Sales Gravy: Jeb Blount

Sales Gravy: Jeb Blount

PART SIX: Competitive Differentiation

Sep 16 • 21 min

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

PART FIVE: Competitive Differentiation

Aug 26 • 20 min

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

PART FOUR: Competitive Differentiation

Aug 26 • 18 min

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

PART THREE: Competitive Differentiation

Aug 26 • 10 min

On this episode, 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

Aug 16 • 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

Aug 2 • 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, in part one of their conversation about competitive displacement.

Win First - Then Negotiate

Jul 15 • 8 min

On this episode Jeb Blount discusses rule number one of sales negotiation and why it is crucial that you win first and then negotiate.

Make This Your Independence Day

Jul 4 • 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

Jun 24 • 5 min

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

Quick Tip 10: 7 Keys to Effective Listening

Jun 24 • 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

Jun 16 • 39 min

On this episode 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

Jun 8 • 5 min

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

Virtual Sales Kickoff 2019 - Rain Makers vs Rain Barrels

Apr 14 • 69 min

On this powerful episode featuring Jeb Blount, Anthony Iannarino, Mike Weinberg, and Mark Hunter you will learn the secrets to becoming a Rain Maker and gaining control over your income and success.

QuickTip 9 - Smile

Apr 13 • 4 min

On this Sales Gravy quick tip you learn why the easiest fastest way to connect with another person is to smile.

PART SEVEN - Sales Differentiation - Personal Value Differentiation

Apr 9 • 6 min

On this final episode 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

Apr 3 • 9 min

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

PART FIVE - Sales Differentiation - Prospecting Strategies

Apr 1 • 9 min

On this episode Jeb Blount and Lee Salz discuss tips and tactics for standing out and grabbing the attention of hard to reach prospeccts.

PART FOUR - Sales Differentiation - Positioning Questions

Mar 24 • 7 min

In PART FOUR of this mulit-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

Mar 24 • 8 min

In PART THREE of this mulit-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

Mar 14 • 10 min

In PART TWO of this mulit-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

Mar 14 • 8 min

In this mulit-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

Mar 2 • 32 min

On this episode 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

Feb 3 • 4 min

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

Quick Tip 8 - Be Bold. Lean Into Fear. Think Big!

Feb 3 • 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.

The Sales Rut

Feb 1 • 5 min

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

5 LinkedIn Mistakes That Kill Your Sales and Reputation

Jan 17 • 63 min

Salespeople make egregious mistakes on LinkedIn that kill both sales and reputations. On this episode Jeb Blount discusses those mistakes and how to avoid them with LinkedIn expert Brynne Tillman.

A Pony In There Somewhere

Jan 17 • 4 min

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

Relationship Prospecting and The Power of Human Connection

Jan 13 • 48 min

On this episode Jeb Blount (Fanatical Prospecting) and Kody Bateman (The Human Connection) discuss why intentional focus on connecting human 2 human is essential for success in both prospecting and sales.

Quick Tip 6 - Never Let Anyone Out Hustle You

Jan 13 • 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

Jan 5 • 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

Dec 30, 2018 • 5 min

Sales is a grind filled with ups and downs. In this grind it is easy to allow your attitude to turn sour. Doing so though can sink your sales day and put your career in jeopardy, On this episode of Sales Gravy, Jeb Blount gives you three tips for keeping…

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

Dec 28, 2018 • 2 min

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

4 Principles of Effective Sales Conversations

Dec 17, 2018 • 9 min

On this episode 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

Dec 15, 2018 • 1 min

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

Quick Tip 3 - The Five Levers of Effective Leaders

Dec 8, 2018 • 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

Dec 2, 2018 • 6 min

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

Quick Tip 2 - You Talk Too Much

Dec 1, 2018 • 2 min

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

Skipping Past the 4 Types of Sales Objections

Nov 21, 2018 • 57 min

On this episode Jeb Blount explores strategies and techniques for effectively skipping past the 4 types of sales objections.

Quick Tip: Leadership is Personal

Nov 17, 2018 • 1 min

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

Time Discipline

Nov 11, 2018 • 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

Nov 8, 2018 • 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

Nov 4, 2018 • 67 min

If you feel like you suck at prospecting or suffer from a thin pipeline, this new episode of the Sales Gravy podcast is for you! Jeb Blount tells the real truth about prospecting and gives you the tips, tactics, and techniques you need to keep your sales…

The Long-Distance Leader

Jul 17, 2018 • 42 min

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

Trust is the Currency of Sales

Jul 15, 2018 • 5 min

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

Red Herring Objections

Jul 5, 2018 • 7 min

Red Herrings derail sales calls and cause you to lose control when not handled effectively. On this episode Jeb Blount teaches you why you should avoid chasing red herring objections at all costs.

