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Sales Gravy: Jeb BlountTop 5 Sales Improvement Tips From Q1 Podcast EpisodesGreat advice is everywhere, but most of it is fluff. In sales, you don’t need clichés—you need real strategies that help you win more deals.
We’ve pulled together five of the biggest game-changing sales tips from the Sales Gravy Podcast so far this year.
These are proven tactics from top sales pros who know what it takes to close deals, stay sharp, and dominate the competition.
If you want to crush your numbers, start here.
https://youtu.be/gmf7YzzlPkQ?feature=shared
The Grind Gets You Gold
You won’t become a sales expert overnight.
But you can prac...2025-03-2714 min
Sales Gravy: Jeb BlountHow to Sell to My Customer When They Need to Sell to Their Customer First (Ask Jeb)Zack in Defiance, Ohio, faces a unique challenge that might sound specific at first but is more common than you think: he can only close a deal if his customer closes a deal of their own first.
In other words, they must “sell” a project to their own clients before Zack’s solution can come into play. This scenario appears in industries like construction, engineering, software licensing, and more. The conversation with Zack revealed practical strategies you can use to overcome these hurdles and keep your own pipeline healthy.
Welcome to another Ask Jeb segment on the Sales Gravy Podcast! I’m Je...2025-02-0512 min
Sales Gravy: Jeb BlountNavigating The Future With AI & SalesOn this episode of the Sales Gravy podcast, Jeb Blount sits down with Victor Antonio, Sales Gravy University Instructor, to debate the future of human interaction in sales, emphasizing why personal connections remain pivotal in an increasingly automated world. You’ll listen to their engaging discussions and thought-provoking perspectives on the intersection of sales and artificial intelligence (AI).
Key Takeaways:
- AI and Buying Windows: The conversation highlights the potential of AI in identifying buying windows by analyzing customer behavior across multiple data sources, including websites and databases.
- List-Building Challenges: Despite advancements in sales techniques, Victor and Jeb agree tha...2024-08-151h 33Sales Gravy: Jeb BlountHow Customer Retention Drives Revenue Growth feat. Barry KleinOn this episode of the Sales Gravy Podcast, Jeb Blount, the author of People Love You: The Real Secret to Delivering a Legendary Customer Experience, sits down with Talroo's Vice President of Success and Enablement Barry Klein to discuss why a focus on customer retention is crucial for revenue growth.
Jeb and Barry explore and focus on the strategic importance of customer success, the value of human interaction, and the role of company culture in shaping customer experiences and relationships.
Customer Success as a Priority: Emphasizing the importance of customer success in maintaining and expanding business relationships.
Retention Over Acquisition...2024-03-2440 minSales Gravy: Jeb BlountHow Story Getters Sell More Featuring Ryan TaftOn this must-listen episode of the Sales Gravy Podcast, Jeb Blount sits down with Ryan Taft. Ryan is the author of the hit new sales book Story Getter.
Jeb and Ryan explore how buying is an emotional experience and sales pros that ask questions that get the story “why” behind the buyer’s “what” sell more. They dive into how curiosity and empathy are pivotal for transforming your sales approach.
Curiosity Is the Fuel of Story Getters
Top sales professionals understanding the human element. They have mastered the subtle art of connecting with people and leverage natural curiosity to get people to o...2024-01-2451 minSales Gravy: Jeb BlountSales Fitness: How Staying Physically Fit Helps You Sell MoreSales professionals are constantly seeking new strategies to enhance their performance and edge out the competition. Interestingly, one crucial aspect that often gets overlooked is physical sales fitness.
On this game changing episode of the Sales Gravy Podcast, Jeb Blount discusses how physical fitness impact sales success with online fitness coach Josh Hulsebosch.
Sales is a demanding profession that requires both mental and physical stamina. We need to be able to think on our feet, manage emotions, think creatively, and solve problems. This requires a tremendous amount of mental energy. Energy that is not there when you are in poor...2024-01-0141 minSales Gravy: Jeb BlountYou’re a New Sales Manager, Now What? Featuring Mike WeinbergOn this episode of the Sales Gravy Podcast, I dive into part two of my conversation with sales leadership expert Mike Weinberg on what new sales managers need to do to get off to a successful start. The information in this episode is so good that you'll want to listen twice and take good notes.
