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Jeb Blount’s Sales Gravy Podcast

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Quick Tip 4 - Contentment is the Mother of Mediocrity
Sat, 15 Dec 2018 01:21:35 GMT

On this Sales Gravy Quick Tip you will learn why becoming content after achiving a goal can keep you from reaching your true potential.

Quick Tip 3 - The Five Levers of Effective Leaders
Sat, 08 Dec 2018 01:21:35 GMT

On this Sales Gravy Quick Tip Jeb Blount introduces you to the five levers of effective leaders. This is how you get People to Follow You!

Outselling the Holidays
Sun, 02 Dec 2018 01:21:35 GMT

The holiday season holds peril for sales professionals who let their guard down and discipline slip. In this episode Jeb Blount teaches you exactly what to do to outsell the holidays.

Quick Tip 2 - You Talk Too Much
Sat, 01 Dec 2018 01:21:35 GMT

Are you boring your prospects and customers because you are talking rather than listening?

Skipping Past the 4 Types of Sales Objections
Wed, 21 Nov 2018 01:21:35 GMT

On this episode Jeb Blount explores strategies and techniques for effectively skipping past the 4 types of sales objections.

Quick Tip: Leadership is Personal
Sat, 17 Nov 2018 01:21:35 GMT

On this Sales Gravy Quick Tip Jeb Blount explains why leaders must engage people at the human level.

Time Discipline
Sun, 11 Nov 2018 01:21:35 GMT

Discipline with time means giving up what you want NOW for what you want MOST. When you master time, you reduce stress, make your number, and improve your quality of life.

Ultra-High Performers are Fanatical Prospectors
Thu, 08 Nov 2018 01:21:35 GMT

The difference between average salespeople and UHPs is, more often than not, their mindset about prospecting and pipeline.

Why You Suck at Prospecting and What to Do About It
Sun, 04 Nov 2018 01:21:35 GMT

If you feel like you suck at prospecting or suffer from a thin pipeline, this new episode of the Sales Gravy podcast is for you! Jeb Blount tells the real truth about prospecting and gives you the tips, tactics, and techniques you need to keep your sales pipeline full.

The Long-Distance Leader
Tue, 17 Jul 2018 01:21:35 GMT

On this episode Jeb Blount and Kevin Eikenberry give you best practices and actionaable tactics for leading and managing remote employees.

Trust is the Currency of Sales
Sun, 15 Jul 2018 01:21:35 GMT

In sales, you are always on stage. Prospects are watch your every move to determine if you are trustworthy.

Red Herring Objections
Thu, 05 Jul 2018 01:21:35 GMT

Red Herrings derail sales calls and cause you to lose control when not handled effectively. On this episode Jeb Blount teaches you why you should avoid chasing red herring objections at all costs.

SPECIAL- The 4 Titans Talk About Objections
Sat, 16 Jun 2018 01:21:35 GMT

In this special episode, The 4 Titans - Anthony Iannarino, Mike Weinberg, Mark Hunter, and Jeb Blount - discuss Jebs new book Objections - The Ultimate Guide to Mastering the Art and Science of Getting Past NO

PART FIVE - Unlocking Yes - Sales Negotiation Strategies
Sat, 16 Jun 2018 01:21:35 GMT

In the final installment of Unlocking Yes, Jeb Blount and Patrick Tinney discuss negotiating culture, setting parameters, and getting prepared to negotiate.

PART FOUR - Unlocking Yes - Sales Negotiation Strategies
Sun, 10 Jun 2018 01:21:35 GMT

In part four of this impactful conversation on sales negotiation strategies and tactics, Jeb Blount and Patrick Tinney help you become an more effective negotiator.

PART THREE - Unlocking YES - Sales Negotiation Strategies
Sat, 02 Jun 2018 01:21:35 GMT

Jeb Blount and Patrick Tinney continue their conversation on Sales Negotiation and examine specific tactics that will make you a more effective negotiator.

PART TWO - Unlocking YES - Sales Negotiation Strategies
Sat, 02 Jun 2018 01:21:35 GMT

In Part Two of Unlocking Yes, Jeb Blount and Patrick Tinney dive deeper into strategies that will help you become a better and more effective negotiator.