PART FIVE - Unlocking Yes - Sales Negotiation Strategies

Jun 16, 2018 • 15 min

In the final installment of Unlocking Yes, Jeb Blount and Patrick Tinney discuss negotiating culture, setting parameters, and getting prepared to negotiate.

PART FOUR - Unlocking Yes - Sales Negotiation Strategies

Jun 10, 2018 • 15 min

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

PART THREE - Unlocking YES - Sales Negotiation Strategies

Jun 2, 2018 • 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

Jun 2, 2018 • 19 min

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

PART ONE - Unlocking Yes - Sales Negotiation Strategies

Jun 2, 2018 • 17 min

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

Virtual Sales Kickoff 2018

May 25, 2018 • 77 min

On this episode you get the compete, uncut replay of Virtual Sales Kickoff 2018 with Jeb Blount, Anthony Iannarino, Mike Weinberg, and Mark Hunter, This year the Four Titans focus on Produtivity and how you manage your sales day.

Battle Objections

May 5, 2018 • 4 min

On this episode 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

Apr 28, 2018 • 8 min

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

Apr 22, 2018 • 5 min

Winging it in sales is stupid. For this reason you must always plan for each sales call. On this episode Jeb gives you the 4 pre-call questions you must answer before every call.

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

Feb 18, 2018 • 18 min

On this episode Jeb Blount spends time with Chris Beall (CEO of ConnectAndSell) discussing the keys to getting real ROI from your sales organization. For more tips go to https://www.SalesGravy.com

How Stakeholder Mapping Can Help You Crush Your Competitors

Feb 14, 2018 • 5 min

Building relationships with the stakeholders who make and influence buying decisions in your deals is one of the keys to standing out and gaining a decided competitive advantage. For more sales tips visit https://www.SalesGravy.com

Psyched Up for Sales

Jan 30, 2018 • 34 min

In this episode Jeb Blount discusses how to get Psyched Up for sales with psyched up Dan McGinn. Get more tips at https://www.SalesGravy.com

Mastering the Sales Pipeline

Jan 20, 2018 • 25 min

In this episode Jeb Blount (Sales Gravy) and Izabella Bray (ClearSlide) discuss the keys to engaging prospects and accelerating piepline velocity with with powerful messaging.

A Powerful Technique for Getting Past Objections

Jan 14, 2018 • 6 min

On this episode you learn why the Social Proof Heuristic is a powerful way to minimize fear and how to leverage it to make it easy for your buyer to move forward. Get more sales tips at https://www.SalesGravy.com

Activating the Self Disclosure Loop

Jan 9, 2018 • 5 min

When prospects put up emotional walls and smoke screens that impede discovery, this technique can get them to open up and tell you everything. For more sales tips go to https://www.salesgravy.com

3 Keys to Your Best Year Ever

Jan 1, 2018 • 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 episode Jeb gives you tthe 3 keys to making this your best year ever. For more tips go to https://www.salesgravy.com

How to Build Your Pipeline With Referrals

Dec 28, 2017 • 39 min

Referrals are higher quality leads, easier to close, and shorten the sales cycle. And, most salespeople never ask for them. In this episode you learn the keys to building a high-yield pipeline with referrals. For more sales tips go to:…

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

Nov 26, 2017 • 4 min

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 these haters as fuel and never allow them to get in your way. Get more free tips and advice at…

Selling to the Invisible Stranger

Nov 15, 2017 • 15 min

On this episode Jeb Blount and Chris Beall (CEO of ConnectAndSell) discuss the reasons why salespeople are afraid of the phone.

Shed Your Wishbone and Grow a Backbone

Oct 30, 2017 • 8 min

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 prospect to do the work for them. Asking is the most important discipline in sales and failing to ask means you…

Pick Up the Damn Phone!

Oct 24, 2017 • 41 min

In one our most intense episodes ever, Jeb Blount and Alex Goldfayn discuss why salespeople who want to make more money must re-learn how to use the phone. Download the Sales Hack ebook at https://free.salesgravy.com/hacks

Crushing Q4

Oct 15, 2017 • 41 min

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 mistake well into the new year. Get more free sales tips at https://www.salesgravy.com

Trust is Built One Brick at a Time

Oct 8, 2017 • 6 min

For leaders, nothing is more important or critical than trust. If people do not trust you, they will not follow you. Get more free tips at https://www.salesgravy.com

Leading and Coaching Ultra-High Performing Sales Teams

Oct 1, 2017 • 41 min

On this episode learn the keys to leading and coaching ultra-high performance from respected sales thought leader, Alice Heiman. Get more free tips at https://www.SalesGravy.com/

The 3 Words You Should Never Use in Sales

Sep 13, 2017 • 7 min

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. Get more free sales tips at https://www.salesgravy.com

Challenges and Roadblocks Facing Modern Sales Leaders

Sep 5, 2017 • 19 min

On this episode, Jeb discusses how and why modern sales management has changed with author and sales leadership guru, Ken Thoreson.

