Sales Gravy: Jeb Blount

PART FOUR: INTROVERTS CAN SELL | LEVERAGING THE THIS OR THAT TECHNIQUE

09 Feb 2020

Contributed by Lukas

On part FOUR of our podcast series on Why Introverts Can Sell, Jeb Blount (Inked) and Mathew Pollard (The Introvert’s Edge) discuss a powerful techn...

PART FOUR: INTROVERTS CAN SELL | LEVERAGING THE THIS OR THAT TECHNIQUE

09 Feb 2020

Contributed by Lukas

On part FOUR of our podcast series on Why Introverts Can Sell, Jeb Blount (Inked) and Mathew Pollard (The Introvert’s Edge) discuss a powerful tech...

Part Three: Introverts Can Sell | Defining the Introvert

02 Feb 2020

Contributed by Lukas

On 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 discussi...

Part Three: Introverts Can Sell | Defining the Introvert

02 Feb 2020

Contributed by Lukas

On 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 d...

Part Two: Introverts Can Sell | Energy Rules

26 Jan 2020

Contributed by Lukas

In 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 un...

Part Two: Introverts Can Sell | Energy Rules

26 Jan 2020

Contributed by Lukas

In part two of Jeb Blount’s (Inked) conversation with Mathew Pollard (The Introvert’s Edge), the two authors discuss why it’s so im...

Part One: Introverts Can Sell | Developing a Sales System

20 Jan 2020

Contributed by Lukas

Can introverts sell?  Jeb Blount author of Sales EQ, and Mathew Pollard author of The Introvert's Edge, break down the myths about introverts and sel...

Part One: Introverts Can Sell | Developing a Sales System

20 Jan 2020

Contributed by Lukas

Can introverts sell?  Jeb Blount author of Sales EQ, and Mathew Pollard author of The Introvert’s Edge, break down the myths about introverts ...

Sales Productivity and Time Management Strategies

19 Jan 2020

Contributed by Lukas

On this podcast, you get the uncut replay of Virtual Sales Kickoff with Jeb Blount, Anthony Iannarino, Mike Weinberg, and Mark Hunter. The Four Titans...

How to Become a Sales Rainmaker

14 Jan 2020

Contributed by Lukas

There 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 podc...

3 Keys to Your Best Year Ever

31 Dec 2019

Contributed by Lukas

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 podcast, Jeb...

5 LinkedIn Mistakes That Kill Your Sales and Reputation

29 Dec 2019

Contributed by Lukas

Salespeople make egregious mistakes on LinkedIn that kill both sales and reputations. On this podcast, Jeb Blount discusses those mistakes and how to ...

PART SIX: Finding The CEO of the Problem

23 Dec 2019

Contributed by Lukas

On this podcast, Anthony Iannarino and Jeb Blount discuss why is critical to find the CEO of the problem.  

PART FIVE: Discovery and Competitive Displacement

23 Dec 2019

Contributed by Lukas

On this podcast, Jeb Blount and Anthony Iannarino do a deep dive into discovery - the most important part of competitive displacement selling. ...

PART FOUR: Capture Mindshare In Competitive Sales Situations

23 Dec 2019

Contributed by Lukas

On this podcast, Jeb Blount and Anthony Iannarino discuss why it is so important to capture mindshare in competitive sales situations.  

PART THREE: How to Create Value By Asking Great Questions

23 Dec 2019

Contributed by Lukas

On this podcast, Jeb Blount and Anthony Iannarino discuss to get below the surface and create value by asking great questions in competitive different...

PART TWO: The Art of Competitive Displacement

23 Dec 2019

Contributed by Lukas

In part two of The Art of Competitive Displacement, Jeb Blount and Anthony Iannarino discuss why YOU are the key to differentiation.  

PART ONE: Eat Their Lunch

23 Dec 2019

Contributed by Lukas

Jeb Blount (Fanatical Prospecting) and Anthony Iannarino (Eat Their Lunch) discuss why getting in the door in the first place is the most crucial step...

3 Choices With Time

23 Dec 2019

Contributed by Lukas

Each moment of the day there are three choices you make about how to invest your time. You can do trivial things, important activities, or make an imp...

Quick Tip 10: Seven Keys to Effective Listening

23 Dec 2019

Contributed by Lukas

For human to human relationships, no skill is more important than listening. On this Sales Gravy Quick Tip, you'll learn seven keys to effective liste...

Leading Sales Teams in Hyper-Growth

23 Dec 2019

Contributed by Lukas

On this podcast Jeb Blount, author of People Follow You, and Will Frattini, Sales Leader at Zoominfo, discuss the challenges of leading sales teams in...