PART ONE - Unlocking Yes - Sales Negotiation Strategies
Sat, 02 Jun 2018 01:21:35 GMT

Every sales professional must negotiate at some point in the sales process. This is Part One of a conversation with Patrick Tinney, a negotiation expert and author of Unlocking Yes.

Virtual Sales Kickoff 2018
Fri, 25 May 2018 01:21:35 GMT

On this episode you get the compete, uncut replay of Virtual Sales Kickoff 2018 with Jeb Blount, Anthony Iannarino, Mike Weinberg, and Mark Hunter, This year the Four Titans focus on Produtivity and how you manage your sales day.

Battle Objections
Sat, 05 May 2018 01:21:35 GMT

On this episode Jeb goes head to head with the great Jeffrey Gitomer on some of the toughest objections faced by sales professionals.

The Relentless Pursuit of Yes
Sat, 28 Apr 2018 01:21:35 GMT

Rejection points you in the right direction. It toughens you up and makes you stronger. It tells you when you are on to something big!

4 Questions You Must Answer Before Your Next Sales Meeting
Sun, 22 Apr 2018 01:21:35 GMT

Winging it in sales is stupid. For this reason you must always plan for each sales call. On this episode Jeb gives you the 4 pre-call questions you must answer before every call.

Sales-O-Nomics - The Science Behind Sales Rep ROI
Sun, 18 Feb 2018 01:21:35 GMT

On this episode Jeb Blount spends time with Chris Beall (CEO of ConnectAndSell) discussing the keys to getting real ROI from your sales organization. For more tips go to https://www.SalesGravy.com

How Stakeholder Mapping Can Help You Crush Your Competitors
Wed, 14 Feb 2018 01:21:35 GMT

Building relationships with the stakeholders who make and influence buying decisions in your deals is one of the keys to standing out and gaining a decided competitive advantage. For more sales tips visit https://www.SalesGravy.com

Psyched Up for Sales
Tue, 30 Jan 2018 01:21:35 GMT

In this episode Jeb Blount discusses how to get Psyched Up for sales with psyched up Dan McGinn. Get more tips at https://www.SalesGravy.com

Mastering the Sales Pipeline
Sat, 20 Jan 2018 01:21:34 GMT

In this episode Jeb Blount (Sales Gravy) and Izabella Bray (ClearSlide) discuss the keys to engaging prospects and accelerating piepline velocity with with powerful messaging.

A Powerful Technique for Getting Past Objections
Sun, 14 Jan 2018 01:21:34 GMT

On this episode you learn why the Social Proof Heuristic is a powerful way to minimize fear and how to leverage it to make it easy for your buyer to move forward. Get more sales tips at https://www.SalesGravy.com

Activating the Self Disclosure Loop
Tue, 09 Jan 2018 01:21:34 GMT

When prospects put up emotional walls and smoke screens that impede discovery, this technique can get them to open up and tell you everything. For more sales tips go to https://www.salesgravy.com

3 Keys to Your Best Year Ever
Mon, 01 Jan 2018 01:21:34 GMT

As you look ahead into the new year, your future is unwritten. At this pivot point you have the opportunity to shape your future. In this episode Jeb gives you tthe 3 keys to making this your best year ever. For more tips go to https://www.salesgravy.com

How to Build Your Pipeline With Referrals
Thu, 28 Dec 2017 01:21:34 GMT

Referrals are higher quality leads, easier to close, and shorten the sales cycle. And, most salespeople never ask for them. In this episode you learn the keys to building a high-yield pipeline with referrals. For more sales tips go to: https://www.salesgravy.com

Do Not Allow Losers and Haters to Keep You From Your Dreams
Sun, 26 Nov 2017 01:21:34 GMT

Whenever you have a dream or goal there will always be someone there to steal your joy or put up road blocks. It is crucial that you learn to use these haters as fuel and never allow them to get in your way. Get more free tips and advice at https://www.salesgravy.com

Selling to the Invisible Stranger
Wed, 15 Nov 2017 01:21:34 GMT

On this episode Jeb Blount and Chris Beall (CEO of ConnectAndSell) discuss the reasons why salespeople are afraid of the phone.