Navigating the Challenges of Being a New Sales Manager
The episode kicks off with an engaging story from Jeb Blount about his early days in sales leadership. Thrust into a managerial role at just 23 years old due to an unexpected incident, Jeb shares rapid rise...2023-12-0439 minSales Gravy: Jeb BlountJeb Blount Solves Mastermind Group Incredible’s Sales ChallengesMastermind Group Incredible Asks Jeb Blount Their Toughest Sales Questions
In this episode of the Sales Gravy Podcast, Mastermind Group Incredible asks Jeb Blount their real-life questions as he provides solutions to overcome their toughest sales challenges. Some of their questions include: standing out in a final round interview process, targeting and selling into larger accounts, losing to a competitor, and ways to contact hard-to-reach stakeholders on LinkedIn. Whether you're a solopreneur, small business owner, sales professional, you'll take away powerful strategies to advance your career, grow your business, or land your dream account.
Small companies lose customers because they...2023-08-251h 07Sales Gravy: Jeb BlountSales Mastermind Group Awesome Asks Jeb Blount AnythingOn this episode of the Sales Gravy podcast, Sales Mastermind Group "Awesome" asks Jeb Blount sales questions. If you've ever had a question you wanted to ask Jeb then you'll love this episode. It's free flowing, insightful, and informative.
There is so much to learn from this episode including:
- How to get more prospecting done in less time.
- Building targeted prospecting lists and leveraging social proof to get engagement.
- Keys to building better prospecting lists.
- How to be more confident with your messaging.
- How to be more consistent with Fanatical Prospecting Sequences.
The sales lessons...2023-07-141h 03Sales Gravy: Jeb BlountWhy Robots and Systems Can’t Replace Human ConnectionHuman Connection Is Irreplaceable
Dress appropriately for the situation and audience— it's the little things that close the sale.
Do research on who you're trying to sell to and a personalized follow-up email after a demo or meeting that adds value to the conversation. Video messages following a meeting are a unique way to stay in front of your prospect and show them you truly care about helping them solve their business challenges.
Use handwritten notes to show appreciation and make your communication more human. Taking the time to write a note to your prospect demonstrates your commitment to professionalism an...2023-06-2253 minSales Gravy: Jeb BlountAlexander Zakharin is a Fanatical ProspectorOn this fun episode of the Sales Gravy Podcast, Jeb Blount is joined by the incredible social media influencer and successful real estate agent, Alexander Zakharin. Jeb and Alexander discuss that when the going gets tough in the real estate market, the toughest real estate agents get fanatical about prospecting.
Alexander Zakharin's Inspiring Real Estate Journey
Alexander Zakharin is a New York City real estate guru and a force on TikTok. He emigrated from Russia to the United States in 2017 with a dream to live and work in the greatest city in the world.
When he had visited NYC a...2023-03-0752 minSales Gravy: Jeb BlountPrepare for the Economic StormEconomic 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...2022-10-2311 minSales Gravy: Jeb BlountSales Professionals Need to Prepare Now for the Economic StormEconomic 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...2022-10-1900 minSales Gravy: Jeb BlountSelling in Volatile TimesRecession. 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...2022-10-1356 minSales Gravy: Jeb BlountOn Doing Whatever It Takes Featuring Brandon BornancinAre 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...2022-06-2453 minSales Gravy: Jeb BlountHow to Sell More and Still Have Fun Over the HolidaysDuring 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...2021-12-091h 02Sales Gravy: Jeb BlountIt’s Not What You Sell, It’s How You Sell That MattersIt's How You Sell That Matters Most
On this episode of the Sales Gravy Podcast, Jeb Blount Jr. and Larry Levine, author of Selling From the Heart, discuss why how you sell is often more important than what you sell.
Larry and JBJ break down why sales professionals who demonstrate authenticity and empathy gain a clear competitive advantage and what it really means to sell from the heart.
Watch the Video2021-12-0157 minSales Gravy: Jeb BlountWhat to Do When Prospects Hang Up on Cold Calls | #AskJEBOn this #AskJeb, Jeb Blount takes a question from Becca who wants to know what to do when prospects hang up on cold calls.
Getting hung up on can be disconcerting, discouraging, and often feel like rejection. But, they don't have to be.
Jeb gives you tips and tactics for dealing effectively with prospects who hang up during cold calls.2021-10-0803 minSales Gravy: Jeb BlountPick Up the Phone and SellOn this episode of the Sales Gravy podcast, Jeb Blount, Jr makes his debut with discussion about leveraging the telephone with Alex Goldfayn who is author of the new book, Pick Up The Phone and Sell.
In this insightful conversation, JBJ and Alex make the case that you should pick up the phone and sell because picking up the phone proactively can help you quickly double your sales.
Listen above or watch the video below:
Take your first course for FREE on Sales Gravy University with coupon code FREECOURSE.2021-09-2949 minSales Gravy: Jeb BlountSales Management Techniques That Work in the Age of DataThis hard-hitting and thought provoking episode of the Sales Gravy Podcast features a deep conversation on the state of sales leadership.
