Sales Gravy: Jeb Blount

In today's world there are few barriers to career change. Top sales talent can walk out of your door to another career opportunity at any time. This puts more pressure on sales leaders than ever before to foster a sales culture and team environment that compels people to stay. On this episode of the Sales Gravy Podcast, Jeb Blount (People Follow You) sits down with Helen Fanucci author of the brand new book, Love Your Team, to discuss what sales leaders must do to retain talent build and stronger teams through human connection. In this wide ranging discussion on modern sales leadership you'll learn: The language of sales coaching Why sales leadership is personal What you really get paid for as a sales leader Tactics for 1-2-1 meetings How to approach turn-around situations How to prepare for a future sales leadership role What to do when you meet your team for the first time And much more . . . In her new book, Helen writes that the hybrid work revolution has made sales management the most

They say you can't make more time. On this episode of the Sales Gravy Podcast, I challenge you to consider how you can make more time through improvements in sales productivity and reinventing the way that you work. I want you to take a moment and think back to the early days of the pandemic. You were likely working at home because everything was locked down.  Then fast forward a couple of months to the summer of 2020. Sales teams were hitting all time records. Many individual sales professionals were selling more and earning more than ever before.  The secret to their success? They were suddenly more productive. Sellers were getting more done, in less time, with better outcomes because all of the distractions that typically took them away from high impact sales activities were gone.  The Three Choices Each moment of your sales day you make one of three choices about time. You can do: Trivial things like watch cat videos.  Important things like entering data into the CRM or responding to e-mail.

Economic winter is coming. Storm clouds are brewing. And with it is going to be a recession. On this episode of the Sales Gravy Podcast, Jeb Blount discusses why you need to prepare right now for the economic storm. This Time Will Be Different This recession will be different than anything we've recently experienced because we'll also be dealing with inflation. There will be the potential for the long slog of stagflation in some some economies.  We are still going to have some supply chain issues and interest rates are going to be crazy. If you need to borrow money, it will be painful. There will be poverty and hunger. People who can't afford the cost of energy will be shivering in the cold. In the midst of this economic downturn and disruption we'll be dealing with war and the potential for a nuclear confrontation.  All you need to do is look at your news feed and it's frightening. Get Right With Reality If you are a sales professional, the big question is what should you do to prepare for the storm righ

Recession. Inflation. Stagflation. Stockmarket Free Fall. Energy Crisis. Supply Chain Crisis. Political Divisiveness.War. We are living and selling in a time of deep volatility. It is more challenging to close business, objections are harsher, and qualified buyers are becoming more scarce. On this special episode of the Sales Gravy Podcast, Jeb Blount delivers a powerful message about what it takes to outsell this crisis. You'll learn why it pays to think like a squirrel, why rainmakers are already digging for ponies, and why you need to get right with reality and put your swimsuit on. Right now you have to be better than you ever were before, get back to the fundamental and basics, and stay out of buckets with crabs. In this podcast you'll learn the truth about winning and selling in a crisis. In Selling In A Crisis Jeb gives you 55 easy to consume tips, techniques, and tactics that are time-tested and proven to help you stay on top when everything and everyone else is down. Read the first three chapt

On this episode of the Sales Gravy Podcast, Jeb Blount and Jennifer Smith, CEO of Scribe, give you tips and tactics for working smarter, dealing with repetitive tasks that slow you down, and getting more done in less time with better outcomes. You must protect your prime selling time at all costs. Time is your most precious resource. You cannot make more, add more, or find more. Do not allow it to be diluted by non-sales activities.  Time is the great equalizer. Every person on earth has exactly 24 hours each day. No more. The choices you make about how you invest your time, directly correlates to the sales outcomes you deliver.  Only 6 to 8 hours each day are available for sales activities, that is, prospecting, advancing pipeline opportunities, and closing. Your daily mission is to squeeze as much selling out of these Golden Hours as possible. Sales professionals who protect their prime selling time–the Golden Hours–will get ahead, stay ahead, and win while others lose.  Your most pressing challenge is

Ever wondered how you can get the attention of that elusive prospect you've been chasing? You know the one. The big fish that is your ticket to President's club a huge commission check. You know how to sell - that's your job, after all - but getting CEOs and other VIPs to call you back is the tricky part. So what if that impossible-to-reach person weren't so impossible to reach after all? Hall of fame-nominated marketer and Wall Street Journal cartoonist Stu Heinecke discovered that he could get past traditional gatekeepers and reach those elusive executives by thinking outside the box and using personalized approaches that he calls "contact campaigns". On this episode of the Sales Gravy Podcast, Fanatical Prospecting author Jeb Blount and Stu discuss creative ways to get meetings with anyone. You'll learn that the secret is about being creative, thinking out of the box, demonstrating authenticity and sincerity, and having a little fun along the way. Get more meeting with effective Prospecting Sequences

