Sales Gravy: Jeb Blount

On this episode of the Sales Gravy podcast, Jeb Blount engages Denim CRO, Will Yarbrough, in a fascinating discussion on how to sell more and grow faster by linking the customer journey through a One Funnel Strategy. Sales and marketing strategies come and go, but one approach has been gaining traction for its simplicity and effectiveness: The One Funnel Mindset. This powerful concept challenges the traditional notion that more is better, instead focusing on perfecting a single, highly optimized sales funnel. At its core, the one funnel mindset is about streamlining your sales process. Instead of creating multiple funnels for different products or customer segments, you concentrate on building and refining one comprehensive funnel that guides potential customers from initial awareness to final purchase. Key Takeaways: - Unified Revenue Goals: Aligning marketing and sales under a single One Funnel Customer Journey and revenue goal eliminates internal competition and focuses on overall business growth. - Avoi

On this important episode of the Sales Gravy Podcast, Jeb Blount, Jr (a.k.a JBJ) discusses personal finance for sales professionals with Ben Lex, a former B2B sales superstar turned financial advisor. Ben shares game-changing insights tailored specifically for sales professionals. The Financial Fitness Mindset In sales, we're all about closing deals, hitting targets, and making more money. But what happens after you receive that hefty commission check? Too often, sales professionals fall into the trap of spending impulsively, only to face financial stress later. This is exactly why you need to adopt a financial fitness mindset which means making deliberate, strategic decisions about your money, just as you do with your sales strategy. Delayed Gratification: Your Secret Weapon One of the most powerful tools in your financial arsenal is the ability to delay gratification. True financial stability comes from resisting the urge to splurge on every big commission check. Instead, consider setting aside a portion o

On this episode of the Sales Gravy podcast, Jeb Blount sits down with sales coach Cheryl Parks to discuss why modern sales professionals need to shift from traditional selling to a more consultative and insightful approach that leverages business acumen, industry knowledge, and the right questions. You'll learn the keys to differentiating yourself and gaining a competitive advantage by becoming a trusted advisor. Key takeaways include: Business Acumen is Crucial: Sales professionals need to deepen their understanding of how businesses operate to effectively meet the needs of their clients. Building Trust: Trust is foundational in sales, emphasized through understanding customer needs and proving reliable over transactions. The Importance of Asking the Right Questions: Effective questioning is vital to uncover the real needs and challenges of customers, which guides them towards the right solutions. Authenticity in Sales: Authenticity isn't just a trait but a necessity in building long-term customer r

On this episode of the Sales Gravy Podcast, master sales trainer Gina Trimarco sits down with Neil Rogers, author of "Bar Tips" and a veteran in sales and marketing. Their conversation provides invaluable insights into how experiences from seemingly unrelated fields, like bartending, can significantly impact your sales performance. Neil Rogers, with his diverse background spanning from bartending to high-level sales roles across various industries, brings a unique perspective to the table. His journey began in the bustling bars of Boston, where he honed skills that would later prove instrumental in his sales career. His recent book, "Bar Tips," encapsulates these experiences, offering readers a blend of entertaining anecdotes and practical sales advice derived from his time behind the bar. The Bartending Foundation of Sales Success Neil's journey began in the lively bars of Boston, where he learned more than just mixing drinks. He mastered the art of quick connection, a skill essential to both bartending and

On 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: Highlighting the significance of retaining existing customers as a more sustainable and profitable strategy compared to acquiring new ones, especially in challenging economic times. Human Interaction: Despite advancements in technology, the conversation underscores the irreplaceable value of human touch in customer relationships. Proactive Engagement: T

On this fascinating episode of the Sales Gravy podcast, master sales trainer Jessica Stokes spends time with Steven Farber of Take Flight Learning discussing why it is important for salespeople and leaders to understand and adapt to different personality styles. You'll learn the significance of how understanding personality styles will elevate your sales skills, help you build deeper relationships, and improve your closing ratio. Key Takeaways: Importance of Personality Tests in Sales: Jessica expresses her enthusiasm for personality tests and their application in sales, emphasizing how understanding one's own personality and adapting to others' can enhance sales interactions and relationships. Bird Personality Types: The conversation delves into the bird personality types, a concept used by Take Flight Learning to categorize different personality styles. These include the eagle (confident, direct, results-driven), the parrot (social, talkative, enthusiastic), the dove (peaceful, harmonious, methodical),