Jeb Blount, author of People Follow You and Frank Cespedes, a Harvard Business school professor and author of the new book Sales Management That Works, discuss modern sales leadership challenges in a world that never stops changing.
With so much data coming at sales leaders these days, the failure to separate fact from hype, can create faulty assumptions leading to poor decisions.
Cespedes makes the point that leaders, at all levels, who embrace data while executing the tired and...2021-09-271h 03Sales Gravy: Jeb BlountHow Collecting Video Testimonials Helps You Close More SalesOn this episode of the Sales Gravy Podcast, Jeb Blount, author of Virtual Selling, discusses the power of collecting video testimonials from your customers with film maker and producer Bruce Himmelblau. You'll learn just how easy it can be to grab these short videos and leverage them to close more sales.2021-09-0847 minSales Gravy: Jeb BlountWhat’s the Best Time of Day and Week to Make Cold Calls? | #AskJebOn this #AskJeb, Jeb Blount takes a question from Jennifer who is looking for the best times of the day or week to make outbound cold calls. Jeb offers three of his best Fanatical Prospecting tips for timing prospecting calls. You may be surprised at his answer.
Listen above or watch the video below.
Pro Tip: Play this at your next weekly sales meeting.2021-08-1203 minSales Gravy: Jeb BlountWhy Modern Leaders Don’t Need to Have All of the AnswersOn this episode of the Sales Gravy Podcast, Jeb Blount who is the author of People Follow You, sits down with Wanda Wallace, author of You Can't Know it All.
In this power-packed conversation Wanda and Jeb discuss why exceptional leaders don't need to have all of the answers.
Instead, top leaders focus on making themselves obsolete through coaching and developing a team of experts who know how to get the job done.
There is so much truth about leadership to unpack in this episode that you'll likely want to listen to it again and again.
Check out Jeb's Zip...2021-08-021h 20Sales Gravy: Jeb BlountHow Do I Get People to Answer the Phone When Cold Calling? #AskJebBrett asks Jeb, "I made 40 prospecting calls and couldn't get anyone to pick up the phone. How to I get people to answer the telephone when I call?"
On this Ask Jeb episode, Fanatical Prospecting author Jeb Blount gives Brett three reasons why he is struggling to get people to answer his cold calls and what to do about it.
Listen above or watch the video below.
Pro Tip: Play this at your next weekly sales meeting.
Got a question you want to ask Jeb just text it to 1-706-397-4599 or CLICK HERE TO TEXT.2021-07-2803 minSales Gravy: Jeb BlountThe Art of Conducting Engaging Sales ConversationsIn sales, deals are often won or lost on how well you engage stakeholder's in sales conversations.
On this episode of the Sales Gravy Podcast, Jeb Blount sits down with AJ and Johnny, hosts of The Art of Charm podcast, discuss tips and techniques for building rapport and conducting engaging sales conversations that motivate stakeholders to do business with you and close the deal.
Discover over 1000 hours of sales training courses from the world top experts on Sales Gravy University2021-07-231h 06Sales Gravy: Jeb BlountIf Salespeople Did This One Thing They’d Close More Sales #AskJebIf more sales reps would do this one thing (hint: talk to people) their sales would instantly increase.
On this short, powerful episode of the Sales Gravy Podcast, Jeb Blount answers a fan question while dropping a major sales truth bomb!
Listen above or watch the video below.
Pro Tip: Play this at your next weekly sales meeting.
Got a question for Jeb just text it to 1-706-397-4599 or CLICK HERE TO TEXT.2021-07-2001 minSales Gravy: Jeb BlountHow to Ace It in Sales With Bernie WeissOn this episode of the Sales Gravy podcast Jeb Blount and Bernie Weiss explore how to Ace It in Sales with lessons learned from selling radio advertising on the streets of New York City and the Bronx.
They take on heavy metal selling, cold calling in New York City , how to sell more by becoming an expert in industry categories, why routines matter, and how a sales career makes you a better leader.
Bernie Weiss is the President of iHeart Media New York, a lifelong student of the sales profession, and the author of the new book called Ace It...2021-07-161h 14Sales Gravy: Jeb BlountScarcity and Abundance | Lessons Learned at OutBoundOn this episode of the Sales Gravy Podcast, Jeb Blount and Anthony Iannarino recap some of the many lessons and takeaways from the OutBound Conference. In particular, they dive into two mindsets - Scarcity and Abundance - and how these mindsets can either make you a winner or inhibit your long-term success.2021-06-2531 minSales Gravy: Jeb BlountWhy Emotional Intelligence Matters for Sales LeadersWhat does emotional intelligence have to do with sales leadership?
According to Colleen Stanley, who is the author of the hit new book Emotional Intelligence for Sales Leadership, a high EQ matters a lot. In fact, it is the real secret to building a high-performance sales team.