Shed Your Wishbone and Grow a Backbone
Mon, 30 Oct 2017 01:21:34 GMT

The reason salespeople fail to get what they want is they fail to ask. Instead of asking they beat around the bush and passively wait for their prospect to do the work for them. Asking is the most important discipline in sales and failing to ask means you fail. Get more tips at https://www.salesgravy.com

Pick Up the Damn Phone!
Tue, 24 Oct 2017 01:21:34 GMT

In one our most intense episodes ever, Jeb Blount and Alex Goldfayn discuss why salespeople who want to make more money must re-learn how to use the phone. Download the Sales Hack ebook at https://free.salesgravy.com/hacks

Crushing Q4
Sun, 15 Oct 2017 01:21:34 GMT

The fourth quarter is prime time for sales teams. Manage Q4 well and you'll make your number and more. Manage it poorly and you'll pay for your mistake well into the new year. Get more free sales tips at https://www.salesgravy.com

Trust is Built One Brick at a Time
Sun, 08 Oct 2017 01:21:34 GMT

For leaders, nothing is more important or critical than trust. If people do not trust you, they will not follow you. Get more free tips at https://www.salesgravy.com

Leading and Coaching Ultra-High Performing Sales Teams
Sun, 01 Oct 2017 01:21:34 GMT

On this episode learn the keys to leading and coaching ultra-high performance from respected sales thought leader, Alice Heiman. Get more free tips at https://www.SalesGravy.com/

The 3 Words You Should Never Use in Sales
Wed, 13 Sep 2017 01:21:34 GMT

If you are using these three words you need to stop. They add no value, trigger reflex buyer scripts, and stall your deals in the pipe. Get more free sales tips at https://www.salesgravy.com

Challenges and Roadblocks Facing Modern Sales Leaders
Tue, 05 Sep 2017 01:21:34 GMT

On this episode, Jeb discusses how and why modern sales management has changed with author and sales leadership guru, Ken Thoreson.

The Only Question that Really Matters in Life
Sun, 27 Aug 2017 01:21:34 GMT

When it comes right down to it, there is only one question that matters in life. On the episode you'll learn how a rag-tag, under-dog football team learned this lesson and how to apply it to your life.

How to Gain Control of the Sales Process and Avoid Becoming a Puppet
Mon, 21 Aug 2017 01:21:34 GMT

In sales, its easy to become a puppet - you dance while your prospect pulls the strings. In this episode you will learn how to use engagement tests, take aways, and emotional dettachment to flip the script and gain control of the sales process.

Emotional Engagement Matters
Sun, 13 Aug 2017 01:21:34 GMT

When buyers are not engaged at the emotional level your deal will stall. This is why ultra-high performers are constantly focused on building emotional connections with stakeholders.

PART FIVE - Jeb Blount and Tom Hopkins - Professionalism in Sales
Sun, 06 Aug 2017 01:21:34 GMT

On this final installement, Jeb Blount and Tom Hopkins discuss the keys to becoming a Sales PROFESSIONAL.

PART FOUR - Jeb Blount and Tom Hopkins Discuss When Buyers Say No
Mon, 10 Jul 2017 01:21:34 GMT

For many salespeople, the fear of getting a no is real and holds them back. In part four of my interview with Tom Hopkins, we discuss what to do when buyers say no.

PART THREE - Jeb Blount and Tom Hopkins on the Power of Follow Up
Thu, 22 Jun 2017 01:21:34 GMT

In part three of my conversation with the legendary Tom Hopkins, we discuss the power of follow up and why you need to prospect so that you no longer need to prospect.

PART TWO - Jeb Blount and Tom Hopkins on Why You Should Never Give Up on Your Dreams
Sun, 18 Jun 2017 01:21:34 GMT

In part two of my interview with the legendary Tom Hopkins, we disucss the power of setting and writing down goals and, why you should never give up on your dreams.

PART ONE - Jeb Blount and Tom Hopkins on the Fear of Rejection
Sun, 11 Jun 2017 01:21:34 GMT

Jeb Blount and Tom Hopkins discuss leveraging the Yes Strategy for getting past the fear of rejection.

How to Avoid Wasting Time on Bad Deals
Sat, 03 Jun 2017 01:21:34 GMT

Walking away from a bad deal is one of the hardest things to do in sales. Each working day salespeople are surprised to find out, after investing blood, sweat, and tears, and of course promises to the boss, the account they have been working on will not close.

Making the Shift From Sales Rep to Sales Leader
Mon, 22 May 2017 01:21:34 GMT

As individual contributors top Sales Professionals have the luxury of only thinking about themselves. They can selfishly protect their own interests, act as lone wolves, and win at the expense of others. But as Sales Managers the words I and me no longer work.

