Sales Gravy: Jeb Blount

Recession. Inflation. Stagflation. Stockmarket Free Fall. Energy Crisis. Supply Chain Crisis. Political Divisiveness. War. We are living and selling in a time of deep volatility. It is more challenging to close business, objections are harsher, and qualified buyers are becoming more scarce. On this special episode of the Sales Gravy Podcast , Jeb Blount delivers a powerful message about what it ta...

On this episode of the  Sales Gravy Podcast , Jeb Blount and Jennifer Smith, CEO of Scribe , give you tips and tactics for working smarter, dealing with repetitive tasks that slow you down, and getting more done in less time with better outcomes. You must protect your prime selling time at all costs. Time is your most precious resource. You cannot make more, add more, or find more. Do not allow it...

Ever wondered how you can get the attention of that elusive prospect you’ve been chasing? You know the one. The big fish that is your ticket to President’s club a huge commission check. You know how to sell – that’s your job, after all – but getting CEOs and other VIPs to call you back is the tricky part. So what if that impossible-to-reach person weren’t so impossible to reach after all? Hall of...

If you want to succeed at any job, make yourself invaluable. Go the extra mile; make them never be able to imagine what life without you there would be like. – Ross Mathews Selling in a crisis is tough. Losing your job during an economic downturn is worse. Now more than ever, you need your income. If you lose your job, there is a much higher probability that you will take a pay cut when you land y...

Putting Aside Time Every Day to Prospect Will Keep Your Pipeline Full Kaizen is a theory that developed in Japan after World War II and revived the country, their spirit, and their commerce. It’s similar to what we call “feeding the pipeline,” and involves the art of cumulative prospecting. If you set aside time every day for prospecting, you will find a steady flow of success and less stress! I r...

“Life is short. Hug the people that you love and make sure that they know you love them without hesitation. Anything can happen to anyone, at any time. We all live with this concept that we are safe if we can control everything, but sometimes the Universe has different plans. That applies to sales too. Sometimes you think you have a sale in the bag and it all falls apart without anything that you...

Are you willing to do whatever it takes to reach your goals and dreams, build your business, climb the sales leaderboard at your company, or bounce back from failure? Lot’s of people have dreams but few actually grind it out and turn those dreams into reality. The good news is that you can defy the odds to get everything that you want in business and in life if you are willing to do w hatever it t...

On this episode of the Sales Gravy Podcast Jeb Blount, Jr sits down with author Andy Paul to discuss what it means to Sell Without Selling Out . Together they discuss why it is so important to make selling more human. You’ll learn that persuasion is not a sales skill. Instead it is a blunt instrument of last resort that sellers use when they don’t know how to influence the choices buyers make. Get...

Video messaging is hot and it is a core component of effective prospecting sequences because it works! At Sales Gravy we love using video messages to grab the attention of prospects. Our favorite tool for sending those messages is Vidyard . That’s why we were thrilled when Vidyard CEO and Co-Founder, Michael Litt agreed to sit down with Jeb Blount, Jr. on the Sales Gravy Podcast to discuss the fut...

On this Sales Gravy podcast episode, Jeb Blount and Daniel Disney discuss the real secrets to becoming a LinkedIn selling machine. You’ll learn the keys to to filling your pipeline with qualified opportunities, building your personal brand, improving your closing ratios, and increasing your income. Why You Should Use LinkedIn’s Marketing Power LinkedIn is one of the greatest tools ever created for...

The buyers in procurement are professionally trained to negotiate. Salespeople not so much. This can put you at a huge disadvantage when you are forced to negotiate with them. But not anymore. On this fascinating Sales Gravy Podcast episode, Jeb Blount who is the author of the sales negotiating book INKED and Mike Landers an ex-procurement buyer turned sales trainer teach you the secrets to playin...

On this special episode of the Sales Gravy podcast you’ll step into the shoes of a Senior Vice President of Sales.  Jeb Blount, Jr. (A.K.A. JBJ) interviews Ammon Woods who is the Senior Vice President of Sales for Shred-It and Communication Solutions at Stericycle . If you love sales and sales origin stories you’ll enjoy this wide ranging interview on the keys to high-performance in sales. If you...

On this episode of the Sales Gravy podcast, Jeb Blount (author of Selling the Price Increase ) and Donald C. Kelly (host of the Sales Evangelist podcast) discuss how to approach customers with price increases. You’ll learn techniques, tactics, and strategies for crafting price increase messages, planning price increase conversations, and compelling customers to accept price increases without losin...

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...

 “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...

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 crus...

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 relativel...

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 th...

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 . Advertising Inquiries: https://redcircle.com/brands Privacy &...

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 o...

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...

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. Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/p...

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. Advertising Inquiries: https://redcircle...

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...

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 w...