Sales Gravy: Jeb Blount

Most sales organizations and sales enablement teams are actively seeking ways to ramp salespeople up fast on new sales technology. Likewise, many sales leaders and executives have experienced the frustration of investing in Sales Tech only to see it go unused by their sellers. If you've been there, you know that it's a huge waste of money when sales teams fail to adopt sales tools. On this episode of the Sales Gravy Podcast, Jeb Blount, Sr (Author of Fanatical Prospecting) and Sean Adams (Head of Sales for iorad), discuss how to ramp salespeople up fast on new sales technology and the keys to teaching salespeople how leverage sales technology to become more productive. At Sales Gravy we are constantly adding free sales training resources to our growing library of downloads. Check them out here: https://salesgravy.com/resources/

 “God, when I cross the truth, give me the awareness to receive it the consciousness to recognize it the presence to personalize it the patience to preserve it and the courage to live it.” ― Matthew McConaughey, Greenlights The number one reason for failure in sales is an empty pipeline. The number one reason for an empty pipeline is the failure to prospect every day, every day, every day. This is the truth. A brutal, universal, and undeniable truth. But, of course, the truth, as the saying goes, is like poetry and everyone effing hates poetry. A few weeks back, my 24-year-old son was delivering a telephone prospecting workshop to a group of sales development reps (SDRs) who were all about his age. Early in the training, one of the reps pointed out that my mega-bestselling book Fanatical Prospecting, “Was written a while back.” And asked, “Is it even relevant anymore?” The young, always eager for the next bright, shiny thing and ready to chunk any ideas perceived to be “old.” That’s always been true fr

During 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 Anthony Iannarino (Eat Their Lunch), they break down exactly how to deal with these end of year roadblocks and truly outsell the holidays. You'll learn how to sell more and still have fun over the holidays! You get specific tips, tactics, and techniques for compelling buyers to act, prospecting, time management, and keeping your pipeline full so you start the new year strong. Jeb and Anthony will also teach you how to:

This is another episode of #AskJeb where Jeb answers a question, from Justin, a sales leader based in Dallas. Justin asked: "What's the best predictive indicator of a person becoming a sales champion." Sales Champions Are Optimists This is a question that sales leaders all across the globe grapple with because they all want to hire sales champions and build sales champions. The answer is relatively simple, and it's based on studies that have come from numerous places. It comes down to optimism. Salespeople who have a higher degree of optimism tend to become champions, and for good reason. Salespeople face a lot of defeat, a lot of rejection, and so many things can go wrong in sales that salespeople who wallow in that defeat have a tendency to crash and burn pretty quickly. Sales Champs Forget Failure Fast However, the salespeople who forget rejection fast or forget failure fast and see the next yes, the next opportunity around the corner— those are the salespeople who are more likely to be mo

It'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 Video   

On 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. Listen above or watch the video below. Pro Tip: Play this at your next weekly sales meeting.

On 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.

This 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 true fundamentals of sales management are better positioned to accelerate sales productivity and capture marketshare. Listen to more episodes of the Sales Gravy Podcast

On 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.

On 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.

On 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 Line trip that was arranged by Blueboard:

Brett 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.

On this powerful 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. Got a question for Jeb or comment about this episode? Text it to 1-706-397-4599 or CLICK HERE TO TEXT.

If 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.

On 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!. This was one of our favorite interviews this season because Bernie is a top level executives who truly understands the value of the sales profession.

Each year, on July 4th, I reflect on the blessing to have been born in a country where anything is possible and anyone, no matter economic background, heritage, culture, race, sexual preference, or religion has the opportunity to succeed. This is the reason why so many people around the world dream of coming here. Is America a perfect place? Of course not! We are a country wedded in paradox. We fight bitterly amongst ourselves but quickly come together when there are threats or tragedy at home and abroad. We are materialistic, yet generous when others need help. Even though we celebrate a level playing field of one person one vote, we allow special interests on all sides to dilute the power of those votes. There is racism, prejudice, poverty, and exclusion. Though each person has equal opportunity to succeed, we don’t all start at the same place with the same resources. Though we celebrate those who pull themselves up by their own bootstraps we willingly provide hand-outs to others who claim that they

On 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.

What 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 HERE

On 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 Checklist

On 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 Checklist