7 Rules of Sales Negotiations

23 Dec 2019

Contributed by Lukas

In this podcast, Jeb Blount gives you seven rules that will help you win for your team in sales negotiations.  

Quick Tip 9: The Easiest and Fastest Way To Connect With Someone

23 Dec 2019

Contributed by Lukas

On this Sales Gravy Quick Tip, you learn why the easiest and fastest way to connect with someone is to smile.  

PART SEVEN: Sales Differentiation – Personal Value Differentiation

23 Dec 2019

Contributed by Lukas

On this final podcast of our series on Sales Differentiation, Jeb Blount and Lee Salz discuss that to truly differentiate, you must be able to articul...

PART SIX: Sales Differentiation – When They Ask for References

23 Dec 2019

Contributed by Lukas

In part six of the Sales Differentiation series, Jeb Blount and Lee Salz teach you exactly what to do when your prospect asks for references.  ...

PART FIVE: Sales Differentiation – Prospecting Strategies

23 Dec 2019

Contributed by Lukas

On this podcast, Jeb Blount and Lee Salz discuss tips and tactics for standing out and grabbing the attention of hard-to-reach prospects.  

PART FOUR: Sales Differentiation – Positioning Questions

23 Dec 2019

Contributed by Lukas

In part four of this multi-episode series on how differentiation can give you the winning edge in sales, Jeb Blount, author of Objections, and Lee Sal...

PART THREE: Sales Differentiation – How Stories Set You Apart

23 Dec 2019

Contributed by Lukas

In part three of this multi-episode series on how differentiation can give you the winning edge in sales, Jeb Blount, author of Objections, and Lee Sa...

PART TWO: Sales Differentiation – How to Stand Out and Win

23 Dec 2019

Contributed by Lukas

In part two of this multi-episode series on how differentiation can give you the winning edge in sales, Jeb Blount, author of Objections, and Lee Salz...

PART ONE: Sales Differentiation – The Winning Edge

23 Dec 2019

Contributed by Lukas

In this multi-episode series Jeb Blount, author of Objections, and Lee Salz, author of Sales Differentiation discuss tips, techniques, and mindsets th...

Discovery and the Art of the Close

23 Dec 2019

Contributed by Lukas

On this podcast, Jeb Blount and MixMax CRO - Don Erwin - discuss Discovery and why this crucial part of the sales process is the real key to closing t...

Leaders are Always on Stage

23 Dec 2019

Contributed by Lukas

Leaders must never forget that every action they take and word they speak is being analyzed by their people for meaning.  

The Sales Rut

23 Dec 2019

Contributed by Lukas

On this podcast, Jeb Blount shares the real secret to emerging from a sales rut.  

Quick Tip 8: Be Bold, Lean Into Fear, Think Big!

23 Dec 2019

Contributed by Lukas

On this Sales Gravy Quick Tip, Jeb Blount teaches that it takes just as much energy to think small as it does to think BIG.  

Relationship Prospecting and The Power of Human Connection

23 Dec 2019

Contributed by Lukas

On this podcast, Jeb Blount (Fanatical Prospecting) and Kody Bateman (The Human Connection) discuss why intentional focus on connecting human-to-human...

Quick Tip 7: Why Optimism is Fuel For Winners

23 Dec 2019

Contributed by Lukas

On this Sales Gravy Quick Tip, Jeb Blount explains why optimism is fuel for winners. You will love this story!  

Quick Tip 6: Never Let Anyone Out Hustle You

23 Dec 2019

Contributed by Lukas

There will always be people who are smarter than you, stronger than you, more talented than you, and more advantaged than you. But no one should ever ...

The Foundation of Exceptional Leadership is Humility

23 Dec 2019

Contributed by Lukas

We live in a society that thrives on the 24 hour news cycle where there always seems to be an endless stream of stories about leaders gone bad. In the...

In Sales, Attitude is Everything

23 Dec 2019

Contributed by Lukas

Sales is a grind filled with ups and downs. In this grind it is easy to allow your attitude to turn sour. But doing so can sink your sales day and put...

4 Principles of Effective Sales Conversations

23 Dec 2019

Contributed by Lukas

On this podcast, Jeb Blount gives you a four part framework for sales conversations that keeps you in control, builds deep emotional connections with ...

Quick Tip 4: Contentment is the Mother of Mediocrity

23 Dec 2019

Contributed by Lukas

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

Quick Tip 3: The Five Levers of Effective Leaders

23 Dec 2019

Contributed by Lukas

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

23 Dec 2019

Contributed by Lukas

The holiday season holds peril for sales professionals who let their guard down and discipline slip. In this podcast, Jeb Blount teaches you exactly w...

