Even salespeople have to deal with other salespeople. If you pay attention you'll see and hear mistakes you can learn to avoid when working with your prospects and customers. For example: Never, ever tell your prospect to go get other quotes and then come

The Only Question that Really Matters in Life

The Law of Replacement is a critical sales concept to internalize because failure to heed this law is the reason salespeople get on, AND stay on, rollercoasters. Up and down. Up and down. Until one day they get so far down that they cannot get back up aga

Jeb Blount is the bestselling author of People Buy You and an internationaly recognized expert on sales. He believes that Sales Professionals are the Elite Athletes of the Business World. On the Sales Gravy podcast Jeb teaches you how to open more doors,

There is a brutal fact in sales. A fact that most unemployed salespeople failed to acknowledge: The number one reason for failure in sales is lack of prospecting activity. Period. There is no sugar coating it. Prospecting sucks and you need to get over

Thoreau said success usually comes to those who are too busy to be looking for it. This quote is a succinct description of the Universal Law of Need which states that the more you need something, the less likely it is that you will get it. In other words,

Successful salespeople have developed a habit of looking inward for inspiration, motivation, and accountability. They have developed the disciplined habit of finding solutions to problems while the less successful people have developed the habit of findin

In life one fact is certain, no matter who you are or what your circumstances, opportunity will come knocking and when it is at the door how you respond will have lasting implications for your success and ultimately your happiness. Opportunity is always

If you don't know where you are going, how do you know when or if you get there? Yogi Berra said: "If you don't know where you are going, you might end up some place else? If you don't know the objective and targeted next step for each sales call how w

Life is too short to spend it doing something you hate. Put absolute focus and commitment on being your best so that you live up to your potential and promise. Lean into fear, take risks, and focus on where want to be rather than worrying about where you