. So, how can we work on fixing a lot of these virtual selling challenges?

Sell 317

Sell Education CRM Up-sell 317

Sales Pop!

OCTOBER 24, 2024

Lifelong sales learner that I am, I’ve always been a voracious reader of selling books, posts, blogs, podcasts and the like. But over a long sales career, my best and most memorable insights have come from first-hand experiences involving real colleagues and real clients – direct experiences both good and bad.

Technique 234

Technique Represent Education Clients 234

Veloxy

JANUARY 7, 2025

In the world of sales, time is money. This is where the concept of the sales cycle comes into play. A streamlined sales cycle can significantly boost your company’s efficiency and profitability. It can help you close deals faster, increase your sales volume, and improve your bottom line. What is a Sales Cycle?

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Anthony Cole Training

AUGUST 9, 2024

In selling, you should have various rules of engagement when it comes to cultivating a prospect. Across the country, most salespeople just chase prospects. They fundamentally lack a process, a decision tree, if you will, for deciding yes or no in terms of determining if a prospect is truly a prospect for them.

Prospecting 271

Prospecting Up-sell Follow-up Start-ups 271

Iannarino

AUGUST 3, 2021

That first meeting can end with you impressing your client by using their time wisely and making the experience a valuable one, moving both of you forward in the sales conversation. But if you’re not careful you can repel your prospective client, courtesy of the legacy approach to sales that creates no real value.

Meeting 321

Meeting Clients Prospecting Construction 321

Tibor Shanto

AUGUST 3, 2021

Given that sales is a science executed artfully, the best approach sales in a similar way. Given that prospecting is different than sales, they also master the Yin Yang dynamics of prospecting. Successful prospecting is about truly engaging the prospect’s thinking, not their heart. White Noise.

Prospecting 284

Prospecting Cold Call Clients Conversion 284

Hubspot

MARCH 12, 2025

Buyers face the same challenge every day, making simplicity a superpower in sales. SNAP Selling is designed to help you cut through the noise and make buying easier for prospects. Lets take a look at the basics of SNAP and how you can start using it in your sales cycle. Table of Contents What is SNAP selling?

Sell 61

Sell Objectives and Key Results Pitch Sales 61

Iannarino

FEBRUARY 18, 2022

In 2016, I published a book titled The Only Sales Guide You'll Ever Need. In the chapter on Accountability, I wrote that you sell "outcomes," making the case that your prospective client isn't interested in your product or your service. Instead, they want to reach an outcome, one that would improve their results.

Strategize 289

Strategize Sell Clients Prospecting 289

Veloxy

AUGUST 6, 2021

But what came as a surprise was that these weren’t even sales calls or spam mail. What would it take to get through to prospects so busy that landing their accounts sounds like an urban myth ? They’re being constantly bombarded with new marketing stunts and sales messages every single minute. Breaking Through to Busy Buyers.

Sell 317

Sell Cold Call Pitch Prospecting 317

Iannarino

MAY 14, 2023

Those of us who have had the experience of selling in a highly commoditized industry adapt to the lack of differentiation. Even if your company does something different than your competitors, your prospective clients aren’t likely to find this compelling.

Sell 289

Sell Clients Conversion Prospecting 289

Veloxy

JANUARY 20, 2023

Much has been said and written about the human side of selling. In this blog post, you’re going to learn about business anthropology and how it’s best applied to your everyday life in sales. But why should you understand cultural and business anthropology as it relates to sales? What if the answer was this: Be more human.

Sell 246

Sell Quota Sales Cold Call 246

Hubspot

OCTOBER 15, 2024

Sales is, in large part, the art of developing trust in a tight window — making credibility one of the most valuable assets you can have when engaging with prospects. With that said, cultivating and projecting credibility can be extremely tricky in a sales engagement. Check out what they had to say!

Prospecting 74

Prospecting Trust Consult Pitch 74

Sales Pop!

JANUARY 7, 2025

Enthusiasm The first indicator prospects and clients observe for whether to conduct business is the sincerity plus enthusiasm in our voice. Informal Questions of Importance Most representatives are too focused on making the actual sale, but Telling-Selling rarely works well. Dont give up find a better way! Celebrate Success!

Appointment 290

Appointment Clients Represent Follow-up 290

Iannarino

FEBRUARY 24, 2022

This is often the case with insight-based selling and, in some ways, the entire modern sales approach. We use these tools because they allow us to achieve a desired result, one that benefits the prospective client by helping them change and improve their business. Insights and a provocative perspective are merely tools.

Sell 290

Sell Clients Prospecting Sales 290

Anthony Cole Training

MARCH 24, 2022

Do your lenders provide your prospects and clients with the consultative financial and business advice that establishes value and makes you rate-resistant? One of the areas where we are spending a significant amount of training time in 2022 is on sales negotiation strategies, value-based selling, as well as sales negotiation techniques.