If you want to succeed at any job, make yourself invaluable. Go the extra mile; make them never be able to imagine what life without you there would be like. - Ross Mathews Selling in a crisis is tough. Losing your job during an economic downturn is worse. Now more than ever, you need your income. If you lose your job, there is a much higher probability that you will take a pay cut when you land your next one or end up in a role or company that you dislike.  No Mercy for Anchors The good news for you and sales professionals everywhere is that most organizations and their leaders are smart. They understand that in volatile times like this, they need productive salespeople more than ever. Businesses cannot survive without a steady stream of new sales and loyal customers.  The optimum word here is productive. In a recession, everything and everyone will be examined for its value. If you drain resources rather than generating sales and profits, you are gone. There is no mercy for anchors when the ship is sinking

Putting Aside Time Every Day to Prospect Will Keep Your Pipeline Full Kaizen is a theory that developed in Japan after World War II and revived the country, their spirit, and their commerce. It’s similar to what we call “feeding the pipeline,” and involves the art of cumulative prospecting. If you set aside time every day for prospecting, you will find a steady flow of success and less stress! I recently posted a podcast of my discussion with Kristin Austin, where we talked about the importance of perseverance in life and sales and how you can apply the same theory of continuously moving forward to finding satisfaction and success in both. Japan was in ruins after World War II, and the nation had the task of cleaning up the devastation and overcoming the hopelessness and helplessness that had taken hold. A movement developed that is now a part of their national ideation to this day. It’s called “Kaizen,” and is similar to what Kristin and I discussed. What is Kaizen? Kaizen in Japanese means “a change for co

“Life is short. Hug the people that you love and make sure that they know you love them without hesitation. Anything can happen to anyone, at any time. We all live with this concept that we are safe if we can control everything, but sometimes the Universe has different plans. That applies to sales too. Sometimes you think you have a sale in the bag and it all falls apart without anything that you have done. You have to roll with it and keep on keeping on." - Kristen Austin When Kristin Austin was hit by a car, her world fell apart. On this episode of the Sales Gravy Podcast she shares how she climbed out of a deep hole to resurrect her business and life, one prospecting call at a time. There is no doubt that we all find ourselves hitting roadblocks that seem impossible to overcome. If you are in that situation, Kristin's story is sure to inspire you to take action and get past whatever is holding you back. You'll learn how to get back up when life knocks you down. Life Knocks Kristen Down Kristin Austin was

Are you willing to do whatever it takes to reach your goals and dreams, build your business, climb the sales leaderboard at your company, or bounce back from failure? Lot's of people have dreams but few actually grind it out and turn those dreams into reality. The good news is that you can defy the odds to get everything that you want in business and in life if you are willing to do whatever it takes. On this episode of the Sales Gravy Podcast, Jeb Blount and Brandon Bornancin dive into what it really means to be willing to do what ever it takes. No matter who you are or where you come from, your education, or your network, you can create the life you want and build the business you’ve only dreamed about. Brandon's journey is all the proof you need. He graduated college flat broke. He started a business that was an epic failure. Then he turned it all around – before he was 30 – closing over $100 million in sales for Google and IBM and founding two multimillion-dollar companies, the second named “LinkedIn

On this episode of the Sales Gravy Podcast Jeb Blount, Jr sits down with author Andy Paul to discuss what it means to Sell Without Selling Out. Together they discuss why it is so important to make selling more human. You'll learn that persuasion is not a sales skill. Instead it is a blunt instrument of last resort that sellers use when they don’t know how to influence the choices buyers make. Get a leg up on your sales career with our free sales training resources. Check them out here: https://salesgravy.com/resources/

Video messaging is hot and it is a core component of effective prospecting sequences because it works! At Sales Gravy we love using video messages to grab the attention of prospects. Our favorite tool for sending those messages is Vidyard. That's why we were thrilled when Vidyard CEO and Co-Founder, Michael Litt agreed to sit down with Jeb Blount, Jr. on the Sales Gravy Podcast to discuss the future of video messaging. If you are the kind of person that likes to be on the leading edge of sales technology and techniques, you will love this episode!

LinkedIn is one of the greatest tools ever created for sales professionals. It ranks right up there with the car, telephone, and the internet. Leveraging LinkedIn gives you the ability to connect with and learn more about prospects and customers than at any other time in history. Sales professionals who master LinkedIn quickly rise to the top of the ranking report. On this Sales Gravy podcast episode, Jeb Blount and Daniel Disney discuss the real secrets to becoming a LinkedIn selling machine. You'll learn the keys to to filling your pipeline with qualified opportunities, building your personal brand, improving your closing ratios, and increasing your income. NEW BOOK: Jeb Blount's new book, Selling the Price Increase is an essential handbook for sales professionals, account managers, customer success teams, and other revenue generation leaders looking for a page-turning and insightful roadmap to navigating the essential—and nerve-wracking—world of price increases. Get your copy here: https://www.amazon.

