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Sales Gravy: Jeb Blount
31 minutes | 3 days ago
If you are tired of being tired, you'll love this Sales Gravy Podcast episode. Jeb Blount and Rachel Pitts (Women Your Mother Warned You About) offer tips for staying fit. For sales professionals, to out wit and out perform your competitors, you need to be physically fit because mental energy is limited by your physical energy. Jeb and Rachel focus on the golden triangle of fitness: Sleep, Nutrition, and Motion We want to hear from you. Let us know what you think about this episode – we love your comments and questions. Just send Jeb a text message at 1-706-397-4599 or CLICK HERE TO TEXT.
23 minutes | 6 days ago
Sales Process Pivot Points | Jeb Blount & Diane Helbig | Part Four
On this Sales Gravy Podcast episode Jeb Blount (Sales EQ) and Diane Helbig (Succeed Without Selling) discuss the power of mapping and uncovering sales process pivot points. You will learn how these pivot points help bend win probability in your favor and offer important clues for when it may be time to walk away from a deal. Listen to Part One – Selling Without Selling Listen to Part Two – Intentional Empathy Listen to Part Three - Sales is a Process
15 minutes | 13 days ago
Sales is a Process | Jeb Blount & Diane Helbig | Part Three
On this Sales Gravy Podcast episode Jeb Blount (Sales EQ) and Diane Helbig (Succeed Without Selling) discuss why sales is a process. You will learn about pre-call planning, the science of selling and why winging it on sales calls is wickedly stupid. Listen to Part One - Selling Without Selling Listen to Part Two - Intentional Empathy
10 minutes | 21 days ago
Intentional Empathy | Jeb Blount & Diane Helbig | Part Two
On this Sales Gravy Podcast episode Jeb Blount (Sales EQ) and Diane Helbig (Succeed Without Selling) discuss intentional empathy discuss and it is a meta-skill in complex sales. Empathy is the key to stepping into your buyer's shoes, understanding their situation, and building relationships. Yet, the best salespeople are naturally less empathetic and more self-centered. Therefore, to be more effective at closing complex sales, they must focus on and leverage intentional empathy. Listen to Part One of This Series
11 minutes | 23 days ago
Succeed Without Selling | Diane Helbig & Jeb Blount | Part One
This Sales Gravy Podcast episode is part one of Jeb Blount's (Virtual Selling) conversation with Diane Helbig (Succeed Without Selling) about why for business owners, entrepreneurs, and sales professionals success in selling and business growth really isn't about selling. We want to hear from you. Let us know what you think about this episode – we love your comments and questions. Just send Jeb a text message at 1-706-397-4599 or CLICK HERE TO TEXT. Ps. You can access Sales Gravy University Here
7 minutes | a month ago
God Uses Broken Things | How to Grow From Adversity
On this episode of the Sales Gravy podcast, Jeb Blount focuses on brokeness and the two common mindsets of highly successful people and how to grow from adversity. This past week I stumbled on this quote passage from Vance Havner. This is God uses broken things, broken soil to produce a crop, broken clouds to give rain, broken grain to give bread, broken bread to give strength and broken people to do great things. We have all been broken in some way, no matter what your path, no matter where you came from, no matter where you started, no matter where you finished, no matter how rich you are, how poor you are, everyone at some level has been broken. That's good news because as human beings, brokeness binds us together. It's the one thing that we all have in common. When we have faced that adversity and we have grown from it, is a story that we can tell other people. It's something we have that's part of us that we can share, and we can help other people with. One of the things I've noticed recently is that there are a lot of people out there that are doing everything possible to avoid being broken, avoid adversity, and avoid even being bent. They avoid pain and they shy away from obstacles. This is a mistake because adversity - being broken - is our greatest teacher. It is through the crucible of adversity that we become stronger. Transformation Sometimes we're so broken that it transforms us. It changes us. We come back from that deep pain, different than who we were before. Sometimes it opens up our eyes so that we can truly see. Other times it opens up our heart so that we can truly feel and love. That's the power of brokenness. God uses broken things. The Two Most Important Mindsets I've had the privilege of traveling to every continent on the globe except Antarctica. Along the way I've met some incredible people