You Cannot Build Relationships Inside a CRM
Wed, 17 May 2017 01:21:34 GMT

On this episode Jeb Blount and Brandon Bruce, COO of Cirrus Insight, discuss how to get the most out of the modern CRM.

Let's Play 21 Questions
Mon, 15 May 2017 01:21:34 GMT

Despite all of the bright, new, shiny apps and digital tools that promise to make sales easier, a failure to focus on and embrace the basics and fundamentals is a sure path to mediocrity and eventual failure.

Your CRM - Trashcan or Goldmine
Wed, 10 May 2017 01:21:34 GMT

Your CRM can either be your most valuable sales tool or your greatest waste of time. It depends on how you treat it and your mindset about it. In this episode Jeb Blount explores why salespeople choose not to leverage the CRM and why this is a big mistake.

How Those Other Guys Make You Better
Sun, 07 May 2017 01:21:34 GMT

It often feels like life would be better without competitors. But more often than not, our hated competitors make us better, stronger, faster, and more agile,

The Real Secret to Leveraging Social Media in Sales
Sat, 29 Apr 2017 01:21:34 GMT

In this episode Sales Gravy's Jeb Blount discusses the key to blending social media into your sales day to keep the pipe full and close more deals.

Bad Sales Habits Die Hard
Mon, 10 Apr 2017 01:21:34 GMT

Many salespeople become so comfortable with bad habits that they continue to repeat these behaviors even when faced with overwhelming evidence that a habit is causing them to fail.

Poetry and Probability - How Ultra-High Performers Bend the Odds in their Favor
Sat, 25 Mar 2017 01:21:34 GMT

Ultra-High Sales Performers are masters at levering sales specific emotional intelligence to bend win probability in their favor and gain a decisive competitive advantage.

The One Question Ultra-High Sales Performers NEVER Ask
Sun, 19 Mar 2017 01:21:34 GMT

You have done it. I have done it. And most of us will do it again. We ask this question without considering the consequnces-which almost always turn out badly. This is why, ultra-high performing sales professionals never ask this question.

Virtual Sales Kickoff 2017 - Un-Cut
Thu, 02 Mar 2017 01:21:34 GMT

The most pressing issues facing sales professionals and sales leaders are, Prospecting, Pipeline, & Productivity. In this exclusive re-broadcast of VSKO17, four of the world's most cutting edge thought leaders, shatter modern day sales productivity myths that are holding you back and give you their secrets for making 2017 (and beyond) your best year ever.

Eat the Frog - The Real Secret to Timing Prospecting Calls
Sat, 18 Feb 2017 01:21:34 GMT

On this episode I answer the number one question I get about prospecting and give you the secret to timing your telephone prospecting calls. Be sure to pick up my new book - Sales EQ - today.

Next Steps and Micro-Commitments
Sat, 11 Feb 2017 01:21:34 GMT

Stalled deals are the bane of the sales profession. The number one reason why deals stall is the failure to get to the next step. On this episode, Anthony Iannarino and I discuss the keys to getting micro-commitments and to the next step.

To Buy is Human
Tue, 31 Jan 2017 01:21:34 GMT

People buy on emotion and justify with logic. To reach ultra-high levels of performance, it is incumbent on salespeople to understand how emotion impacts buying decisions.

Influencing and Persuading With Stories
Sat, 21 Jan 2017 01:21:34 GMT

What is the most persuasive communication style in sales? How to you draw your prospects in and keep their attention during sales calls and presentations? I answer these questions and more on this episode when I speak with my Paul Smith, the author of Sell With a Story.

Sales Drive and Ultra-High Performance
Sat, 07 Jan 2017 01:21:34 GMT

On this episode I discuss how Sales Drive, and the components of Sales Drive - optimism, competitiveness, and need for achievement - separates ultra-high sales performers from average salespeople.

Accelerating Sales with LinkedIn
Wed, 21 Dec 2016 01:21:34 GMT

On this episode I discuss LinkedIn tips and techniques that will help you find better leads and close more deals with social selling expert, Kurt Shaver.

4 Keys to Engaging Prospects With Cold Email
Mon, 12 Dec 2016 01:21:34 GMT

On this episode I disucss cold email prospecting techniques with Kendra Lee, author of The Sales Magnet and one of the top experts on email prospecting.