The buyers in procurement are professionally trained to negotiate. Salespeople not so much. This can put you at a huge disadvantage when you are forced to negotiate with them. But not anymore. On this fascinating Sales Gravy Podcast episode, Jeb Blount who is the author of the sales negotiating book INKED and Mike Landers an ex-procurement buyer turned sales trainer teach you the secrets to playing to win, when negotiating with procurement. You'll learn the keys to mastering the sales negotiating chessboard and going toe to toe with professional buyers who are paid to extract maximum concessions from you. Want more tips on effective sales negotiation? Then download our free training guide on the Seven Rules of Sales Negotiation here: https://salesgravy.com/7-rules-sales-negotiation-guide/

On this special episode of the Sales Gravy podcast you'll step into the shoes of a Senior Vice President of Sales.  Jeb Blount, Jr. (A.K.A. JBJ) interviews Ammon Woods who is the Senior Vice President of Sales for Shred-It and Communication Solutions at Stericycle. If you love sales and sales origin stories you'll enjoy this wide ranging interview on the keys to high-performance in sales. If you aspire to rise to the upper echelons in your organization, this episode will give you a peak behind the curtain into what it's like lead a large, national sales team. Looking for more free resources to help you boost your sales career? We've got them here: https://salesgravy.com/resources/

On this episode of the Sales Gravy podcast, Jeb Blount (author of Selling the Price Increase) and Donald C. Kelly (host of the Sales Evangelist podcast) discuss how to approach customers with price increases. You'll learn techniques, tactics, and strategies for crafting price increase messages, planning price increase conversations, and compelling customers to accept price increases without losing their business. At Sales Gravy we are constantly adding free sales training resources to our growing library of downloads. Check them out here: https://salesgravy.com/resources/

Most sales organizations and sales enablement teams are actively seeking ways to ramp salespeople up fast on new sales technology. Likewise, many sales leaders and executives have experienced the frustration of investing in Sales Tech only to see it go unused by their sellers. If you've been there, you know that it's a huge waste of money when sales teams fail to adopt sales tools. On this episode of the Sales Gravy Podcast, Jeb Blount, Sr (Author of Fanatical Prospecting) and Sean Adams (Head of Sales for iorad), discuss how to ramp salespeople up fast on new sales technology and the keys to teaching salespeople how leverage sales technology to become more productive. At Sales Gravy we are constantly adding free sales training resources to our growing library of downloads. Check them out here: https://salesgravy.com/resources/

 “God, when I cross the truth, give me the awareness to receive it the consciousness to recognize it the presence to personalize it the patience to preserve it and the courage to live it.” ― Matthew McConaughey, Greenlights The number one reason for failure in sales is an empty pipeline. The number one reason for an empty pipeline is the failure to prospect every day, every day, every day. This is the truth. A brutal, universal, and undeniable truth. But, of course, the truth, as the saying goes, is like poetry and everyone effing hates poetry. A few weeks back, my 24-year-old son was delivering a telephone prospecting workshop to a group of sales development reps (SDRs) who were all about his age. Early in the training, one of the reps pointed out that my mega-bestselling book Fanatical Prospecting, “Was written a while back.” And asked, “Is it even relevant anymore?” The young, always eager for the next bright, shiny thing and ready to chunk any ideas perceived to be “old.” That’s always been true fr

During the holiday season, sales professionals face a host of difficult challenges. The holidays offer a perfect excuse not to go out and prospect new business. It is harder to close deals in December and create urgency with pipeline opportunities, let alone engage and get meetings with new prospects. And now more than ever, it's critical to have proper time discipline to reach your goals and crush your number as the end of the year approaches, while also setting yourself up to have a robust Q1 pipeline in the new year. In this conversation between Jeb Blount (Fanatical Prospecting) and Anthony Iannarino (Eat Their Lunch), they break down exactly how to deal with these end of year roadblocks and truly outsell the holidays. You'll learn how to sell more and still have fun over the holidays! You get specific tips, tactics, and techniques for compelling buyers to act, prospecting, time management, and keeping your pipeline full so you start the new year strong. Jeb and Anthony will also teach you how to:

This is another episode of #AskJeb where Jeb answers a question, from Justin, a sales leader based in Dallas. Justin asked: "What's the best predictive indicator of a person becoming a sales champion." Sales Champions Are Optimists This is a question that sales leaders all across the globe grapple with because they all want to hire sales champions and build sales champions. The answer is relatively simple, and it's based on studies that have come from numerous places. It comes down to optimism. Salespeople who have a higher degree of optimism tend to become champions, and for good reason. Salespeople face a lot of defeat, a lot of rejection, and so many things can go wrong in sales that salespeople who wallow in that defeat have a tendency to crash and burn pretty quickly. Sales Champs Forget Failure Fast However, the salespeople who forget rejection fast or forget failure fast and see the next yes, the next opportunity around the corner— those are the salespeople who are more likely to be mo