On this Sales Gravy podcast episode, Jeb Blount, the author of Sales EQ, and Colleen use stories of failure, successes, and personal experiences to illustrate why EQ is so important and how to apply it as a sales leader.
Download your FREE leaders guide to Sales Incentive Programs from Blueboard HERE2021-06-041h 08Sales Gravy: Jeb BlountChoice Based Closing SkillsOn this episode of the Sales Gravy Podcast, Jeb Blount and Michelle Rockwood teach you how to avoid coming across as pushy and desperate and instead compel people to lean into you by leveraging the choice based closing method. It's all about selling without selling.
Before you jump on your next virtual sales call, download our FREE Video Sales Call Checklist2021-05-2851 minSales Gravy: Jeb BlountEmpathy, Diversity, and Selling in a Post-Pandemic WorldOn this episode of the Sales Gravy Podcast, Jeb Blount and Cherilynn Castleman, author of What's in the C.A.R.D.S., discuss sales team diversity, why women are better at sales than men, the power of empathy, and key things you need to know about selling in a post-pandemic world. You'll love this conversation and you'll especially want to pay attention to Cherilynn's 4Fs!
Before you jump on your next virtual sales call, download our FREE Video Sales Call Checklist2021-05-2146 minSales Gravy: Jeb BlountMastering the Internal SaleOUCH! The internal sale was more challenging than closing the actual deal!
A brutal truth about B2B sales is that the internal sale (the sale after the sale) is often more challenging than the external sale (getting your prospect to sign the deal). Many sales professionals struggle with the internal sale because they don't understand how to get past those organizational hurdles.
On this powerful episode of the Sales Gravy Podcast, Jeb Blount and Victor Antonio take you step-by-step through the behavioral and mindset shifts you must make in order to master the internal sale. You'll learn immediate techniques...2021-05-0736 minSales Gravy: Jeb BlountSales FitnessIf 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 1-706-397-4...2021-05-0430 minSales Gravy: Jeb BlountSales Process Pivot Points | Jeb Blount & Diane Helbig | Part FourOn 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 Process2021-04-3022 minSales Gravy: Jeb BlountSales is a Process | Jeb Blount & Diane Helbig | Part ThreeOn 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 Empathy2021-04-2415 minSales Gravy: Jeb BlountIntentional Empathy | Jeb Blount & Diane Helbig | Part TwoOn 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 – Selling Without Selling
Listen to Part Three – Sales is a Process
Becoming Other-Focused
Jeb: The statistics and scientific data tell us that salespeople who are...2021-04-1609 minSales Gravy: Jeb BlountSucceed Without Selling | Diane Helbig & Jeb Blount | Part OneThis 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." Instead, when you focus on solving problems, that's when the real magic happens.
Listen to Part Two – Intentional Empathy
Listen to Part Three – Sales is a Process
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...2021-04-1310 minSales Gravy: Jeb BlountGod Uses Broken Things | How to Grow From AdversityOn 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.
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 fi...2021-04-0306 minSales Gravy: Jeb BlountHow to Balance Prospecting Activity with Account ManagementOn 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.
Balance Prospecting and Account Management
Maggie is a member of my insider group, and she asked me a pretty important question about how to balance prospecting and account management.
“I'm a top salesperson, and I want to stay on top. But one of the things about my job is that I have to manage and service my existing accounts, and I have to go out and look for new lo...2021-03-2908 minSales Gravy: Jeb BlountHow Jeb Blount Jr Learned to Love SalesOn 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 Here2021-03-1944 minSales Gravy: Jeb BlountWhen You Are Coachable People Will Invest in YouOn 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 TEX...2021-02-2121 minSales Gravy: Jeb Blount3 Sales Messaging Tactics for Closing Bigger DealsOn 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...2021-02-0538 minSales Gravy: Jeb BlountHow to Celebrate Success During the Pandemic and BeyondHow 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.
We want to hear from you. What are you doing this year to celebrate success, reward yourself, and stay motivated? Send Jeb a text message a...2021-01-3044 minSales Gravy: Jeb BlountNetworking Tips and Tactics for IntrovertsOn this episode of the Sales Gravy Podcast, Jeb Blount (Virtual Selling) and Matthew Pollard (The 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 your innate introvert superpowers to target prospects and influencers, engage in networking conversations, and turn ne...2021-01-0859 minSales Gravy: Jeb BlountHow to Create a Sales Accountability CultureOn 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.
