Sales Gravy: Jeb Blount

Sales Gravy: Jeb Blount

Blending Text Messaging Into Your Account Management Process

Oct 16 • 7 min

The Fine Art of Blending Text Messaging Into Your Account Management Process I love blending text messaging into my account management process. As a communication tool, it’s fast, efficient, less formal than email, and allows for arm’s-length,…

The 2 Sales Follow Up Superpowers

Oct 2 • 38 min

Sales 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…

The Cumulative Impact of Small Actions Every Day | 5 Minute Selling – Part 4

Sep 18 • 17 min

On 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…

Break Your Fear of Rejection Into Doable Doses | 5 Minute Selling – Part 3

Sep 4 • 14 min

On 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…

How to Eliminate Cold Calling By Talking With People You Know | 5 Minute Selling – Part Two

Aug 28 • 13 min

On 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…

Text Messaging is Not A Substitute for Talking With People | Five Minute Selling – Part One

Aug 27 • 9 min

On 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…

Choose a Phone First Approach to Outbound Prospecting Sequences

Aug 16 • 39 min

On 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…

“Yes – And” How to Increase Sales With Improv

Jul 30 • 47 min

Mastering 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…

How Starting a B2B Podcast Can Elevate Your Personal Brand

Jul 23 • 63 min

Starting 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…

Coronavirus Talk #8: On New Possibilities

Jul 19 • 6 min

Open yourself up to new opportunities It’s difficult to see new possibilities during this crisis. It seems like we’ve been in this pandemic for years rather than months. Secretly, most of us have been living with the hope that the coronavirus pandemic…

4 Reasons Salespeople Should Conduct Initial Meetings on Video Sales Calls

Jul 9 • 5 min

Shifting Initial Sales Meetings From Face to Face to Video Calls One of the most effective points in the sales process to leverage video sales calls and virtual selling skills is the initial meeting. The initial meeting is first step in the sales process.…

Part Five | Sleep and Sales Performance | Better Sales Presentations [Podcast]

Jun 25 • 7 min

On 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…

Part Four | Sleep and Sales Performance | The Two Laws of Sleep [Podcast]

Jun 22 • 16 min

On 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…

Part Three | Sleep & Sales Performance | Bad Things Happen Without Sleep [Podcast]

Jun 19 • 9 min

On part three 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 bad things that happen to you when you don’t get enough sleep. Scientists have been studying…

Part Two | Sleep and Sales Performance | Emotional Intelligence [Podcast]

Jun 15 • 10 min

On 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…

Part One | Sleep & Sales Performance

May 29 • 13 min

On 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 Performance

Why Emotional Discipline Matters | Daily Sales Briefing #11 [Podcast]

Apr 28 • 12 min

In every sales conversation, the person who exerts the greatest emotional control has the highest probability of gaining the outcome they desire.

Jeffrey Gitomer & Jeb Blount on Getting Ahead of the Coronavirus Recovery Curve [Podcast]

Apr 24 • 15 min

On 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.

Why Salespeople Need to View Themselves as Self-Reliant Entrepreneurs [Podcast]

Apr 23 • 33 min

On 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…

Preparing For Recovery | Daily Sales Briefing #10

Apr 22 • 9 min

On 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.

Protect Your Turf | Daily Sales Briefing #9 [Podcast]

Apr 21 • 9 min

In an economic crisis, retaining customers is job number one. You need to do whatever it takes to keep competitors at bay and work with your customers to ensure that they remain your customers. You will need them when the crisis is over.