from all walks of life. What I've learned about successful people, is that ultimately they share two mindsets in common. First, they believe that there is a higher power in their lives that put them on Earth for a purpose, and they're supposed to fulfill that purpose. In other words, they believe that they're supposed to be successful in their walk in life. The second thing they believe is that everything happens for a reason. This is the strongest of the two because this mindset gives you strength. This mindset frees you from the chains of victimhood. This mindset that everything happens for a reason, allows you to learn from being broken. Learn from adversity, learn from pain, learn from the bad things that are going to happen to you; and trust me, bad things are going to happen to you. You will be broken again and again and again. The Choice What successful people realize is that this is just part of walking through life and you have a choice about how you view this brokenness. If it makes you a victim, you learn nothing. It holds you down, holds you back, and leads to misery and suffering. On the other hand, if you believe that God (or your personal higher power) uses broken things on purpose, then you ask to most uplifting question: "What am I supposed to learn from this?" Sometimes what you learn is that you were broken because you were on the wrong path and that you need to get back to your purpose. In other situations, it's a signal that you need to make a quick course correction. What you were doing wasn't working. Try something new. Sometimes being broken gets you fired up. It's becomes the fuel and the motivation to get back up, dust yourself off, and run back into the game. God uses broken things, broken soul to produce a crop, broken clouds to give rain, broken grain to give bread, broken bread to give strength and broken people to do great things. We want to hear from you. Let us know what you think about this episode – we love your comments and questions. Just send Jeb a text message at 1-706-397-4599 or CLICK H...
9 minutes | a month ago
How to Balance Prospecting Activity with Account Management
On this episode of the Sales Gravy podcast, Jeb Blount (Fanatical Prospecting) answers a listener's question about how to effectively balance prospecting for new logos with serving and managing existing accounts. Many salespeople struggle with this. You'll learn the brutal truth about why you are out of balance and stressed out and, exactly what you need to do in order to build prospecting activity into your daily routine. We want to hear from you. Let us know what you think about this episode – we love your comments and questions. Just send Jeb a text message at 1-706-397-4599 or CLICK HERE TO TEXT. Ps. You can access Sales Gravy University Here
9 minutes | a month ago
Coronavirus Talk #10: On Future Proofing Your Sales Career
On my final Coronavirus talk I discuss what happens post pandemic, the power of Blending and what you need to do right now to now to future proof your sales career. More Coronavirus Talk Episodes: Prospecting Coronavirus Talk #1 Excuses Coronavirus Talk #2 The Gift of Time Coronavirus Talk #3 Confusion Coronavirus Talk #4 Fear and Worry Coronavirus Talk #5 On Mourning Coronavirus Talk #6 Gratitude Coronavirus Talk #7 On New Possibilities #8 On Mental and Physical Resilience #9
44 minutes | 2 months ago
How Jeb Blount Jr Learned to Love Sales
On this fun Sales Gravy Podcast episode, Sales Gravy Master Trainer Gina Trimarco and Account Executive Jeb Blount Jr discuss how they learned to love selling. From cold calling, to losing deals, and all of the challenges in between, you'll love the story of how a young college grad finds his way in the sale profession. We want to hear from you. Let us know what you think about this episode – we love your comments and questions. Just send Jeb a text message at 1-706-397-4599 or CLICK HERE TO TEXT. Ps. You can access Sales Gravy University Here
22 minutes | 2 months ago
When You Are Coachable People Will Invest in You
On this episode of the Sales Gravy podcast, Jeb Blount is joined by the Women Your Mother Warned You About - Gina Trimarco & Rachel Pitts. We get behind the scenes with the WYMWYA podcast, learn how Gina and Rachel almost broke up, the value of getting a coach, and why when you are coachable, other people will invest in helping you reach your goals. We want to hear from you. Let us know what you think about this episode – we love your comments and questions. Just send Jeb a text message at 1-706-397-4599 or just CLICK HERE TO TEXT. Sales teams that read together, succeed together. Download our FREE Virtual Selling Book Club Guide for a complete kit for starting and running a book club for your sales team.