Kristie: How I Developed My Passion for Creating a Sales Accountability Culture
I actually started in SaaS sales leadership back in 2000. As I progressed through my career, I started to work for some VC-backed companies, and I got that VC-backed startup bug. Accountability is so critical when you're dealing with people who...2020-12-291h 00Sales Gravy: Jeb BlountHow One Entrepreneur Leveraged Fanatical Prospecting to Build His BusinessOn this inspiring episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) talks to Brian Knox, owner and founder of B Knox Photography. This young entrepreneur leveraged Fanatical Prospecting to quickly ramp up his successful and fast-growing photography business that he started this year.
This conversation about sales and entrepreneurship is both educational and inspirational. Sales and the things that we do in sales matter, wherever we are in life. And we can all chase and achieve our dreams if we just make the decision to take action.
Listen all Sales Gravy Podcast episodes here.
Brian: Why I Started My B...2020-12-1837 minSales Gravy: Jeb BlountThe 2 Sales Follow Up SuperpowersSales 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...2020-10-0238 minSales Gravy: Jeb BlountThe Cumulative Impact of Small Actions Every Day | 5 Minute Selling – Part 4On 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...2020-09-1917 minSales Gravy: Jeb BlountBreak Your Fear of Rejection Into Doable Doses | 5 Minute Selling – Part 3On this episode of the Sales Gravy podcast, Jeb Blount’s (Virtual Selling) and Alex Goldfayn (5 Minute Selling) offer a simple strategy for overcoming your natural fear of rejection by breaking it into doable doses.
Jeb On Breaking the Fear of Rejection Into Doable Doses
Human beings fear rejection. We hate and avoid rejection at all costs. But, in Sales, your job is to go out and find rejection and bring it home.
However, when you break your fear of rejection into doable doses, it gets easier to handle because, over time, when you face a fear repeatedly, you gain obstac...2020-09-0414 minSales Gravy: Jeb BlountHow to Eliminate Cold Calling By Talking With People You Know | 5 Minute Selling – Part TwoOn this episode of the Sales Gravy podcast, Jeb Blount's (Virtual Selling) and Alex Goldfayn (5 Minute Selling) teach you how to eliminate cold calling by talking with people you already know.
Jeb: On Why Talking to People You Know Can Eliminate Cold Calling
“Welcome back to part two of my conversation with author Alex Goldfayn about 5 Minute Selling Skills. On this episode, we discuss one of the greatest sources of new pipeline opportunities.
It's the people that you already know. Talking with the people you know is an easy way to eliminate cold calling.”
Alex: On Planning Who You Will Call
"I...2020-08-2813 minSales Gravy: Jeb BlountText Messaging is Not A Substitute for Talking With People | Five Minute Selling – Part OneOn this Sales Gravy podcast episode Jeb Blount (Virtual Selling) and Alex Goldfayn (5 Minute Selling) discuss why text messaging is not a substitute for talking with people.
This is Part One in our series on 5 Minute Selling - how to get a massive amount of sales activity done, a few minutes at a time.
Just Texting It In
On this episode Jeb tells the story of a lazy sales rep who lost his business that because he began "texting it in" rather than interacting by phone.
"A year earlier, text became his primary channel. Where we used to talk, now...2020-08-2809 minSales Gravy: Jeb BlountChoose a Phone First Approach to Outbound Prospecting SequencesOn this Sales Gravy Podcast episode Jeb Blount (Virtual Selling) and Anthony Iannarino (Eat Their Lunch) get down and dirty about why salespeople need to adopt a phone first approach to outbound prospecting sequences.
Three Reasons Salespeople Default to Email for Outbound Prospecting
There is no tool in your sales arsenal that is more powerful than the phone. None. Yet sales professionals across the spectrum have abandoned the phone for spamming prospects with an endless stream of email.
Fear of the Phone
In many cases this destructive behavior has its origin in fear. These salespeople are afraid of rejection and...2020-08-1639 minSales Gravy: Jeb Blount“Yes – And” How to Increase Sales With ImprovMastering the "Yes - And" Sales Improv Framework
Ever been caught flatfooted when a buyer throws an unexpected objection at you? It turns out that improv can help you handle it and increase sales.
On this Sales Gravy Podcast episode, Jeb Blount (Virtual Selling) and Gina Trimarco engage in a fun discussion on how to increase sales with improv. You'll learn how developing the same skills comedians and actors use on stage, can help you in front of buyers during sales conversations.
Improv is the art of off-the-cuff, un-scripted comedy in which the actors respond to cues from each other r...2020-07-3147 minSales Gravy: Jeb BlountHow Starting a B2B Podcast Can Elevate Your Personal BrandStarting a B2B Podcast is a Smart Virtual Selling Strategy
On this episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) and James Carbary (Content-Based Networking) discuss how starting a B2B podcast can elevate your personal brand and build familiarity.
