Sales Gravy: Jeb Blount

In the worst economic meltdown since the great depression, we need sales professionals on the front lines because you are the new superheroes of the economy.

On this special, unscripted Coronavirus talk, Jeb Blount addresses mourning what is lost and the sadness that comes with it. It is human, normal and eventually leads to rebirth. Listen to Coronavirus Talk #1 – On Prospecting Listen to Coronavirus Talk #2 – On Excuses Listen to Coronavirus Talk #3 – The Gift of Time Listen to Coronavirus Talk #4 – On Confusion Listen to Coronavirus Talk #5 - On Fear and Worry

In this crisis, it is ok to get down. That makes you human. It's just not ok to stay down.

In a crisis like this it is easy to move away from the basics that matter most in sales in the search of bright shiny things. The basics are boring but, in a crisis, boring works.

On this daily sales briefing, Jeb Blount discusses the four things you need to be doing right now to protect your sales job during the coronavirus crisis.

On Coronavirus Talk #5, I’m not going to presume to tell you that the fear of losing your health, job, house, income, or retirement account is unfounded because it is not. This is not an empty message telling you that if you just manage your attitude everything else will work out. Though attitude is very important, attitude without direction will hurt you in this environment. What I am going to tell you is if you want to come out of this crisis swinging, you have got to take action, now.  Worry changes nothing. Action, though, changes everything. Listen to Coronavirus Talk #1 – On Prospecting Listen to Coronavirus Talk #2 – On Excuses Listen to Coronavirus Talk #3 – The Gift of Time Listen to Coronavirus Talk #4 - On Confusion

In this crisis, time is your greatest asset. Yet you cannot control time, you can only control YOU. On this selling in a crisis daily briefing you'll learn why protecting the Golden Hours is so important.  

It seems counter-intuitive that people are still picking up the phone during the coronavirus shutdown but, they still are. This is a great time to reach out to your prospects and customers and make a positive impression.  

On this episode of the Sales Gravy Podcast, Jeb Blount and Mark Hunter, Author of the new book A Mind for Sales,  discuss what it takes to develop a winning sales mindset. You'll learn tips, tactics, and techniques that top performers leverage to build a mind for sales.

On this special Coronavirus Talk,  Jeb Blount takes on confusion and the state of confusion so many people seem to be in these days. You'll learn why confusion is dangerous to you, your company, team, and family and exactly what you need to do right now to keep moving forward. Listen to Coronavirus Talk #1 – On Prospecting Listen to Coronavirus Talk #2 – On Excuses Listen to Coronavirus Talk #3 - On Confusion

On this special unscripted podcast, Jeb Blount discusses time and the sudden gift of time that has been given to so many people during the unprecedented Coronavirus crisis. How will you use this opportunity? Do you see is as a gift or a curse? In what ways will you invest this newly found time? Listen to Coronavirus Talk #1 - On Prospecting Listen to Coronavirus Talk #2 - On Excuses Listen to CoronavirusTalk #4 - On Confusion

On this special unscripted and uncut podcast, Jeb Blount discusses why it is is so easy to make excuses during the unprecedented Coronavirus crisis. Excuses though can be addicting, like a drug, the more excuses you make the easier it is to keep making them. Instead of excuses, you should double down on discipline and focus on the only three things you can control. Listen to Coronavirus Talk #1 - On Prospecting Listen to Coronavirus Talk #3 - On the Gift of Time Listen to Coronavirus Talk #4 - On Confusion

On this special unscripted and uncut podcast, Jeb Blount addresses questions leaders and salespeople are asking about whether or not they should continue prospecting during the Coronavirus shutdown. Listen to Coronavirus Talk #2 - On Excuses Listen to Coronavirus Talk #3 - On Time Listen to Coronavirus Talk #4 - On Excuses

On this Sales Gravy Quick Tip, Jeb Blount reveals the real secret to superstar sales success. The good news is it's obvious and within your grasp.

On this episode of the Sales Gravy podcast, Jeb Blount (author of INKED) and Darryl Praill (CMO of Vanilla Soft) discuss the new paradigm and mash-up of sales and marketing. If you want to engage more prospects, build a bigger pipeline, and close more sales, then you'll want to pay attention to and heed Jeb's and Darryl's advice. There are new rules for sales and marketing. Sales professionals who embrace these rules will thrive. Those who don't may soon go extinct.  

Many so-called "sales experts" are quick to tell you that they have the one path to prospecting salvation or the top secret for making sales prospecting easy. Run away from these charlatans as fast as you can! There is no one way and there is no secret. The key to effective sales prospecting, is adopting a balanced prospecting methodology that spans across all prospecting channels. Balance gives you the highest statistical probability of getting in front of the right prospect, with the right message, at the right time.

Get Jeb Blount's New Book INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal At the strategic level, sales negotiation is like a chess game, but at the tactical level, it’s like playing poker. The parties hide their emotions behind poker faces in an attempt to obscure the strength of their real hand - keeping their cards close to the vest. The most effective way to get a peek at those cards is to keep your ears open and your mouth shut. Listening builds deep emotional connections with other people. The more you listen, the more connected your stakeholder will feel to you. As this emotional connection deepens, emotional walls crumble. As the walls come down, they talk more. The more they talk, the more they reveal. This gets you below the surface and lets you access their cards. Listening is where effective sales negotiators earn their stripes.

Projecting, which is all too common for salespeople, will cost you dearly at the sales negotiation table. A few years back, my wife and I bought our dream home. It was on a stretch of farmland—exactly what we’d always wanted. We both knew in our hearts that it would be the last home we ever bought. This was where we planned to spend the rest of our lives. This house, however, had to be completely remodeled. The work was so extensive that the contractor estimated that it would take eighteen months before we could even move in. Through the years, Carrie and I had remodeled eleven houses. Each time, we’d done the work on a tight budget and made sacrifices with want we wanted so we stayed within budget. This time, though, we had the budget to create the home that we wanted. We promised ourselves there would be no shortcuts and no compromises. We planned to do it right. After months of work, we were finally finishing up the bathrooms, and it was time to order the glass doors for the showers. The representati

The Four Types of Sales Objections Jeb Blount, the Author of Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No  does a deep dive into the four objections you face in sales. You'll learn techniques that you can use on your next sales call to skip past sales objections. On this episode, I have a conversation with Chris McDonough. He's a talented and successful sales leader at ZoomInfo. Chris and I talk about why it's stupid to avoid objections, how to reduce buyer resistance, how to manage your disruptive emotions in the face of objections, and techniques for skipping past objections. There's four key types of objections that we run into in sales. And they're not what you normally think about. So typically when we think about objections, we think about objections like, "I'm not interested," or "It costs too much," or "I've got to go talk to my boss." Those are the things we typically fixate on. But if you think about sales as a process, all the way from prospecting into clos

On this Sales Gravy Quick Tip Jeb Blount reveals a tried and true technique for closing your next sale.