The Only Question that Really Matters in Life

Aug 27, 2017 • 9 min

When it comes right down to it, there is only one question that matters in life. On the episode you’ll learn how a rag-tag, under-dog football team learned this lesson and how to apply it to your life.

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

Aug 21, 2017 • 6 min

In sales, its easy to become a puppet - you dance while your prospect pulls the strings. In this episode you will learn how to use engagement tests, take aways, and emotional dettachment to flip the script and gain control of the sales process.

Emotional Engagement Matters

Aug 13, 2017 • 7 min

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

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

Aug 6, 2017 • 11 min

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

PART FOUR - Jeb Blount and Tom Hopkins Discuss When Buyers Say No

Jul 10, 2017 • 8 min

For many salespeople, the fear of getting a no is real and holds them back. In part four of my interview with Tom Hopkins, we discuss what to do when buyers say no.

PART THREE - Jeb Blount and Tom Hopkins on the Power of Follow Up

Jun 22, 2017 • 7 min

In part three of my conversation with the legendary Tom Hopkins, we discuss the power of follow up and why you need to prospect so that you no longer need to prospect.

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

Jun 18, 2017 • 9 min

In part two of my interview with the legendary Tom Hopkins, we disucss the power of setting and writing down goals and, why you should never give up on your dreams.

PART ONE - Jeb Blount and Tom Hopkins on the Fear of Rejection

Jun 11, 2017 • 10 min

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

Jun 3, 2017 • 7 min

Walking away from a bad deal is one of the hardest things to do in sales. 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 have been working on will not…

Making the Shift From Sales Rep to Sales Leader

May 22, 2017 • 6 min

As individual contributors top Sales Professionals have the luxury of only thinking about themselves. They can selfishly protect their own interests, act as lone wolves, and win at the expense of others. But as Sales Managers the words I and me no longer…

You Cannot Build Relationships Inside a CRM

May 17, 2017 • 30 min

On this 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

May 15, 2017 • 7 min

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 fundamentals is a sure path to mediocrity and eventual failure.

Your CRM - Trashcan or Goldmine

May 10, 2017 • 13 min

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. In this episode Jeb Blount explores why salespeople choose not to leverage the CRM and why this is a big mistake.

How Those Other Guys Make You Better

May 7, 2017 • 6 min

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

The Real Secret to Leveraging Social Media in Sales

Apr 29, 2017 • 11 min

In this 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 deals..

Bad Sales Habits Die Hard

Apr 10, 2017 • 8 min

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

Poetry and Probability - How Ultra-High Performers Bend the Odds in their Favor

Mar 25, 2017 • 7 min

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

The One Question Ultra-High Sales Performers NEVER Ask

Mar 19, 2017 • 6 min

You have done it. I have done it. And most of us will do it again. We ask this question without considering the consequnces-which almost always turn out badly. This is why, ultra-high performing sales professionals never ask this question.

Virtual Sales Kickoff 2017 - Un-Cut

Mar 2, 2017 • 77 min

The most pressing issues facing sales professionals and sales leaders are, Prospecting, Pipeline, & Productivity. In this exclusive re-broadcast of VSKO17, four of the world’s most cutting edge thought leaders, shatter modern day sales productivity myths…

Eat the Frog - The Real Secret to Timing Prospecting Calls

Feb 18, 2017 • 7 min

On this episode I answer the number one question I get about prospecting and give you the secret to timing your telephone prospecting calls. Be sure to pick up my new book - Sales EQ - today.

Next Steps and Micro-Commitments

Feb 11, 2017 • 32 min

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 episode, Anthony Iannarino and I discuss the keys to getting micro-commitments and to the next step.

To Buy is Human

Jan 31, 2017 • 8 min

People buy on emotion and justify with logic. To reach ultra-high levels of performance, it is incumbent on salespeople to understand how emotion impacts buying decisions.

Influencing and Persuading With Stories

Jan 21, 2017 • 26 min

What is the most persuasive communication style in sales? How to you draw your prospects in and keep their attention during sales calls and presentations? I answer these questions and more on this episode when I speak with my Paul Smith, the author of…

Sales Drive and Ultra-High Performance

Jan 7, 2017 • 9 min

On this episode I discuss how Sales Drive, and the components of Sales Drive - optimism, competitiveness, and need for achievement - separates ultra-high sales performers from average salespeople.

Accelerating Sales with LinkedIn

Dec 21, 2016 • 19 min

Jeb Blount is the bestselling author of People Buy You and an internationaly recognized expert on sales. He believes that Sales Professionals are the Elite Athletes of the Business World. On the Sales Gravy podcast Jeb teaches you how to open more doors,…

4 Keys to Engaging Prospects With Cold Email

Dec 12, 2016 • 31 min

On this episode I disucss cold email prospecting techniques with Kendra Lee, author of The Sales Magnet and one of the top experts on email prospecting.