Quick Tip 4 - Contentment is the Mother of Mediocrity
Sat, 15 Dec 2018 01:21:35 GMT

On this Sales Gravy Quick Tip you will learn why becoming content after achiving a goal can keep you from reaching your true potential.

Quick Tip 3 - The Five Levers of Effective Leaders
Sat, 08 Dec 2018 01:21:35 GMT

On this Sales Gravy Quick Tip Jeb Blount introduces you to the five levers of effective leaders. This is how you get People to Follow You!

Outselling the Holidays
Sun, 02 Dec 2018 01:21:35 GMT

The holiday season holds peril for sales professionals who let their guard down and discipline slip. In this episode Jeb Blount teaches you exactly what to do to outsell the holidays.

Quick Tip 2 - You Talk Too Much
Sat, 01 Dec 2018 01:21:35 GMT

Are you boring your prospects and customers because you are talking rather than listening?

Skipping Past the 4 Types of Sales Objections
Wed, 21 Nov 2018 01:21:35 GMT

On this episode Jeb Blount explores strategies and techniques for effectively skipping past the 4 types of sales objections.

Quick Tip: Leadership is Personal
Sat, 17 Nov 2018 01:21:35 GMT

On this Sales Gravy Quick Tip Jeb Blount explains why leaders must engage people at the human level.

Time Discipline
Sun, 11 Nov 2018 01:21:35 GMT

Discipline with time means giving up what you want NOW for what you want MOST. When you master time, you reduce stress, make your number, and improve your quality of life.

Ultra-High Performers are Fanatical Prospectors
Thu, 08 Nov 2018 01:21:35 GMT

The difference between average salespeople and UHPs is, more often than not, their mindset about prospecting and pipeline.

Why You Suck at Prospecting and What to Do About It
Sun, 04 Nov 2018 01:21:35 GMT

If you feel like you suck at prospecting or suffer from a thin pipeline, this new episode of the Sales Gravy podcast is for you! Jeb Blount tells the real truth about prospecting and gives you the tips, tactics, and techniques you need to keep your sales pipeline full.

The Long-Distance Leader
Tue, 17 Jul 2018 01:21:35 GMT

On this episode Jeb Blount and Kevin Eikenberry give you best practices and actionaable tactics for leading and managing remote employees.

Trust is the Currency of Sales
Sun, 15 Jul 2018 01:21:35 GMT

In sales, you are always on stage. Prospects are watch your every move to determine if you are trustworthy.

Red Herring Objections
Thu, 05 Jul 2018 01:21:35 GMT

Red Herrings derail sales calls and cause you to lose control when not handled effectively. On this episode Jeb Blount teaches you why you should avoid chasing red herring objections at all costs.

SPECIAL- The 4 Titans Talk About Objections
Sat, 16 Jun 2018 01:21:35 GMT

In this special episode, The 4 Titans - Anthony Iannarino, Mike Weinberg, Mark Hunter, and Jeb Blount - discuss Jebs new book Objections - The Ultimate Guide to Mastering the Art and Science of Getting Past NO

PART FIVE - Unlocking Yes - Sales Negotiation Strategies
Sat, 16 Jun 2018 01:21:35 GMT

In the final installment of Unlocking Yes, Jeb Blount and Patrick Tinney discuss negotiating culture, setting parameters, and getting prepared to negotiate.

PART FOUR - Unlocking Yes - Sales Negotiation Strategies
Sun, 10 Jun 2018 01:21:35 GMT

In part four of this impactful conversation on sales negotiation strategies and tactics, Jeb Blount and Patrick Tinney help you become an more effective negotiator.

PART THREE - Unlocking YES - Sales Negotiation Strategies
Sat, 02 Jun 2018 01:21:35 GMT

Jeb Blount and Patrick Tinney continue their conversation on Sales Negotiation and examine specific tactics that will make you a more effective negotiator.

PART TWO - Unlocking YES - Sales Negotiation Strategies
Sat, 02 Jun 2018 01:21:35 GMT

In Part Two of Unlocking Yes, Jeb Blount and Patrick Tinney dive deeper into strategies that will help you become a better and more effective negotiator.

PART ONE - Unlocking Yes - Sales Negotiation Strategies
Sat, 02 Jun 2018 01:21:35 GMT

Every sales professional must negotiate at some point in the sales process. This is Part One of a conversation with Patrick Tinney, a negotiation expert and author of Unlocking Yes.