Familiarity Leads to Liking
In Sales, familiarity is powerful because familiarity leads to liking. When people are familiar with you, the more likely they'll be to engage on prospecting calls and feel comfortable with you on virtual sales calls.
Familiarity is virtual selling lubrication. It takes the friction out of virtual communication and makes everything easier. The...2020-07-241h 03Sales Gravy: Jeb BlountPart Five | Sleep and Sales Performance | Better Sales PresentationsOn part five of this Sales Gravy podcast series on sleep and sales performance, Jeb Blount (author of Sales EQ) and Jeff Kahn (CEO of Rise Science) discuss how sleep can help you deliver better sales presentations. You'll learn the same technique that Jeff uses to help athletes lock in practice, improve memory, and reach peak performance.
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Listen to Part Four of Sleep and Sales Performance2020-06-2607 minSales Gravy: Jeb BlountPart Four | Sleep and Sales Performance | The Two Laws of SleepOn part four of this Sales Gravy podcast series on sleep and sales performance, Jeb Blount (author of Sales EQ) and Jeff Kahn (CEO of Rise Science) discuss the two laws of sleep.
Jeb and Jeff explore:
Sleep Debt
Circadian Rhythm
Sleep Procrastination
Techniques for battling insomnia
More Episodes of Sleep and Sales Performance
Listen to Part One of Sleep and Sales Performance
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Listen to Part Three of Sleep and Sales Performance2020-06-2316 minSales Gravy: Jeb BlountPart Three | How Sleep Impacts Sales PerformanceIn part three of this Sales Gravy podcast series, Jeb Blount (author of Sales EQ) and Jeff Kahn (CEO of Rise Science) discuss the bad things that happen to you when you don't get enough sleep, and how sleep impacts sales performance.
Scientists have been studying sleep and health for over 100 years. They have proven that without enough sleep your health, motivation, passion, and cognitive abilities deteriorate. The good news is you can instantly feel and perform better by simply getting enough sleep.
Listen to Part One of Sleep and Sales Performance
Listen to Part Two of Sleep and Sales Pe...2020-06-1909 minSales Gravy: Jeb BlountPart Two | Sleep and Sales Performance | Emotional IntelligenceOn part two of this Sales Gravy podcast series on sleep and sales performance, Jeb Blount (author of Sales EQ) and Jeff Kahn (CEO of Rise Science) discuss the impact of sleep on emotional intelligence and positive mindset.
You will be surprised to learn that the lack of sleep makes it more difficult:
to control your emotions
perceive the emotions of others
effectively manage sales meetings
build relationships
Jeff says that walking into a sales meeting without enough sleep is the same as going in drunk.
You'll learn that the sleep you get tonight is the beginning of your performance...2020-06-1510 minSales Gravy: Jeb BlountPart One | Sleep & Sales PerformanceOn part one of this Sales Gravy podcast series on sleep and sales performance, Jeb Blount (author of Sales EQ) and Jeff Kahn (CEO of Rise Science) discuss how sleep impacts sales performance.
Listen to Part Two of Sleep and Sales Performance2020-05-2913 minSales Gravy: Jeb BlountGetting Ahead of the Coronavirus Recovery CurveOn this bonus Selling in a Crisis Daily Sales Briefing, Jeb Blount and and Jeffrey Gitomer discuss what you should be doing now to get ahead of the curve and read for recovery on the other side of the coronavirus shutdown.2020-04-2415 minSales Gravy: Jeb BlountWhy Salespeople Need to View Themselves as Self-Reliant EntrepreneursOn this episode of the Sales Gravy podcast, Jeb Blount discusses entrepreneurship, self-reliance and why sales professionals need to view themselves as entrepreneurs with Duct Tape Marketing's John Jantsch, the author of the new book, The Self-Reliant Entrepreneur.2020-04-2333 minSales Gravy: Jeb BlountPreparing For Recovery | Daily Sales Briefing #10On this Selling in a Crisis Daily Sales Briefing, Jeb Blount discusses what salespeople need to be doing now to prepare to accelerate once the recovery begins.2020-04-2209 minSales Gravy: Jeb BlountCoronavirus Talk #7 – On GratitudeOn this special, unscripted Coronavirus Talk, Jeb Blount discusses the powerful gift of gratitude and why you are not defined by what happens to you, but rather how you respond to adversity.