39 minutes | 3 months ago
3 Sales Messaging Tactics for Closing Bigger Deals
On this episode of the Sales Gravy podcast Jeb Blount and Keith Lubner explore sales messaging tactics for closing bigger deals. From stories to images to stepping into your buyer's shoes, these tried and true techniques will help you both grab and hold your buyer's attention and rise above your competition. There is no doubt that developing powerful sales messaging is one of the most challenging skill sets for modern sales professionals. Jeb and Keith break the process of down in a way that makes it easy to begin crafting sales messages that resonate. We want to hear from you. Let us know what you think about this episode - we love your comments and questions. Just send Jeb a text message at 1-706-397-4599 or just CLICK HERE TO TEXT. Ps. You can access Sales Gravy University Here
44 minutes | 3 months ago
How to Celebrate Success During the Pandemic and Beyond
How to celebrate success during the pandemic? Salespeople and their leaders are asking this question. This season, the pandemic has canceled President's Club and moved Sales Kickoffs from physical meetings to virtual. Its left many sales professionals feeling that the work they did to reach the top is anti-climatic and empty. In this Sales Gravy Podcast episode, Jeb Blount and Victor Antonio discuss the keys to celebrating success and staying motivated this year and beyond. I want to hear from you. What are you doing to this year to celebrate success, reward yourself, and stay motivated? Send me a text message at 1-706-397-4599 or just CLICK HERE TO TEXT.
7 minutes | 4 months ago
Coronavirus Talk #9: On Mental and Physical Resilience
Coronavirus is Testing Mental Resilience The Coronavirus third wave is putting a strain on the mental resilience of sales professionals and impacting performance. From New Possibilities to Managing Mental Resilience The last time I came to you with the coronavirus talk was back in July. Then we were talking about new possibilities - about how going through a crucible of adversity helps you lift the chains of limitations off of yourself so that you can see that really anything is possible if you choose. I come to you now in January, during the third wave of the coronavirus, because I’m noticing a big problem. Salespeople are beginning to wear out. It's sometimes it's depression and loneliness. In other cases it's waiting and waiting and waiting for this to be over and constantly having your hopes dashed. All of this stress and anxiety conspires to put you in a situation where you just don't feel very good about life. And in sales. If you don't feel good about life, it's going to be really, really hard to feel good about selling. Mentally and Physically Drained The net result is that many people just feel mentally and physically drained. In sales you need a great deal of mental resilience because you get so much rejection. The job is hard. And now, you have to work twice as hard to accomplish your sales goals. In this environment, you need a great deal of intellectual acuity in order to outthink outwit your competitors. Mental acuity requires a great deal of physical stamina. Likewise, mental resilience is directly impacted by physical resilience. If you're allowing those days when you just feel depressed and down to take you down with them, then it's going to be a lot harder to to to gain the physical stamina that you need. A Challenge to Focus on You So my challenge to you on this Coronavirus Talk is go look in the mirror. Are you taking care of yourself? Drinking too much? Eating too much or the wrong things? getting enough exercise? Are you doing things you to your body that makes it harder for you to recover mentally? If the answer is yes, resolve to make changes. Reach deep down inside of yourself and find the discipline. Before I made these changes, I didn't feel good, didn't really look good and I wasn't performing at my very best. Flip forward a couple of months, with a real focus and discipline on taking care of my physical health and I'm in a much better place. I've got so much more energy and feel much more equipped to handle the disappointments, stress and anxiety that come along with this horrible pandemic. Take Action You so stop right now. Start eating right, getting enough sleep and exercising. Do this and I promise you that you will not only get through this, you'll put yourself in position to win on the other side. I want to hear from you. What are you doing to keep yourself mentally and physically fir during the pandemic. Send me a text message at 1-706-397-4599 or just CLICK HERE TO TEXT. More Coronavirus Talk Episodes: Prospecting Coronavirus Talk #1 Excuses Coronavirus Talk #2 The Gift of Time Coronavirus Talk #3 Confusion Coronavirus Talk #4 Fear and Worry Coronavirus Talk #5 On Mourning Coronavirus Talk #6 Gratitude Coronavirus Talk #7 On New Possibilities #8
60 minutes | 4 months ago
Networking Tips and Tactics for Introverts