Protect Your Time | Daily Sales Briefing #8

Apr 16 • 7 min

In this crisis, when working and selling from home, it is easy for small distractions to have big consequences on your sales day. To be at your best and be productive, you must take steps now to protect the golden hours, block your time, and set a daily…

Coronavirus Talk #7 – On Gratitude [Podcast]

Apr 15 • 5 min

On 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…

How to Manage Sales Task Saturation [Podcast]

Apr 13 • 36 min

On 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…

Clean Out Your Sales Closet | Daily Sales Briefing #7 [Podcast]

Apr 11 • 5 min

The Coronavirus Crisis has left many sales professionals with extra time on their hands. If you are one of them, don’t waste it. Now is the time to get your CRM in order and clean up your database. Don’t waste this precious time, you will not get it back…

Sales Professionals Will Save the Economy | Daily Sales Briefing #6 [Podcast]

Apr 9 • 11 min

In the worst economic meltdown since the great depression, we need sales professionals on the front lines because you are the new superheroes of the economy.

Coronavirus Talk #6 – On Mourning

Apr 8 • 3 min

On 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…

If You Can Look Up, You Can Get Up | Daily Sales Briefing #5

Apr 8 • 10 min

In this crisis, it is ok to get down. That makes you human. It’s just not ok to stay down.

In a Crisis, Boring Works | Daily Sales Briefing #4 [Podcast]

Apr 7 • 8 min

In a crisis like this it is easy to move away from the basics that matter most in sales in the search of bright shiny things. The basics are boring but, in a crisis, boring works.

What You Need to Do Now to Protect Your Job | Daily Sales Briefing #3 [Podcast]

Apr 6 • 21 min

On 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.

Coronavirus Talk #5 – On Fear and Worry [Podcast]

Apr 3 • 3 min

On Coronavirus Talk #5, I’m not going to presume to tell you that the fear of losing your health, job, house, income, or retirement account is unfounded because it is not. This is not an empty message telling you that if you just manage your attitude…

Take Back Control of Your Sales Day | Selling in a Crisis Daily Briefing #2 [Podcast]

Apr 2 • 6 min

In this crisis, time is your greatest asset. Yet you cannot control time, you can only control YOU. On this selling in a crisis daily briefing you’ll learn why protecting the Golden Hours is so important.

Yes, People are Still Picking Up the Phone | Selling in a Crisis Daily Briefing #1 [Podcast]

Apr 2 • 7 min

It seems counter-intuitive that people are still picking up the phone during the coronavirus shutdown but, they still are. This is a great time to reach out to your prospects and customers and make a positive impression.

Developing a Mind for Sales [Podcast]

Mar 30 • 52 min

On 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…

Coronavirus Talk #4 – On Confusion [Podcast]

Mar 24 • 3 min

On 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…

Coronavirus Talk #3 – On the Gift of Time [Podcast]

Mar 21 • 3 min

On 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…

Coronavirus Talk #2 – On Excuses [Podcast]

Mar 16 • 5 min

On 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…

Coronavirus Talk #1 – On Prospecting [Podcast]

Mar 15 • 7 min

On 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…

Quick Tip 13 | The Real Secret to Superstar Success [Podcast]

Mar 12 • 2 min

On 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.

Why Salespeople Must Embrace Marketing Now [Podcast]

Mar 8 • 36 min

On 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…

Quick Tip 12 | Open More Opportunities With Balanced Sales Prospecting

Mar 4 • 1 min

Many so-called “sales experts” are quick to tell you that they have the one path to prospecting salvation or the top secret for making sales prospecting easy. Run away from these charlatans as fast as you can! There is no one way and there is no secret.…

Listening is Where Effective Sales Negotiators Earn Their Stripes [Podcast]

Mar 1 • 8 min

Get 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…

The Problem With Projecting [Podcast]

Feb 26 • 3 min

Projecting, which is all too common for salespeople, will cost you dearly at the sales negotiation table. A few years back, my wife and I bought our dream home. It was on a stretch of farmland—exactly what we’d always wanted. We both knew in our hearts…

Skipping Past the Four Types of Objections [Podcast]

Feb 23 • 56 min

The 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…

Quick Tip 11 | The Best Time to Close Your Next Deal [Podcast]

Feb 21 • 1 min

On this Sales Gravy Quick Tip Jeb Blount reveals a tried and true technique for closing your next sale.