Virtual Sales Kickoff 2018
Fri, 25 May 2018 01:21:35 GMT

On this episode you get the compete, uncut replay of Virtual Sales Kickoff 2018 with Jeb Blount, Anthony Iannarino, Mike Weinberg, and Mark Hunter, This year the Four Titans focus on Produtivity and how you manage your sales day.

Battle Objections
Sat, 05 May 2018 01:21:35 GMT

On this episode Jeb goes head to head with the great Jeffrey Gitomer on some of the toughest objections faced by sales professionals.

The Relentless Pursuit of Yes
Sat, 28 Apr 2018 01:21:35 GMT

Rejection points you in the right direction. It toughens you up and makes you stronger. It tells you when you are on to something big!

4 Questions You Must Answer Before Your Next Sales Meeting
Sun, 22 Apr 2018 01:21:35 GMT

Winging it in sales is stupid. For this reason you must always plan for each sales call. On this episode Jeb gives you the 4 pre-call questions you must answer before every call.

Sales-O-Nomics - The Science Behind Sales Rep ROI
Sun, 18 Feb 2018 01:21:35 GMT

On this episode Jeb Blount spends time with Chris Beall (CEO of ConnectAndSell) discussing the keys to getting real ROI from your sales organization. For more tips go to https://www.SalesGravy.com

How Stakeholder Mapping Can Help You Crush Your Competitors
Wed, 14 Feb 2018 01:21:35 GMT

Building relationships with the stakeholders who make and influence buying decisions in your deals is one of the keys to standing out and gaining a decided competitive advantage. For more sales tips visit https://www.SalesGravy.com

Psyched Up for Sales
Tue, 30 Jan 2018 01:21:35 GMT

In this episode Jeb Blount discusses how to get Psyched Up for sales with psyched up Dan McGinn. Get more tips at https://www.SalesGravy.com

Mastering the Sales Pipeline
Sat, 20 Jan 2018 01:21:34 GMT

In this episode Jeb Blount (Sales Gravy) and Izabella Bray (ClearSlide) discuss the keys to engaging prospects and accelerating piepline velocity with with powerful messaging.

A Powerful Technique for Getting Past Objections
Sun, 14 Jan 2018 01:21:34 GMT

On this episode you learn why the Social Proof Heuristic is a powerful way to minimize fear and how to leverage it to make it easy for your buyer to move forward. Get more sales tips at https://www.SalesGravy.com

Activating the Self Disclosure Loop
Tue, 09 Jan 2018 01:21:34 GMT

When prospects put up emotional walls and smoke screens that impede discovery, this technique can get them to open up and tell you everything. For more sales tips go to https://www.salesgravy.com

3 Keys to Your Best Year Ever
Mon, 01 Jan 2018 01:21:34 GMT

As you look ahead into the new year, your future is unwritten. At this pivot point you have the opportunity to shape your future. In this episode Jeb gives you tthe 3 keys to making this your best year ever. For more tips go to https://www.salesgravy.com

How to Build Your Pipeline With Referrals
Thu, 28 Dec 2017 01:21:34 GMT

Referrals are higher quality leads, easier to close, and shorten the sales cycle. And, most salespeople never ask for them. In this episode you learn the keys to building a high-yield pipeline with referrals. For more sales tips go to: https://www.salesgravy.com

Do Not Allow Losers and Haters to Keep You From Your Dreams
Sun, 26 Nov 2017 01:21:34 GMT

Whenever you have a dream or goal there will always be someone there to steal your joy or put up road blocks. It is crucial that you learn to use these haters as fuel and never allow them to get in your way. Get more free tips and advice at https://www.salesgravy.com

Selling to the Invisible Stranger
Wed, 15 Nov 2017 01:21:34 GMT

On this episode Jeb Blount and Chris Beall (CEO of ConnectAndSell) discuss the reasons why salespeople are afraid of the phone.