Quick Tip 5: Life is Too Short to Spend it Doing Something You Hate

23 Dec 2019

Contributed by Lukas

On this Sales Gravy Quick Tip, Jeb Blount gives you the real secret to living a long, healthy, and happy life.  

Quick Tip 2: You Talk Too Much

19 Dec 2019

Contributed by Lukas

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

Skipping Past the 4 Types of Sales Objections

19 Dec 2019

Contributed by Lukas

The Four Types of Sales Objections Jeb Blount explores strategies and techniques for effectively skipping past the 4 types of sales objections. On t...

Quick Tip: Leadership is Personal

19 Dec 2019

Contributed by Lukas

On this Sales Gravy Quick Tip, Jeb Blount explains why leadership is personal, and why leaders must engage their people at the human level.  

When You Master Time, You Master Your Success

19 Dec 2019

Contributed by Lukas

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 ...

Ultra-High Performers Are Fanatical Prospectors

19 Dec 2019

Contributed by Lukas

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

19 Dec 2019

Contributed by Lukas

In this podcast, Jeb Blount tells the real truth about why you suck at prospecting and gives you the tips, tactics, and techniques you need to keep yo...

The Long-Distance Leader

19 Dec 2019

Contributed by Lukas

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

Trust is the Currency of Sales

19 Dec 2019

Contributed by Lukas

In sales, you are always on stage. Prospects watch your every move to determine if you are trustworthy. Here's why trust is the currency of sales. ...

Red Herring Objections

19 Dec 2019

Contributed by Lukas

Red Herrings derail sales calls and cause you to lose control when not handled effectively. On this podcast, Jeb Blount teaches you why you should avo...

Unlocking Yes: Becoming A More Effective Sales Negotiator

19 Dec 2019

Contributed by Lukas

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

Unlocking Yes: Sales Negotiation Techniques and Tactics

19 Dec 2019

Contributed by Lukas

Jeb Blount and Patrick Tinney continue their conversation on sales negotiation and examine specific sales negotiation techniques and tactics.  ...

Unlocking Yes: Sales Negotiation Strategies

19 Dec 2019

Contributed by Lukas

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

Unlocking Yes: The Essential Skills of Sales Negotiation

19 Dec 2019

Contributed by Lukas

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

Battle Objections

19 Dec 2019

Contributed by Lukas

On this podcast, 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

19 Dec 2019

Contributed by Lukas

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

19 Dec 2019

Contributed by Lukas

Winging it in sales is stupid. For this reason you must always plan for each sales call. On this podcast, Jeb gives you the 4 pre-call questions you m...

Sales-O-Nomics: The Science Behind Sales Rep ROI

19 Dec 2019

Contributed by Lukas

On this podcast, Jeb Blount and Chris Beall (CEO of ConnectAndSell) discuss the keys to getting real ROI from your sales organization.  

How Stakeholder Mapping Helps Crush Your Competitors

18 Dec 2019

Contributed by Lukas

Building relationships with stakeholders who make and influence buying decisions in your deals is key to gaining a competitive advantage.  

Psyched Up for Sales

18 Dec 2019

Contributed by Lukas

In this podcast, Jeb Blount discusses how to get Psyched Up for sales with psyched up Dan McGinn.  

How To Accelerate Sales Pipeline Velocity

18 Dec 2019

Contributed by Lukas

Jeb Blount and Izabella Bray (ClearSlide) discuss how to engage prospects and accelerate sales pipeline velocity with powerful messaging.  

Social Proof: A Powerful Technique for Getting Past Objections

18 Dec 2019

Contributed by Lukas

The Social Proof Heuristic is a powerful way to minimize fear. On this podcast, you'll learn how to leverage it to make it easy for your buyer to move...

Activating the Self Disclosure Loop

18 Dec 2019

Contributed by Lukas

When prospects put up emotional walls and smoke screens that impede discovery, this technique can get them to open up and tell you everything. ...

How to Build Your Pipeline With Referrals

18 Dec 2019

Contributed by Lukas

Referrals are higher quality leads, easier to close, and shorten the sales cycle. And, most salespeople never ask for them. In this podcast with Joann...

Do Not Allow Losers and Haters to Keep You From Your Dreams

18 Dec 2019

Contributed by Lukas

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 thes...

Selling to the Invisible Stranger

18 Dec 2019

Contributed by Lukas

On this podcast, Jeb Blount and Chris Beall (CEO of ConnectAndSell) discuss why salespeople are afraid of the phone and how to sell to the invisible s...

Shed Your Wishbone and Grow a Backbone

18 Dec 2019

Contributed by Lukas

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 prospe...