On this episode of the Sales Gravy Podcast, Jeb Blount sits down with KaTom CEO Patricia Bible to discuss what it takes to lead and sustain a hyper-growth company. Reflecting on her journey with KaTom, Patricia shared insights into the exponential growth of this hyper-growth organization. "It's been a whirlwind of achievements, challenges, and invaluable lessons," she remarked. The Essence of Courage and Wisdom Patricia's philosophy revolves around the courage to face adversity and the wisdom to learn from every experience. She fondly recalled a quote by Winston Churchill that resonates with her: "Success is not final, failure is not fatal: It is the courage to continue that counts." This mantra has guided her through the highs and lows, enabling her to lead KaTom with resilience and foresight. Overcoming Adversity with Grace The conversation took a deeply personal turn as Patricia recounted the challenges she faced following the unexpected loss of her husband and co-founder of KaTom. "It was a pivotal moment

On this episode of the Sales Gravy podcast Jeb Blount and Carole Mahoney, author of the hit new book Buyer First, underscore the importance of putting buyers first and aligning with the buyer's journey. They dive into the power of empathy, the art of listening, and innovative ways of selling that prioritize the buyer's needs and experiences to increase closing ratios. Human Centric, Buyer First Selling In the whirlwind of today's sales scene, there's a fresh, more human approach taking center stage. It's all about walking in step with the buyer's journey, tuning into empathy, mastering the art of listening, and flipping the script on traditional selling to truly put the buyer's needs first. Navigating The Buyer's Journey Picture the buyer's journey not as a straight shot from point A to B, but more like a winding road, complete with twists, turns, and the occasional backtrack. It's a ride through awareness, consideration, and finally, decision. For sales folks looking to really connect, it's about getting th

On 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 open up and share their stories. Curiosity is the unsung hero in the sales process. It's about getting below the surface. This isn't about interrogating; it's about engaging in a conversation that uncovers deeper needs and desires. When a salesperson is genuinely curious, they ask questions that go beyond the standard script. It's about understanding the customer's journey, their challenges, and what they truly valu

In the latest episode of the Sales Gravy podcast, we had the privilege of diving deep into the world of prospecting and sales with Kristin Andree from the Andree Group. Hosted by Sales Gravy Master Trainer Jessica Stokes, this episode offers a treasure trove of strategies, tips, and personal anecdotes that are essential for anyone looking for innovative ways to scale their sales career or business. This episode is a blend of practical advice, innovative techniques, and motivational insights that can transform your approach to sales and client relationships. So, tune in, take notes, and embark on your journey to sales excellence. The Bedrock of Sales Success: Truly Understanding Your Audience Let's take a deeper dive into this enlightening conversation between Jessica and Kristin on Innovative Prospecting for Scaling Your Business and Sales Career. This episode is not just a discussion; it's a masterclass in understanding, engaging, and growing in the complex world of sales. Kristin Andre begins by unravelin

Sales 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 physical shape. How Physical Fitness Can Drive Sales Success The podcast kicks off by addressing the undeniable impact of physical appearance in the sales industry. It underscores that first impressions are vital and that a fit appearance can project a positive image of discipline, dedication, and energy. Salespeople who maintain a healthy and fit physique can significantly i

On this episode of the Sales Gravy Podcast, LinkedIn Guru Brynne Tillman shares her best tips and secrets for how to Sell More with LinkedIn. This episode is a goldmine for sales professionals seeking to harness the power of digital tools in their sales strategies. Brynne Tillman’s approach to digital sales is both innovative and practical. Her ability to simplify complex concepts and relate them to everyday sales scenarios makes her advice incredibly valuable. Revolutionizing Sales with AI and Technology Brynne emphasized how AI and technological advancements are reshaping the sales landscape. She discussed how these tools can help salespeople understand and predict customer behavior, automate routine tasks, and personalize their sales approaches. For instance, she mentioned the use of AI in analyzing customer interaction data to identify potential leads and opportunities. Practical Tips for LinkedIn and Digital Sales Success A highlight of the episode was Brynne’s take on social selling. She stressed the i

On 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 to responsibility highlights the often-unpredictable path to sales leadership and the importance of adaptability and quick learning in such roles. A key highlight of Jeb’s story is the impact of mentorship on his career. He credits Mary Gardner, the Area Vice President of his group, for fundamentally shaping his approach to sales leadership. Mary’s emphasis on coaching and her advice on being observant and patient offers timeless wisdom for new sales managers.