Shed Your Wishbone and Grow a Backbone
Mon, 30 Oct 2017 01:21:34 GMT

The reason salespeople fail to get what they want is they fail to ask. Instead of asking they beat around the bush and passively wait for their prospect to do the work for them. Asking is the most important discipline in sales and failing to ask means you fail. Get more tips at https://www.salesgravy.com

Pick Up the Damn Phone!
Tue, 24 Oct 2017 01:21:34 GMT

In one our most intense episodes ever, Jeb Blount and Alex Goldfayn discuss why salespeople who want to make more money must re-learn how to use the phone. Download the Sales Hack ebook at https://free.salesgravy.com/hacks

Crushing Q4
Sun, 15 Oct 2017 01:21:34 GMT

The fourth quarter is prime time for sales teams. Manage Q4 well and you'll make your number and more. Manage it poorly and you'll pay for your mistake well into the new year. Get more free sales tips at https://www.salesgravy.com

Trust is Built One Brick at a Time
Sun, 08 Oct 2017 01:21:34 GMT

For leaders, nothing is more important or critical than trust. If people do not trust you, they will not follow you. Get more free tips at https://www.salesgravy.com

Leading and Coaching Ultra-High Performing Sales Teams
Sun, 01 Oct 2017 01:21:34 GMT

On this episode learn the keys to leading and coaching ultra-high performance from respected sales thought leader, Alice Heiman. Get more free tips at https://www.SalesGravy.com/

The 3 Words You Should Never Use in Sales
Wed, 13 Sep 2017 01:21:34 GMT

If you are using these three words you need to stop. They add no value, trigger reflex buyer scripts, and stall your deals in the pipe. Get more free sales tips at https://www.salesgravy.com

Challenges and Roadblocks Facing Modern Sales Leaders
Tue, 05 Sep 2017 01:21:34 GMT

On this episode, Jeb discusses how and why modern sales management has changed with author and sales leadership guru, Ken Thoreson.

The Only Question that Really Matters in Life
Sun, 27 Aug 2017 01:21:34 GMT

When it comes right down to it, there is only one question that matters in life. On the episode you'll learn how a rag-tag, under-dog football team learned this lesson and how to apply it to your life.

How to Gain Control of the Sales Process and Avoid Becoming a Puppet
Mon, 21 Aug 2017 01:21:34 GMT

In sales, its easy to become a puppet - you dance while your prospect pulls the strings. In this episode you will learn how to use engagement tests, take aways, and emotional dettachment to flip the script and gain control of the sales process.

Emotional Engagement Matters
Sun, 13 Aug 2017 01:21:34 GMT

When buyers are not engaged at the emotional level your deal will stall. This is why ultra-high performers are constantly focused on building emotional connections with stakeholders.

PART FIVE - Jeb Blount and Tom Hopkins - Professionalism in Sales
Sun, 06 Aug 2017 01:21:34 GMT

On this final installement, Jeb Blount and Tom Hopkins discuss the keys to becoming a Sales PROFESSIONAL.

PART FOUR - Jeb Blount and Tom Hopkins Discuss When Buyers Say No
Mon, 10 Jul 2017 01:21:34 GMT

For many salespeople, the fear of getting a no is real and holds them back. In part four of my interview with Tom Hopkins, we discuss what to do when buyers say no.

PART THREE - Jeb Blount and Tom Hopkins on the Power of Follow Up
Thu, 22 Jun 2017 01:21:34 GMT

In part three of my conversation with the legendary Tom Hopkins, we discuss the power of follow up and why you need to prospect so that you no longer need to prospect.

PART TWO - Jeb Blount and Tom Hopkins on Why You Should Never Give Up on Your Dreams
Sun, 18 Jun 2017 01:21:34 GMT

In part two of my interview with the legendary Tom Hopkins, we disucss the power of setting and writing down goals and, why you should never give up on your dreams.

PART ONE - Jeb Blount and Tom Hopkins on the Fear of Rejection
Sun, 11 Jun 2017 01:21:34 GMT

Jeb Blount and Tom Hopkins discuss leveraging the Yes Strategy for getting past the fear of rejection.

How to Avoid Wasting Time on Bad Deals
Sat, 03 Jun 2017 01:21:34 GMT

Walking away from a bad deal is one of the hardest things to do in sales. Each working day salespeople are surprised to find out, after investing blood, sweat, and tears, and of course promises to the boss, the account they have been working on will not close.

Making the Shift From Sales Rep to Sales Leader
Mon, 22 May 2017 01:21:34 GMT

As individual contributors top Sales Professionals have the luxury of only thinking about themselves. They can selfishly protect their own interests, act as lone wolves, and win at the expense of others. But as Sales Managers the words I and me no longer work.