Pick Up the Damn Phone

17 Dec 2019

Contributed by Lukas

In one of our most intense podcast episodes ever, Jeb Blount and Alex Goldfayn discuss why salespeople who want to make more money must re-learn how t...

Crushing Your Quota in Q4

17 Dec 2019

Contributed by Lukas

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 mistak...

In Leadership Trust is Built One Brick at a Time

17 Dec 2019

Contributed by Lukas

For leaders, nothing is more important or critical than trust. If people do not trust you, they will not follow you.

Leading and Coaching Ultra-High Performing Sales Teams

17 Dec 2019

Contributed by Lukas

On this podcast episode learn the keys to leading and coaching ultra-high performance from respected sales thought leaders, Jeb Blount and Alice Heima...

The 3 Words You Should Never Use in Sales

17 Dec 2019

Contributed by Lukas

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.

Challenges and Roadblocks of Modern Sales Management

17 Dec 2019

Contributed by Lukas

On this podcast episode, Jeb Blount and sales leadership guru, Ken Thoreson, discuss how and why modern sales management has changed and where sales l...

The Only Question that Really Matters

17 Dec 2019

Contributed by Lukas

When it comes right down to it, there is only one question that matters in life. On this podcast episode Jeb Blount tells the story of  how a rag-tag...

How to Gain Control of the Sales Process and Avoid Becoming a Puppet

09 Dec 2019

Contributed by Lukas

In sales, its easy to become the buyer's little puppet - they pull the strings and you dance. On this podcast episode you will learn how to use engage...

Emotional Engagement Matters

09 Dec 2019

Contributed by Lukas

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

PART FIVE – Jeb Blount and Tom Hopkins – Professionalism in Sales

06 Dec 2019

Contributed by Lukas

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

Jeb Blount and Tom Hopkins Discuss When Buyers Say No

06 Dec 2019

Contributed by Lukas

For 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 sale...

Jeb Blount and Tom Hopkins on the Power of Follow Up

06 Dec 2019

Contributed by Lukas

In 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 yo...

Jeb Blount and Tom Hopkins on Why You Should Never Give Up on Your Dreams

06 Dec 2019

Contributed by Lukas

In 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 ...

Jeb Blount and Tom Hopkins on the Fear of Rejection

06 Dec 2019

Contributed by Lukas

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

06 Dec 2019

Contributed by Lukas

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 ...

Making the Shift From Sales Rep to Sales Leader

06 Dec 2019

Contributed by Lukas

As individual contributors top Sales Professionals have the luxury of only thinking about themselves. They can selfishly protect their own interests, ...

How To Get The Most Out Of The Modern CRM

05 Dec 2019

Contributed by Lukas

On this podcast 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

05 Dec 2019

Contributed by Lukas

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 funda...

Is Your CRM a Trashcan or a Goldmine

05 Dec 2019

Contributed by Lukas

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. On this...

Competitors Make You Better, Faster, and Stronger

05 Dec 2019

Contributed by Lukas

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

The Real Secret to Leveraging Social Media in Sales

05 Dec 2019

Contributed by Lukas

On this podcast 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 ...

Bad Sales Habits Die Hard

05 Dec 2019

Contributed by Lukas

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

How Ultra-High Performers Bend the Odds in their Favor

05 Dec 2019

Contributed by Lukas

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

The One Question Ultra-High Performers Never Ask

04 Dec 2019

Contributed by Lukas

You have done it. I have done it. And most of us will do it again. We ask this question without considering the consequences - which almost always tur...

Virtual Sales Kickoff 17: Prospecting, Pipeline, and Productivity

04 Dec 2019

Contributed by Lukas

The most pressing issues facing sales professionals and sales leaders are, Prospecting, Pipeline, and Productivity. In this exclusive re-broadcast of ...

Fanatical Prospecting – Eat the Frog

04 Dec 2019

Contributed by Lukas

On this podcast episode Jeb Blount answers the number one question we get about prospecting and gives you the secret to timing your telephone prospect...

The Value of Getting Next Steps and Micro-Commitments

04 Dec 2019

Contributed by Lukas

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 podcast epis...

To Buy is Human

04 Dec 2019

Contributed by Lukas

People buy on emotion and justify with logic. In fact, human emotions have a massive impact on buying behavior. On this podcast episode, Jeb Blount di...

How to Sell With A Story

29 Nov 2019

Contributed by Lukas

What is the most persuasive communication style in sales? How to you draw your prospects in and keep their attention during sales calls and presentati...

How to Engage Prospects Using Cold Email

29 Nov 2019

Contributed by Lukas

On 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...