Jeb Blount's Sales Gravy Podcast
How to Gain Control of the Sales Process and Avoid Becoming a PuppetMon, 21 Aug 2017 22:09:38 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 MattersSun, 13 Aug 2017 22:09:38 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 SalesSun, 06 Aug 2017 22:09:38 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 NoMon, 10 Jul 2017 22:09:38 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 UpThu, 22 Jun 2017 22:09:38 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 DreamsSun, 18 Jun 2017 22:09:38 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 RejectionSun, 11 Jun 2017 22:09:38 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 DealsSat, 03 Jun 2017 22:09:38 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 LeaderMon, 22 May 2017 22:09:38 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 CRMWed, 17 May 2017 22:09:38 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 QuestionsMon, 15 May 2017 22:09:38 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 GoldmineWed, 10 May 2017 22:09:38 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 BetterSun, 07 May 2017 22:09:37 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 SalesSat, 29 Apr 2017 22:09:37 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 HardMon, 10 Apr 2017 22:09:37 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 FavorSat, 25 Mar 2017 22:09:37 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 AskSun, 19 Mar 2017 22:09:37 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-CutThu, 02 Mar 2017 22:09:37 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 CallsSat, 18 Feb 2017 22:09:37 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-CommitmentsSat, 11 Feb 2017 22:09:37 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 HumanTue, 31 Jan 2017 22:09:37 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 StoriesSat, 21 Jan 2017 22:09:37 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 PerformanceSat, 07 Jan 2017 22:09:37 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.
The 3 Questions that Matter Most in 2017Sun, 01 Jan 2017 22:09:37 GMT
Happy New Year! With the slate wiped clean and the future unwritten, there are only three questions that matter. How you answer them will determine where you stand next year at the cusp of 2018.
Accelerating Sales with LinkedInWed, 21 Dec 2016 22:09:37 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 EmailMon, 12 Dec 2016 22:09:37 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.
Jeb Blount advises many of the world's leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer experience, strategic account management, sales, and developing high-performing sales teams. He speaks to and delivers training to high-performing sales teams across the globe. He was recently listed among the world's 50 Most Influential Sales and Marketing Leaders and named one of the World's Top 30 Social Selling Influencers. Jeb is the author of six books including People Follow YOU: The Real Secret to What Matters Most in Leadership.