You Cannot Build Relationships Inside a CRM
Wed, 17 May 2017 01:21:34 GMT

On this episode Jeb Blount and Brandon Bruce, COO of Cirrus Insight, discuss how to get the most out of the modern CRM.

Let's Play 21 Questions
Mon, 15 May 2017 01:21:34 GMT

Despite all of the bright, new, shiny apps and digital tools that promise to make sales easier, a failure to focus on and embrace the basics and fundamentals is a sure path to mediocrity and eventual failure.

Your CRM - Trashcan or Goldmine
Wed, 10 May 2017 01:21:34 GMT

Your CRM can either be your most valuable sales tool or your greatest waste of time. It depends on how you treat it and your mindset about it. In this episode Jeb Blount explores why salespeople choose not to leverage the CRM and why this is a big mistake.

How Those Other Guys Make You Better
Sun, 07 May 2017 01:21:34 GMT

It often feels like life would be better without competitors. But more often than not, our hated competitors make us better, stronger, faster, and more agile,

The Real Secret to Leveraging Social Media in Sales
Sat, 29 Apr 2017 01:21:34 GMT

In this episode Sales Gravy's Jeb Blount discusses the key to blending social media into your sales day to keep the pipe full and close more deals.

Bad Sales Habits Die Hard
Mon, 10 Apr 2017 01:21:34 GMT

Many salespeople become so comfortable with bad habits that they continue to repeat these behaviors even when faced with overwhelming evidence that a habit is causing them to fail.

Poetry and Probability - How Ultra-High Performers Bend the Odds in their Favor
Sat, 25 Mar 2017 01:21:34 GMT

Ultra-High Sales Performers are masters at levering sales specific emotional intelligence to bend win probability in their favor and gain a decisive competitive advantage.

The One Question Ultra-High Sales Performers NEVER Ask
Sun, 19 Mar 2017 01:21:34 GMT

You have done it. I have done it. And most of us will do it again. We ask this question without considering the consequnces-which almost always turn out badly. This is why, ultra-high performing sales professionals never ask this question.

Virtual Sales Kickoff 2017 - Un-Cut
Thu, 02 Mar 2017 01:21:34 GMT

The most pressing issues facing sales professionals and sales leaders are, Prospecting, Pipeline, & Productivity. In this exclusive re-broadcast of VSKO17, four of the world's most cutting edge thought leaders, shatter modern day sales productivity myths that are holding you back and give you their secrets for making 2017 (and beyond) your best year ever.

Eat the Frog - The Real Secret to Timing Prospecting Calls
Sat, 18 Feb 2017 01:21:34 GMT

On this episode I answer the number one question I get about prospecting and give you the secret to timing your telephone prospecting calls. Be sure to pick up my new book - Sales EQ - today.

Next Steps and Micro-Commitments
Sat, 11 Feb 2017 01:21:34 GMT

Stalled deals are the bane of the sales profession. The number one reason why deals stall is the failure to get to the next step. On this episode, Anthony Iannarino and I discuss the keys to getting micro-commitments and to the next step.

To Buy is Human
Tue, 31 Jan 2017 01:21:34 GMT

People buy on emotion and justify with logic. To reach ultra-high levels of performance, it is incumbent on salespeople to understand how emotion impacts buying decisions.

Influencing and Persuading With Stories
Sat, 21 Jan 2017 01:21:34 GMT

What is the most persuasive communication style in sales? How to you draw your prospects in and keep their attention during sales calls and presentations? I answer these questions and more on this episode when I speak with my Paul Smith, the author of Sell With a Story.

Sales Drive and Ultra-High Performance
Sat, 07 Jan 2017 01:21:34 GMT

On this episode I discuss how Sales Drive, and the components of Sales Drive - optimism, competitiveness, and need for achievement - separates ultra-high sales performers from average salespeople.

Accelerating Sales with LinkedIn
Wed, 21 Dec 2016 01:21:34 GMT

On this episode I discuss LinkedIn tips and techniques that will help you find better leads and close more deals with social selling expert, Kurt Shaver.

4 Keys to Engaging Prospects With Cold Email
Mon, 12 Dec 2016 01:21:34 GMT

On this episode I disucss cold email prospecting techniques with Kendra Lee, author of The Sales Magnet and one of the top experts on email prospecting.