On the episode of the Sales Gravy Podcast, Jeb Blount (Virtual Selling) and Matthew Pollard (Introverts Edge to Networking) take on networking for introverts. One of the biggest myths about networking is that to be an effective networker you need to have the “gift-of-gab" and be an outgoing self-promoter. The truth is, it's just the opposite. In fact introverts often make the best networkers. You just need a plan, system, and authenticity. On this paradigm-shifting podcast episode you learn tips and tactics for leveraging you innate introvert super powers to target prospects and influencers, engage in networking conversations, and turn networking into a repeatable systems that helps you build your business and pipeline. Join Jeb Blount's Insider Group. Text "insider" to 1-706-397-4599 or HERE
61 minutes | 4 months ago
How to Create a Sales Accountability Culture
On this episode of the Sales Gravy Podcast Jeb Blount (People Follow You) and Kristie Jones discuss the trials and tribulations of building and sustaining a sales accountability culture. You'll learn that without accountability your sales team will generate inconsistent results and devolve into the wild, wild west. Jeb and Kristie discuss: Why you need a sales accountability culture How to set expectations Holding reps accountable to those expectations How to handle accountability dodgers How having an accountability culture makes your job as a sales leader easier How to interview for accountability Get Kristie's free resources here: https://salesaccelerationgroup.com/salesgravy
37 minutes | 5 months ago
How One Entrepreneur Leveraged Fanatical Prospecting to Build His Business
On this inspiring episode of the Sales Gravy podcast Jeb Blount (Virtual Selling) spends time with Brian Knox. This young entrepreneur leveraged Fanatical Prospecting, to quickly ramp up his successful and fast growing photography business. Brian's story is both educational and inspirational and there is much to learn from his experience. Listen all Sales Gravy Podcast episodes here.
7 minutes | 6 months ago
Why You Should Stop Trying to Sell Yourself
Sales Myth: You Have to Sell Yourself Most of us, at one time or another in our careers, have heard some trainer or manager exclaim, “You have to sell yourself.” “If you want to get that job, son, you have to sell yourself.” “The real key to sales is your ability to sell yourself.” “If you want others to like you, you’ll have to sell yourself.” The Sell Yourself Cliche This philosophy is prevalent in business culture. A while back, I was at an Ivy League University for a speech by a successful businessman to a group of MBA students from the top business schools in the world. The speaker was so well respected that when he walked into the room there was a hush. The audience members were on the edge of their seats in anticipation. And what was the message? What was the secret of success that this revered businessman offered? “Never forget how important it is in business to first sell yourself.” The entire audience nodded in unison. For this wise man and many others, the phrase sell yourself has become an easy-to-use cliche´. It just rolls off the tongue. Like the audience at the speech I attended, most people will nod their heads in agreement to the statement as if some prophet on a hill had just read it from stone tablets. People Buy You for Their Reasons, Not Yours Sales expert and bestselling author Jeffrey Gitomer teaches a simple philosophy, “People love to buy but they hate to be sold.” In other words, most people prefer to buy on their terms. They do not want or appreciate a hard pitch or a features dump. They buy for their reasons not yours. Yet daily salespeople across the globe, on the phone, video calls, email, social media, and in person, sell to their customers by dumping data, pushing their position, or simply trying to talk their way into a sale. They sell themselves to anyone else they can get to stand still for more than five minutes. But it does not work, because people like to buy, they don’t like to be sold. When You Try to Sell Yourself You Push People Away The harder you try to sell yourself to others, the more you push them away. A conversation where the other person tells you all about themselves, their accomplishments, and how great they are is a turnoff. It is a features dump. Think about it, the most unlikeable human in the world is the person standing in front of you talking about themself. You don’t walk away from that conversation thinking how much you would like to spend more time with them. Instead you think, “What a jerk,” or “How boring,” or “Wow, that guy is full of himself.” We Love to Talk About Our Favorite Person Still, we do love the opportunity to sell ourselves. Most of us, if given the opportunity, will talk for hours about our favorite person, oblivious to the negative impact it has on how we are viewed by others. When pressed, experts who are quick to tell you to sell yourself, are unable to