On this Sales Gravy Podcast episode Jeb Blount ( Sales EQ ) and Diane Helbig ( Succeed Without Selling ) discuss intentional empathy discuss and it is a meta-skill in complex sales. Empathy is the key to stepping into your buyer’s shoes, understanding their situation, and building relationships. Yet, the best salespeople are naturally less empathetic and more self-centered. Therefore, to be more effective at closing complex sales, they must focus on and leverage intentional empathy. Listen to Pa...
Apr 15, 2021•10 min
This Sales Gravy Podcast episode is part one of Jeb Blount’s ( Virtual Selling ) conversation with Diane Helbig ( Succeed Without Selling ) about why for business owners, entrepreneurs, and sales professionals success in selling and business growth really isn’t about “selling.” Instead, when you focus on solving problems, that’s when the real magic happens. Listen to Part Two – Intentional Empathy Listen to Part Three – Sales is a Process We want to hear from you. Let us know what you think abou...
Apr 13, 2021•11 min
On this episode of the Sales Gravy podcast, Jeb Blount focuses on brokeness and the two common mindsets of highly successful people and how to grow from adversity. This past week I stumbled on this quote passage from Vance Havner. God uses broken things: broken soil to produce a crop, broken clouds to give rain, broken grain to give bread, broken bread to give strength and broken people to do great things. We have all been broken in some way, no matter what your path, no matter where you came fr...
Apr 03, 2021•7 min
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. “I’m a top salesperson, and I want to stay on top. But one of the things about my job is that I have...
Mar 28, 2021•9 min
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 questions at the outset of the coronavirus about whether or not they should prospect at all. And if we take...
Mar 22, 2021•9 min
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 love your comments and questions. Just send Jeb a text message at 1-706-397-4599 or CLICK HERE TO TEX...
Mar 19, 2021•44 min
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 you think about this episode – we love your comments and questions. Just send Jeb a text message at 1...
Feb 21, 2021•22 min
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 skill sets for modern sales professionals. Jeb and Keith break the process of down in a way that mak...
Feb 05, 2021•39 min
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 discuss the keys to celebrating success and staying motivated this year and beyond. We want to hear from ...
Jan 30, 2021•45 min
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 then we were talking about new possibilities— about how going through a crucible of adversity helps you lift the chains of limitations off of yourself so that you can see that anything is possible if you ma...
Jan 19, 2021•7 min
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 networkers . You just need a plan, system, and authenticity. On this paradigm-shifting podcast episode, yo...
Jan 08, 2021•1 hr
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 actually started in SaaS sales leadership back in 2000. As I progressed through my career, I starte...
Dec 29, 2020•1 hr 1 min
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 and the things that we do in sales matter, wherever we are in life. And we can all chase and achieve o...
Dec 18, 2020•38 min
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 in business culture. A while back, I was at an Ivy League University for a speech by a successful b...
Oct 24, 2020•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, nonintrusive, synchronous communication that still feels personal. There are two reasons why blending text messaging into your account management process works: It’s mobile. Text messaging is integrated into the mobile and wearable devices that are attache...
Oct 16, 2020•8 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 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 actionable tips and tactics that will instantly improve your sales follow up skills. BONUS: Download our ...
Oct 02, 2020•39 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 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 question. You are very convincing human being. You say that sales can be done in 5 minutes a day. Talk to ...
Sep 18, 2020•17 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 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 rejection and bring it home. However, when you break your fear of rejection into doable doses, it gets easi...
Sep 04, 2020•14 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 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 the greatest sources of new pipeline opportunities. It’s the people that you already know. Talking w...
Aug 28, 2020•13 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 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 business that because he began “texting it in” rather than interacting by phone . “A year earlier, text ...
Aug 27, 2020•9 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 Email for Outbound Prospecting There is no tool in your sales arsenal that is more powerful than the phone. None. Yet sales professionals across the spectrum have abandoned the phone for spamming prospects with an endless stream of email. Fe...
Aug 16, 2020•40 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 Selling ) and Gina Trimarco engage in a fun discussion on how to increase sales with improv. You’ll learn how developing the same skills comedians and actors use on stage, can help you in front of buyers during sales conversations. Improv is the...
Jul 30, 2020•48 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 familiarity. Familiarity Leads to Liking In Sales, familiarity is powerful because familiarity leads to liking. When people are familiar with you, the more likely they’ll be to engage on prospecting calls and feel comfortable with you on virt...
Jul 23, 2020•1 hr 3 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 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 there is no going back, and that the only thing we can count on is new possibilities. In Coronavirus T...
Jul 19, 2020•7 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. It is the appointment you (or your sales development rep) set during outbound prospecting or from an inbound lead. The objective of the initial sales meeting (often the first step in the discovery process) is three-fold: Make a great first impr...
Jul 09, 2020•6 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 Jeff uses to help athletes lock in practice, improve memory, and reach peak performance. More Episodes of Sleep and Sales Performance Listen to Part One of Sleep and Sales Performance Listen to Part Two of Sleep and Sales Performance Listen to Par...
Jun 25, 2020•8 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 Techniques for battling insomnia More Episodes of Sleep and Sales Performance Listen to Part One of Sleep and Sales Performance Listen to Part Two of Sleep and Sales Performance Listen to Part Three of Sleep and Sales Performance Advertising Inquir...
Jun 22, 2020•16 min
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 abilities deteriorate. The good news is you can instantly feel and perform better by simply getting enough ...
Jun 19, 2020•9 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 that the lack of sleep makes it more difficult: to control your emotions perceive the emotions of others effectively manage sales meetings build relationships Jeff says that walking into a sales meeting without enough sleep is the same as going ...
Jun 15, 2020•10 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 Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy...
May 29, 2020•13 min