Part Six: Introverts Can Sell | The Introvert’s Secret Super Power [Podcast]

Feb 19 • 10 min

On 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…

Part Five: Introverts Can Sell | The Pursuit of Happiness [Podcast]

Feb 17 • 11 min

On 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…

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

Feb 9 • 9 min

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 technique that introverts and extroverts may leverage, in emotionally charged situations, to make better,…

Part Three: Introverts Can Sell | Defining the Introvert [Podcast]

Feb 2 • 22 min

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 discussion about what introvert’s are and are not. You’ll probably be surprised at their conclusion. Listen to…

Part Two: Introverts Can Sell | Energy Rules [Podcast]

Jan 26

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 understand your energy rules. For introverts to be successful in sales, it is critical that you take steps…

Part One: Introverts Can Sell | Developing a Sales System [Podcast]

Jan 20 • 13 min

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 selling. In part one of this series, you’ll learn why successful introverts employ a consistent, repeatable…

Sales Productivity and Time Management Strategies [Podcast]

Jan 19 • 77 min

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 focus on productivity and time management strategies.

Rain Makers vs Rain Barrels [Podcast]

Jan 14 • 69 min

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 podcast episode, Jeb Blount, Mark Hunter, Anthony Iannarino, and Mike Weinberg discuss what it takes to…

3 Keys to Your Best Year Ever [Podcast]

Dec 31, 2019 • 6 min

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 gives you the 3 keys to making this your best year ever.

5 LinkedIn Mistakes That Kill Your Sales and Reputation [Podcast]

Dec 29, 2019 • 63 min

Salespeople 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.

PART SIX: Competitive Differentiation [Podcast]

Dec 23, 2019 • 21 min

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

PART FIVE: Competitive Differentiation [Podcast]

Dec 23, 2019 • 20 min

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

PART FOUR: Competitive Differentiation [Podcast]

Dec 23, 2019 • 18 min

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

PART THREE: Competitive Differentiation [Podcast]

Dec 23, 2019 • 10 min

On this podcast, Jeb Blount and Anthony Iannarino discuss how great questions help you get below the surface and create value in competitive differentiation situations.

PART TWO: The Art of Competitive Displacement [Podcast]

Dec 23, 2019 • 6 min

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

PART ONE: The Art of Competitive Displacement [Podcast]

Dec 23, 2019 • 11 min

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 of eating their lunch.

Make This Your Independence Day [Podcast]

Dec 23, 2019 • 5 min

True freedom is accepting and believing that you and you alone must be responsible for your life. This is how you take back control. This is how you reach your dreams.

3 Choices With Time [Podcast]

Dec 23, 2019 • 5 min

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 impact.

Quick Tip 10: 7 Keys to Effective Listening [Podcast]

Dec 23, 2019 • 2 min

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 listening.

Leading Sales Teams in Hyper-Growth and Rapidly Changing Environments [Podcast]

Dec 23, 2019 • 39 min

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 rapidly changing environments.

7 Rules of Sales Negotiation [Podcast]

Dec 23, 2019 • 5 min

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

Quick Tip 9: Smile [Podcast]

Dec 23, 2019 • 4 min

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

PART SEVEN: Sales Differentiation – Personal Value Differentiation [Podcast]

Dec 23, 2019 • 6 min

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 articulate the value that YOU bring to the table.

PART SIX: Sales Differentiation – When They Ask for References [Podcast]

Dec 23, 2019 • 9 min

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 [Podcast]

Dec 23, 2019 • 9 min

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 [Podcast]

Dec 23, 2019 • 7 min

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 Salz, author of Sales Differentiation, discuss the power of discovery and how to use positioning questions…

PART THREE: Sales Differentiation – How Stories Set You Apart [Podcast]

Dec 23, 2019 • 8 min

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 Salz, author of Sales Differentiation, discuss how stories evoke emotions and set you apart from your…

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

Dec 23, 2019 • 10 min

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, author of Sales Differentiation, discuss some of the biggest mistakes salespeople make.