explain exactly how to do it. Sure, they will offer tips, but it's mostly hyperbole. Here is the brutal truth: You cannot sell yourself to others; you have to get others to buy you on their terms. You're Talking, They Aren't Buying Even if you are preceded by a great reputation and others are anticipating meeting you, your attempts to sell yourself can backfire. I learned this lesson at a speech I gave to a large dinner group. One of the audience members was such a big fan of one of my books, that he lobbied the meeting organizer to be seated right next to me. During dinner he asked me questions, and I talked and talked and talked—about me. A few days after the speech, I called the meeting organizer to follow up and offer my thanks. I thanked him for seating Daniel next to me and asked him if Daniel had had a good time. He hesitated for a moment and finally said, “I’m telling you this because I like you; but Daniel did not come away with a very good opinion of you.” It was like being punched in the gut!
8 minutes | 7 months ago
Blending Text Messaging Into Your Account Management Process
The Fine Art of Blending Text Messaging Into Your Account Management Process I love blending text messaging into my account management process. As a communication tool, it’s fast, efficient, less formal than email, and allows for arm’s-length, nonintrusive, synchronous communication that still feels personal. There are two reasons why blending text messaging into your account management process works: It’s mobile. Text messaging is integrated into the mobile and wearable devices that are attached to us 24/7. These are the primary communications devices in our lives and businesses. Everyone has a mobile phone, and for Apple users, text is integrated across all devices and desktops. It’s treated as a priority. One of the key reasons why text messages work so well is that most people feel compelled to read and/or respond to them immediately. Text is a Versatile For Account Management Text messaging is extremely versatile virtual communication channel. You can attach videos, images, voice messages, and links to articles and resources. And, when the person you are texting is not available, texting shifts from synchronous to asynchronous communication. For account management and communicating with customers text messaging is a tremendous tool. It helps you nurture and maintain relationships, keeps customers updated, and allows you to quickly respond to concerns from anywhere. It's for these reasons that text messaging is the perfect virtual communication channel to blend into your account management system and process. Text messages are an easy way to: Check the pulse of your accounts Show appreciation Send account updates and data. Send insight and educational resources. Keep key contacts apprised of shipments and order information. Be proactive with solving issues. Send offers and specials. The real key to blending text into your account management process is ensuring that your text messages are intentional, systematic, and part of an account management plan The Truth About Why You Really Lose Accounts A brutal truth is that most customers are lost because of neglect. Not prices, not products, not the economy, not aggressive competitors. Neglect! Neglect happens slowly. It creeps up on customer relationships. Salespeople delude themselves into believing that if their customers are not complaining, they must be happy. So, they spend all of their time putting out fires and dealing with squeaky wheels, all the while ignoring accounts that that don’t raise their hand. Wrapped up in this warm blanket of delusion, salespeople swing the door open and invite competitors in. Assume Every Account is At Risk Aggressive competitors don’t miss an opportunity to displace salespeople who neglect their customers. When you fail to proactively anchor your customer relationships, those competitors slip through and encourage buyers to consider other options. This is exactly why you must never lose sight of the long-term consequences of neglecting accounts. Relationships matter and must be protected against an onslaught of competitors. You must not take any relationship for granted. Assume that every customer and every relationship is at risk. I’m not saying this is easy. One of the hardest things to do is keep your fingers on the pulse of your customer base. Quarterly business reviews and other formal meeting are time consuming. You probably have a large account base and you can’t possibly meet with everyone. Every single day you are putting out fires and dealing with immediate customer service issues. Pay Attention to Your Accounts The good news is the one secret to defending your accounts is completely in your control. Pay attention to them. A simple, regular, inexpensive check-in by text message can make all the difference. It doesn’t need to be anything particularly special. You don’t need a reason to tell your customers that you appreciate them.