On this episode of the Sales Gravy Podcast, I sit down with Mike Weinberg for Part One of our conversation on the state of the Sales Profession, sales leadership, and getting started as a new sales manager. This conversation was a special treat because Mike is such an important and trusted voice within the sales profession and it is rare that Mike and I can find the time to get together. Embracing the Fundamentals: Getting Started as a New Sales Manager in a Rapidly Changing World As we work to sell more in the face of constant change, the wisdom of industry veterans like Mike Weinberg stands out as a beacon, guiding us through the evolving landscape of customer relationships, technology, sales strategies, and sales leadership. His insights, derived from decades of experience, provide a roadmap for both aspiring and seasoned sales manager in navigating the complex and often misunderstood profession of sales. Understanding the Core of Sales The art of selling, despite technological advancements and evolving m

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. You'll learn why a focused and intentional account management strategy is essential for net revenue retention and account expansion. Why Account Management Matters In sales, closing deals and prospecting often steal the spotlight from account management and customer retention. Yet, account retention and expansion are essential for sustainable business growth. Account management is vital because retaining an existing customer is often more cost-effective than acquiring a new one. As such, focusing on account management can significantly impact a company's bottom line. Best Practices in Account Management One of the most critical aspects of effective account management is maintaining regular communication with clients. This doesn't mean only reaching out when it's time to renew a contract. Regular check-ins, updates on new offerings

In the competitive world of sales, adopting the right mindset is crucial for success. On this episode of the Sales Gravy podcast, Jeb Blount spends time with Dre Baldwin, a former professional basketball player in the NBA turned business guru to discuss why sales professionals who adopt a pro athlete mindset have greater success. Journey from the Court to the Boardroom Dre's journey from the basketball court to the boardroom offers invaluable lessons for sales professionals. His story is a testament to perseverance and adaptability. Transitioning from scoring points in the NBA to scoring wins in business, Dre has demonstrated how the principles of sports excellence can be effectively applied to sales. His philosophy revolves around four pillars: discipline, confidence, mental toughness, and personal initiative. The Four Pillars of Success 1. Discipline: The Foundation of Success At the core of Dre's philosophy is discipline. In sales, as in sports, consistent effort and a structured approach are non-negotiab

This 90-Day Negativity Fast Will Change Your Life On this episode of the Sales Gravy Podcast, Anthony Iannarino discusses the importance of avoiding negativity and engaging in positive thinking. He suggests leaving phones behind to have meaningful conversations, consuming positive content, and practicing forgiveness to let go of anger and resentment. The goal is to focus on personal mental health and maintain a positive mindset, while acknowledging that some negative reactions are necessary in certain situations. 10 Strategies For Eliminating Negativity In today's fast-paced and often negative world, it's important to actively work on cultivating a positive mindset. By adopting certain habits and perspectives, we can navigate through life's challenges with grace and find more joy and fulfillment along the way. Here are 10 powerful strategies to help you foster a positive mindset: Disconnect to Connect Leave your phone behind during conversations to fully engage with others and avoid distractions. This allows

The Best Sales Leaders Share These 4 Traits On this episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams talks with Learnit CEO Damon Lembi about maintaining authenticity and integrity as a sales leader. They discuss the importance of doing the right thing, the four key traits for successful leadership (humility, curiosity, integrity, and courage), the significance of continuous learning and sharing knowledge with the team, and why organizations should invest in training and support for their leaders. Damon's book, "The Learn It All Leader," focuses on leadership in times of rapid change. It provides his unique perspective on leadership, gained through his experiences in the corporate learning world. Leading with integrity and making ethical choices, even in sales, starts with making a commitment to always doing the right thing. There are four key traits for successful leadership: humility, curiosity, integrity, and courage. Each of these traits are specifically impor

Silence Isn't Awkward— It's A Powerful Tool On this episode of the Sales Gravy Podcast, Keith Lubner, Sales Gravy Executive VP, and Jessica Stokes, Sales Gravy Master Sales Trainer, discuss strategies that leverage discomfort on sales calls to drive engaging conversations and achieve better outcomes. By intentionally using silence, sales professionals can prompt prospects to actively engage and lean into the conversation. Preparation is key, and when executed correctly, this technique can inspire meaningful connections and foster a deeper understanding of customer needs. The goal is to strike a balance and avoid excessive discomfort, while still capturing attention and prompting thoughtful responses from your prospect. This approach can be effective in both in-person and phone sales meetings, as long as the sales professional is both intentional and well-prepared. Leveraging discomfort can drive engaging sales conversations, lead to more successful sales interactions, and yield better outcomes. Introd

Burnout Is 100% Preventable In the world of sales, it's easy to lose sight of how our mental and physical health are connected. We're so focused on hitting our targets that we often ignore the signs of burnout until it's too late. Unfortunately, neglecting this balance can really take a toll on our overall well-being. On this episode of the Sales Gravy Podcast, Jeb Blount and Jahmie Hilecher, founder of The Move Wellness, discuss the importance of prioritizing health and wellness to support productivity and success. They emphasize the significance of making conscious choices about food and nutrition, as well as the impact of deep breathing on reducing stress and improving mental clarity. They also highlight the connections between physical and mental well-being and provide practical tips for incorporating healthy habits into daily routines. Prioritizing health and wellness is crucial for supporting productivity and success. Our well-being directly affects our ability to perform at our best and achieve o