Here's a question that keeps salespeople up at night: How do you build a powerful personal brand without stepping on your company's toes?That's the question Taylor Deadrick asked me during a recent live event. Taylor works for Insperity (a fantastic comp

This Money Monday Sales Gravy podcast episode is special because it kicks off our 20th season!Its hard to believe that weve been producing the Sales Gravy continuously for 20 years. Over the last 20 years, thanks to you - our incredible audience - we

Do you plan to hit your sales goals, or just hope you will?You set goals in January. By March, they are forgotten.It's because most salespeople confuse wanting something with planning for it.I want to close more deals this year. That is not a goal

Here's a question that keeps salespeople up at night: How do you ask for more compensation when you're getting competitive external job offers without sounding like you're issuing an ultimatum?That's the question posed by Brady from Arkansas. Brady's bee

Is your sales strategy built around how buyers should behaveor how they actually behave?Imagine walking into a store and seeing a shirt for $50. Fine. Unremarkable. You might buy it, you might not.Now imagine seeing that same shirt with a tag that rea

How Do Top Performers Stay Motivated When Sales Gets Hard?You know the feeling when you close a big deal.The rush. The quiet satisfaction of updating your pipeline. Maybe a quick high-five with your manager.And then, almost immediately, it fades.You

Here's a problem that'll make your head spin: What do you do when you can sell way more than your company can produce?That's the question posed by Dylan Noah from Toronto. Dylan sells craft cider to bars and restaurants across his territory. He's the onl

While regret anchors you to past failures, reflection acts as a catalyst for future sales growth. This article and Sales Gravy Money Monday Podcast episode explores how to break the "if-only" loop and provides a step-by-step year-end debrief to help you e

Why Do So Many Mentorship Relationships Fail Before They Ever Work?You can't be more committed to somebodys success than they are.That insight comes from Colleen Stanley, author of Be the Mentor Who Mattered, during a recent conversation on the Sale

Here's a truth that'll make you uncomfortable: Getting rejected isn't the real problem. The real problem is that you're not doing the work upfront to lower the probability of rejection in the first place.That's the insight that hit when Wendy Ramirez, a