Sales Gravy: Jeb Blount

On this episode of the Sales Gravy podcast, Jeb Blount ( Fanatical Prospecting ) answers a listener’s question about how to effectively balance prospecting for new logos with serving and managing existing accounts. Balance Prospecting and Account Management Maggie is a member of my insider group, and she asked me a pretty important question about how to balance prospecting and account management....

On my final Coronavirus talk, I discuss what happens post-pandemic, the power of blending, and what you need to do right now to now to future-proof your sales career. The Pipe Is Life A year ago, I made the first coronavirus talk about outbound prospecting. No matter when, where, or how as a salesperson, your number one job is to go out and fill up the pipeline. A lot of people were asking questio...

On this fun Sales Gravy Podcast episode, Sales Gravy Master Trainer Gina Trimarco and Account Executive Jeb Blount Jr discuss how they learned to love selling. From cold calling, to losing deals, and all of the challenges in between, you’ll love the story of how a young college grad finds his way in the sale profession. We want to hear from you. Let us know what you think about this episode – we l...

On this episode of the Sales Gravy podcast, Jeb Blount is joined by the Women Your Mother Warned You About – Gina Trimarco & Rachel Pitts. We get behind the scenes with the WYMWYA podcast, learn how Gina and Rachel almost broke up, the value of getting a coach, and why when you are coachable, other people will invest in helping you reach your goals. We want to hear from you. Let us know what y...

On this episode of the Sales Gravy podcast Jeb Blount and Keith Lubner explore sales messaging tactics for closing bigger deals. From stories to images to stepping into your buyer’s shoes, these tried and true techniques will help you both grab and hold your buyer’s attention and rise above your competition. There is no doubt that developing powerful sales messaging is one of the most challenging...

How to celebrate success during the pandemic? Salespeople and their leaders are asking this question. This season, the pandemic has canceled President’s Club and moved Sales Kickoffs from physical meetings to virtual. Its left many sales professionals feeling that the work they did to reach the top is anti-climatic and empty. In this Sales Gravy Podcast episode,  Jeb Blount and Victor Antonio disc...

Coronavirus is Testing Mental Resilience The Coronavirus third wave is putting a strain on the mental resilience of sales professionals and impacting performance. F rom New Possibilities to Managing Mental  Resilience   The last time I came to you with the coronavirus talk was back in July . Back t hen  we were talking about new possibilities—  a bout how going through a  c rucible of adversity he...

On this episode of the Sales Gravy Podcast, Jeb Blount ( Virtual Selling ) and Matthew Pollard ( The Introverts Edge to Networking ) take on networking for introverts. One of the biggest myths about networking is that to be an effective networker you need to have the “gift-of-gab” and be an outgoing self-promoter. The truth is, it’s just the opposite. In fact, introverts often make the best networ...

On this episode of the Sales Gravy Podcast Jeb Blount ( People Follow You ) and Kristie Jones discuss the trials and tribulations of building and sustaining a sales accountability culture. You’ll learn that without accountability your sales team will generate inconsistent results and devolve into the wild, wild west. Kristie: How I Developed My Passion for Creating a Sales Accountability Culture I...

On this inspiring episode of the Sales Gravy podcast, Jeb Blount ( Virtual Selling ) talks to Brian Knox, owner and founder of B Knox Photography. This young entrepreneur leveraged Fanatical Prospecting to quickly ramp up his successful and fast-growing photography business that he started this year. This conversation about sales and entrepreneurship is both educational and inspirational. Sales an...

Sales Myth: You Have to Sell Yourself Most of us, at one time or another in our careers, have heard some trainer or manager exclaim, “You have to sell yourself.” “If you want to get that job, son, you have to sell yourself.” “The real key to sales is your ability to sell yourself.” “If you want others to like you, you’ll have to sell yourself.” The Sell Yourself Cliche This philosophy is prevalent...

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, nonintrusive, synchronous communication that still feels personal.  There are two reasons why blending text messaging into your account management process w...

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 big problem with follow up and it is holding them back. The good news, is this is a problem that is easy to fix. On this episode you’ll actio...

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 Three Jeb – Does Faith Matter in Sales? Alex, I’ve got a question for you about faith. This is not a religious question. It’s a faith ques...

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 Into Doable Doses Human beings fear rejection. We hate and avoid rejection at all costs. But, in Sales, your job is to go out and find rejec...

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 Calling “Welcome back to part two of my conversation with author Alex Goldfayn about 5 Minute Selling Skills. On this episode, we discuss one of...

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 of sales activity done, a few minutes at a time. Just Texting It In On this episode Jeb tells the story of a lazy sales rep who lost his busi...

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 Email for Outbound Prospecting There is no tool in your sales arsenal that is more powerful than the phone. None. Yet sales professionals acr...

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 Selling ) and Gina Trimarco engage in a fun discussion on how to increase sales with improv. You’ll learn how developing the same skills comedian...

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 familiarity. Familiarity Leads to Liking In Sales, familiarity is powerful because familiarity leads to liking. When people are familiar with...

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 would be over quickly and that we’d get back to normal . With the new surge in cases, what is becoming clear is that everything has changed, that th...

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. It is the appointment you (or your sales development rep) set during outbound prospecting or from an inbound lead. The objective of the initial...

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 Jeff uses to help athletes lock in practice, improve memory, and reach peak performance. More Episodes of Sleep and Sales Performance Listen to P...

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 Techniques for battling insomnia More Episodes of Sleep and Sales Performance Listen to Part One of Sleep and Sales Performance Listen to Part Two...

In part three of this Sales Gravy podcast series, 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, and how sleep impacts sales performance. Scientists have been studying sleep and health for over 100 years. They have proven that without enough sleep your health, motivation, passion, and cognitive abilit...