39 minutes | 7 months ago
The 2 Sales Follow Up Superpowers
Sales Follow Up Superpowers On this Sales Gravy Podcast episode Jeb Blount (Virtual Selling) and Jeff Shore (Follow Up and Close the Sale) discuss the two sales follow up superpowers: Speed and Personalization. The brutal truth is that salespeople have a big problem with follow up and it is holding them back. The good news, is this is a problem that is easy to fix. On this episode you'll actionable tips and tactics that will instantly improve your sales follow up skills. BONUS: Download our FREE How to Manage Your B2B Sales Team From Home guide to get the scoop on how top sales leaders are getting more productivity from their remote sales teams.
17 minutes | 8 months ago
The Cumulative Impact of Small Actions Every Day | 5 Minute Selling – Part 4
On this episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) and Alex Goldfayn (5 Minute Selling) discuss the massive impact of small actions, done a little bit, every day. Listen to the other episodes in the series: Part One | Part Two | Part Three Jeb – Does Faith Matter in Sales? Alex, I've got a question for you about faith. This is not a religious question. It's a faith question. You are very convincing human being. You say that sales can be done in 5 minutes a day. Talk to people, call old customers, run the system. It works. So, I do it one day. Nothing happens. Then do it the next day and nothing happens. I do it the next day and still nothing happens. Then by the 4th day I'm like, “Alex told me to do this stuff, and I made these phone calls, but I didn't sell anything. So, I’m going back to sending emails because that’s easier.” How important is faith in the system, over a long period of time, to actualizing the five-minute selling process? Alex – On Faith in Yourself Great question. Faith is a great word in sales. Faith in the system is really about faith in yourself. This is important because, in sales we deal with failure and overcoming failure is the key to success. Faith is continuing to do the right things even when they're not working as well as you would like, because they are still the right things. In the book I have a two-week challenge: Give me 5-minutes a day for two weeks - that's 50 minutes over 10 days. That is just five proactive outbound prospecting calls a day. If you do that for two weeks, you will find more open opportunities and more close opportunities. It’s just two weeks of faith and here is no way that you won't improve your sales position. Jeb– On The Cumulative Impact of Small Actions It's all about cumulative impact. The cumulative impact of small actions every day. Over time, these small actions add up to real numbers. But this requires faith because you can't prospect for a day, you can't do follow up for a day, you can’t do anything for a day and expect everything to suddenly change. It just doesn't work that way. You've got to do a little bit every day and keep doing it over time. Now let me give you the flip side of this question. What happens when it starts working? Salespeople have a bad habit of quitting the things that are working. Let's just say that I give you the two weeks and then it starts working. Then suddenly my pipeline is a little bit bigger, the deals in my pipeline start to move. Suddenly people are actually spending time with me and we’re having conversations. What happens then? I get busy and then I quit. How do I make sure that I don't stop doing what's working? Alex – Staying On Track With Small Daily Actions You're totally right. Salespeople are busy. They're not sitting around. Therefore, the answer is you must schedule proactive, outbound sales calls into your day. Mark Twain said, “if you're gonna eat a frog, you might as well eat it first thing in the morning 'cause it's not gonna taste any better later in the day.” Firstly, do it first thing in the morning - at 8:00 or 8:30 or at 9:00. By 10:00 o'clock you want to be long done with this. Second, what do you do if you miss a day? The next day you come back to it and you get right back on track. It's like if you have a bad eating day. I've been trying to lose some weight. Yesterday was my wedding anniversary. My wife and I went out to eat and celebrate 19-years. We had a gigantic meal, and a huge dessert. I ate like a jerk, but it was awesome - a fabulous meal. So, my weight loss effort over? Am I done? Am I just going to give up and go back to the to the chips and the and the Donuts? nNo, I woke this morning and got back in the saddle. The easy way to do this is to use a timer. Set it for five minutes. When the Clock is running, you're doing your proactive work. You're making your calls.
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