PART ONE: Sales Differentiation – How to Stand Out and Win [Podcast]

Dec 23, 2019 • 8 min

In this multi-episode series Jeb Blount, author of Objections, and Lee Salz, author of Sales Differentiation discuss tips, techniques, and mindsets that set you apart from your competition and give you the winning edge.

Discovery and the Art of the Close [Podcast]

Dec 23, 2019 • 32 min

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 the sale.

Leaders are Always on Stage [Podcast]

Dec 23, 2019 • 4 min

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

The Sales Rut [Podcast]

Dec 23, 2019 • 5 min

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! [Podcast]

Dec 23, 2019 • 6 min

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 [Podcast]

Dec 23, 2019 • 48 min

On this podcast, Jeb Blount (Fanatical Prospecting) and Kody Bateman (The Human Connection) discuss why intentional focus on connecting human-to-human is essential for success in both prospecting and sales.

Quick Tip 7: A Pony In There Somewhere [Podcast]

Dec 23, 2019 • 4 min

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 [Podcast]

Dec 23, 2019 • 3 min

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 be able to out hustle you.

The Foundation of Exceptional Leadership is Humility [Podcast]

Dec 23, 2019 • 5 min

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 midst of this barrage, it is easy to lose faith that leaders can actually do good and serve others and…

In Sales, Attitude is Everything [Podcast]

Dec 23, 2019 • 1 min

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 your career in jeopardy. On this podcast, Jeb Blount gives you three tips for maintaining a strong and…

4 Principles of Effective Sales Conversations [Podcast]

Dec 23, 2019 • 9 min

On this podcast, Jeb Blount gives you a four part framework for sales conversations that keeps you in control, builds deep emotional connections with your stakeholder, and allows you to listen and uncover problems.

Quick Tip 4: Contentment is the Mother of Mediocrity [Podcast]

Dec 23, 2019 • 1 min

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 [Podcast]

Dec 23, 2019 • 1 min

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 [Podcast]

Dec 23, 2019 • 6 min

The holiday season holds peril for sales professionals who let their guard down and discipline slip. In this podcast, Jeb Blount teaches you exactly what to do to outsell the holidays.

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

Dec 23, 2019 • 2 min

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 [Podcast]

Dec 19, 2019 • 2 min

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

Quick Tip: Leadership is Personal [Podcast]

Dec 19, 2019 • 1 min

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

Time Discipline [Podcast]

Dec 19, 2019 • 6 min

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 your quality of life.

Ultra-High Performers Are Fanatical Prospectors [Podcast]

Dec 19, 2019 • 7 min

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 [Podcast]

Dec 19, 2019 • 67 min

In this podcast, Jeb Blount tells the real truth about prospecting and gives you the tips, tactics, and techniques you need to keep your sales pipeline full.

The Long-Distance Leader [Podcast]

Dec 19, 2019 • 42 min

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 [Podcast]

Dec 19, 2019 • 5 min

In sales, you are always on stage. Prospects watch your every move to determine if you are trustworthy.

Red Herring Objections [Podcast]

Dec 19, 2019 • 7 min

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 avoid chasing red herring objections at all costs.

PART FOUR: Unlocking Yes – Sales Negotiation Strategies [Podcast]

Dec 19, 2019 • 15 min

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

PART THREE: Unlocking Yes – Sales Negotiation Strategies [Podcast]

Dec 19, 2019 • 18 min

Jeb Blount and Patrick Tinney continue their conversation on sales negotiation and examine specific tactics that will make you a more effective negotiator.

PART TWO: Unlocking Yes – Sales Negotiation Strategies [Podcast]

Dec 19, 2019 • 19 min

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.

PART ONE: Unlocking Yes – Sales Negotiation Strategies [Podcast]

Dec 19, 2019 • 17 min

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