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
Listen to Coronavirus Talk #6 - On Mourning2020-04-1505 minSales Gravy: Jeb BlountHow to Manage Sales Task SaturationOn this Sales Gravy Podcast, Jeb Blount (Fanatical Prospecting) discusses the danger of task saturation for Sales Professionals with Will Frattini of ZoomInfo. Prioritization is a big issue for salespeople who want to be productive and on this episode you'll learn tips and tactics for organizing your sales day so that you can focus on selling.2020-04-1336 minSales Gravy: Jeb BlountCoronavirus Talk #6 – On MourningOn 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 Worry2020-04-0803 minSales Gravy: Jeb BlountWhat You Need to Do Now to Protect Your Job | Daily Sales Briefing #3On 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.2020-04-0621 minSales Gravy: Jeb BlountDeveloping a Mind for SalesOn 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.2020-03-3052 minSales Gravy: Jeb BlountCoronavirus Talk #4 – On ConfusionOn 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 Confusion2020-03-2403 minSales Gravy: Jeb BlountCoronavirus Talk #3 – On the Gift of TimeOn 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 Confusion2020-03-2203 minSales Gravy: Jeb BlountCoronavirus Talk #2 – On ExcusesOn 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 Confusion2020-03-1605 minSales Gravy: Jeb BlountCoronavirus Talk #1 – On ProspectingOn 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 Excuses2020-03-1507 minSales Gravy: Jeb BlountQuick Tip 13 | The Real Secret to Superstar SuccessOn 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.2020-03-1302 minSales Gravy: Jeb BlountWhy Salespeople Must Embrace Marketing NowOn 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.2020-03-0836 minSales Gravy: Jeb BlountListening is Where Effective Sales Negotiators Earn Their StripesGet 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. Th...2020-03-0108 minSales Gravy: Jeb BlountSkipping Past the Four Types of ObjectionsThe 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, a...2020-02-2356 minSales Gravy: Jeb BlountQuick Tip 11 | The Best Time to Close Your Next DealOn this Sales Gravy Quick Tip, Jeb Blount reveals a tried and true technique for closing your next sale.2020-02-2101 minSales Gravy: Jeb BlountPart Six: Introverts Can Sell | The Introvert’s Secret Super PowerOn the final episode of our podcast series on Why Introverts Can Sell, Jeb Blount (Inked) and Mathew Pollard (The Introvert’s Edge) discuss why emotional resilience is a requirement for introverts in sales. Then they reveal the introvert's super power and how this makes introverts better salespeople than extroverts.
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Listen to Part Five of Introverts Can Sell2020-02-1910 minSales Gravy: Jeb BlountPart Five: Introverts Can Sell | The Pursuit of HappinessOn part FIVE of our podcast series on Why Introverts Can Sell, Jeb Blount (Inked) and Mathew Pollard (The Introvert’s Edge) discuss the pursuit of happiness and why knowing what makes you happy is one of the keys to success for introverts in sales and life.
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Listen to Part Six of Introverts Can Sell2020-02-1711 minSales Gravy: Jeb BlountPART FOUR: INTROVERTS CAN SELL | LEVERAGING THE THIS OR THAT TECHNIQUEOn part FOUR of our podcast series on Why Introverts Can Sell, Jeb Blount (Inked) and Mathew Pollard (The Introvert’s Edge) discuss a powerful technique that introverts and extroverts may leverage, in emotionally charged situations, to make better, rational decisions.
Listen to Part One of Introverts Can Sell
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Listen to Part Six of Introverts Can Sell2020-02-0909 minSales Gravy: Jeb BlountPart Three: Introverts Can Sell | Defining the IntrovertOn part three of our podcast series on Why Introverts Can Sell, Jeb Blount (Inked) and Mathew Pollard (The Introvert's Edge) engage in a deep discussion about what introvert's are and are not. You'll probably be surprised at their conclusion.
Listen to Part One of Introverts Can Sell
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Listen to Part Six of Introverts Can Sell2020-02-0222 minSales Gravy: Jeb BlountPart Two: Introverts Can Sell | Energy RulesIn part two of Jeb Blount's (Inked) conversation with Mathew Pollard (The Introvert's Edge), the two authors discuss why it's so important that you understand your energy rules. For introverts to be successful in sales, it is critical that you take steps to protect your energy so that you can be the best version of you.
Listen to Part One of Introverts Can Sell
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Listen to Part Six of Introverts Can Sell2020-01-2600 minSales Gravy: Jeb BlountPart One: Introverts Can Sell | Developing a Sales SystemCan introverts sell? Jeb Blount author of Sales EQ, and Mathew Pollard author of The Introvert's Edge, break down the myths about introverts and selling. In part one of this series, you'll learn why successful introverts employ a consistent, repeatable sales system.