Sell 261

Sell Negotiate Technique Consult 261

Iannarino

MARCH 23, 2023

Over time, as the external environment changes , sales organizations adapt their sales approach to match the needs of their prospective clients. They also adopt new sales strategies to improve their results.

Lead generation 283

Lead generation Sell Sales Clients 283

Sales Gravy

FEBRUARY 4, 2025

Ask Jeb: How to Sell When Your Customer Has to Sell First Welcome to another Ask Jeb segment on the Sales Gravy Podcast! Im Jeb Blountbestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED. In other words, they must sell a project to their own clients before Zacks solution can come into play.

Sell 84

Sell Customers Contract Construction 84

Understanding the Sales Force

NOVEMBER 15, 2024

As I pivot to selling, please watch this two-minute video before continuing the article. When prospecting doesn’t take place on a daily basis, salespeople fail to build their pipelines. Whether you call it cold-calling, prospecting, outbound, or hunting, the name doesn’t change what it is or how difficult it is.

Prospecting 69

Prospecting Cold Call Pipeline Gaming 69

Understanding the Sales Force

JANUARY 6, 2025

Although we’ve attended for close to 23 years, this year I noticed something different and that experience will help you better understand the important role that sales process plays in the context of a modern sales methodology. A well designed sales process has so many benefits. We are happy to help with that!

Process 131

Process Sales Conversion Sell 131

Hubspot

JANUARY 8, 2025

Youre selling something to someone who just wouldnt budge. Somehow, the deal slips through your fingers, and so does the prospect. If I just described a familiar struggle one you might know all too well Im here to share a solution that might be the answer to your prayers: Gap selling. Table of Contents: What is gap selling?

Intrinsic 79

Intrinsic Sell Objectives and Key Results Technique 79

Veloxy

FEBRUARY 15, 2024

Looking for the best sales podcasts to boost your numbers and master the art of the deal? Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game.

Gaming 233

Gaming Sell GTM Technique 233

Iannarino

OCTOBER 26, 2022

Selling is challenging enough without having to do it at a distance. While the combination of video and audio is better than audio alone, it doesn't come close to being in the room with your prospective client. However, post-pandemic, virtual selling is here to stay.

Sell 272

Sell Clients Conversion Meeting 272

Sales Pop!

JANUARY 25, 2025

Selling online isnt what it used to be. Weve spent years helping businesses boost their sales by standing out online. Below, youll learn how to identify your unique selling points, communicate them effectively, and turn them into real sales advantages. And if they dont see it, they move on.

Product 233

Product Customers Real Estate Trust 233

Iannarino

SEPTEMBER 18, 2022

The idea behind needs-based selling is knowing what your client needs. While it is important to understand what your prospective client needs and why they need it, your solution may only be a part of what they require to reach their goals.

Sell 268

Sell Clients Meeting Prospecting 268

Iannarino

JUNE 6, 2022

Selling isn't easy, even when you have experience. Eventually, those who treat selling as their craft instead of their job figure out how to sell effectively—winning deals and enjoying their work.

Sell 273

Sell Clients Prospecting Sales 273

Anthony Cole Training

DECEMBER 5, 2024

In the old days of selling, closing was about what happens at the end of a client or prospect meeting did we get them to sign something, give us the green light, or seal the deal? The activity was about applying pressure on the buyer to make a decision NOW.

Technique 289

Technique Closing Clients Meeting 289

Iannarino

JULY 9, 2021

While some sales organizations still use legacy approaches, none of them are based on high-pressure sales. Some years ago, I taught a class on Professional Selling at Capital University. Once they finished their assignment, I asked the students to raise their hand if one of their parents worked in sales.

Intrinsic 337

Intrinsic Sales Cold Call Technique 337

Veloxy

NOVEMBER 15, 2022

Account based selling is a B2B concept that has gained a lot of interest in recent times, but implementing it can feel rather daunting. Studies show that at least 94% of B2B teams have adopted account based selling in a bid to deliver improved buying experiences that lead to increased conversions and loyalty. It doesn’t have to.

Sell 246

Sell Objectives and Key Results SQL B2B 246

Sales Gravy

FEBRUARY 11, 2025

Ellie in Galveston, Texas, faces a scenario that many young sales professionals know all too well: How do you earn respect and project confidence when youre selling to people who are older and more experienced than you? Ellies question highlights a universal issue in sales. Instead, we often impose that narrative on ourselves.

Sell 88

Sell Pipeline Prospecting Trust 88

Anthony Cole Training

MARCH 24, 2023

In part 1, I gave you a sample of how the ‘selling value’ discussions sounds. Prospect : W hy should I do business with you or your bank / company? Here it is again.

Sell 229

Sell Prospecting Sales 229