Listen to Part Two of Introverts Can Sell
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Listen to Part Six of Introverts Can Sell2020-01-2013 minSales Gravy: Jeb BlountSales Productivity and Time Management StrategiesOn this podcast, you get the uncut replay of Virtual Sales Kickoff with Jeb Blount, Anthony Iannarino, Mike Weinberg, and Mark Hunter. The Four Titans focus on productivity and time management strategies.2020-01-191h 17Sales Gravy: Jeb BlountHow to Become a Sales RainmakerThere are two types of sellers - Rain Barrels and Rain Makers. One waits for leads to show up, the other gets after it and makes it rain. On this podcast episode, Jeb Blount, Mark Hunter, Anthony Iannarino, and Mike Weinberg discuss what it takes to become a Rain Maker.2020-01-141h 09Sales Gravy: Jeb Blount5 LinkedIn Mistakes That Kill Your Sales and ReputationSalespeople make egregious mistakes on LinkedIn that kill both sales and reputations. On this podcast, Jeb Blount discusses those mistakes and how to avoid them with LinkedIn expert Brynne Tillman.2019-12-291h 03Sales Gravy: Jeb BlountPART SIX: Finding The CEO of the ProblemOn this podcast, Anthony Iannarino and Jeb Blount discuss why is critical to find the CEO of the problem.2019-12-2321 minSales Gravy: Jeb BlountPART FIVE: Discovery and Competitive DisplacementOn this podcast, Jeb Blount and Anthony Iannarino do a deep dive into discovery - the most important part of competitive displacement selling.2019-12-2320 minSales Gravy: Jeb BlountPART FOUR: Capture Mindshare In Competitive Sales SituationsOn this podcast, Jeb Blount and Anthony Iannarino discuss why it is so important to capture mindshare in competitive sales situations.2019-12-2318 minSales Gravy: Jeb BlountPART THREE: How to Create Value By Asking Great QuestionsOn this podcast, Jeb Blount and Anthony Iannarino discuss to get below the surface and create value by asking great questions in competitive differentiation situations.2019-12-2310 minSales Gravy: Jeb BlountPART TWO: The Art of Competitive DisplacementIn part two of The Art of Competitive Displacement, Jeb Blount and Anthony Iannarino discuss why YOU are the key to differentiation.2019-12-2306 minSales Gravy: Jeb BlountPART ONE: Eat Their LunchJeb Blount (Fanatical Prospecting) and Anthony Iannarino (Eat Their Lunch) discuss why getting in the door in the first place is the most crucial step to eat their lunch.2019-12-2311 minSales Gravy: Jeb BlountLeading Sales Teams in Hyper-GrowthOn this podcast Jeb Blount, author of People Follow You, and Will Frattini, Sales Leader at Zoominfo, discuss the challenges of leading sales teams in rapidly changing environments.2019-12-2339 minSales Gravy: Jeb Blount7 Rules of Sales NegotiationsIn this podcast, Jeb Blount gives you seven rules that will help you win for your team in sales negotiations.2019-12-2305 minSales Gravy: Jeb BlountPART SEVEN: Sales Differentiation – Personal Value DifferentiationOn this final podcast of our series on Sales Differentiation, Jeb Blount and Lee Salz discuss that to truly differentiate, you must be able to articulate the value that YOU bring to the table.2019-12-2306 minSales Gravy: Jeb BlountPART FIVE – Jeb Blount and Tom Hopkins – Professionalism in SalesOn this final installment, Jeb Blount and Tom Hopkins discuss the keys to becoming a Sales PROFESSIONAL.2019-12-0711 minSales Gravy: Jeb BlountJeb Blount and Tom Hopkins Discuss When Buyers Say NoFor many salespeople, the fear of getting a no is real and holds them back. In part four of Jeb Blount's interview with Tom Hopkins, they discuss sales objections and what to do when buyers say no.2019-12-0708 minSales Gravy: Jeb BlountJeb Blount and Tom Hopkins on the Power of Follow UpIn part three of Jeb Blount's conversation with the legendary Tom Hopkins, they discuss the power of follow up and why you need to prospect so that you no longer need to prospect.2019-12-0707 minSales Gravy: Jeb BlountJeb Blount and Tom Hopkins on Why You Should Never Give Up on Your DreamsIn part two of Jeb Blount's interview with the legendary Tom Hopkins, the two discuss the power of setting and writing down goals and, why you should never give up on your dreams.2019-12-0609 minSales Gravy: Jeb BlountJeb Blount and Tom Hopkins on the Fear of RejectionJeb Blount and Tom Hopkins discuss leveraging the Yes Strategy for getting past the fear of rejection.2019-12-0610 minSales Gravy: Jeb BlountHow to Engage Prospects Using Cold EmailOn this episode of the Sales Gravy podcast, Kendra Lee and Jeb Blount discuss cold email prospecting techniques. Kendra Lee is the author of The Sales Magnet and one of the top experts on email prospecting. Jeb Blount is the author of the mega-hit book Fanatical Prospecting.2019-11-2931 min