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 a leg up on your sales career with our free sales training resources. Check them out here: https://...
Jun 12, 2022•46 min
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 future of video messaging. If you are the kind of person that likes to be on the leading edge of sales ...
May 25, 2022•33 min
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 sales professionals. It ranks right up there with the car, telephone, and the internet. Leveraging ...
Apr 22, 2022•47 min
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 playing to win, when negotiating with procurement. You’ll learn the keys to mastering the sales negotiatin...
Mar 30, 2022•1 hr 2 min
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 aspire to rise to the upper echelons in your organization, this episode will give you a peak behind t...
Feb 24, 2022•44 min
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 losing their business. At Sales Gravy we are constantly adding free sales training resources to our growi...
Feb 02, 2022•41 min
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 of the Sales Gravy Podcast , Jeb Blount, Sr (Author of Fanatical Prospecting) and Sean Adams (Head ...
Jan 18, 2022•1 hr 6 min
“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 the truth. A brutal, universal, and undeniable truth. But, of course, the truth, as the saying goes,...
Dec 17, 2021•8 min
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 crush your number as the end of the year approaches, while also setting yourself up to have a robust Q1 ...
Dec 09, 2021•1 hr 3 min
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 relatively simple, and it’s based on studies that have come from numerous places. It comes down to optimism. ...
Dec 07, 2021•3 min
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 the Video Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle...
Dec 01, 2021•58 min
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 & Opt-Out: https://redcircle.com/privacy...
Oct 08, 2021•4 min
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 or watch the video below: Take your first course for FREE on Sales Gravy University with coupon code ...
Sep 29, 2021•50 min
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 sales leaders these days, the failure to separate fact from hype, can create faulty assumptions lead...
Sep 27, 2021•1 hr 3 min
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/privacy...
Sep 08, 2021•47 min
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.com/brands Privacy & Opt-Out: https://redcircle.com/privacy...
Aug 11, 2021•4 min
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 get the job done. There is so much truth about leadership to unpack in this episode that you’ll lik...
Aug 02, 2021•1 hr 21 min
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 weekly sales meeting. Got a question you want to ask Jeb just text it to 1-706-397-4599 or CLICK HERE TO...
Jul 28, 2021•3 min
In sales, deals are often won or lost on how well you engage stakeholder’s in sales conversations. On this episode of the Sales Gravy Podcast, Jeb Blount sits down with AJ and Johnny, hosts of The Art of Charm podcast, discuss tips and techniques for building rapport and conducting engaging sales conversations that motivate stakeholders to do business with you and close the deal. Discover over 1000 hours of sales training courses from the world top experts on Sales Gravy University Advertising I...
Jul 23, 2021•1 hr 6 min
If more sales reps would do this one thing (hint: talk to people ) their sales would instantly increase. On this short, powerful episode of the Sales Gravy Podcast , Jeb Blount answers a fan question while dropping a major sales truth bomb! Listen above or watch the video below. Pro Tip: Play this at your next weekly sales meeting. Got a question for Jeb just text it to 1-706-397-4599 or CLICK HERE TO TEXT . Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redci...
Jul 20, 2021•1 min
On this episode of the Sales Gravy podcast Jeb Blount and Bernie Weiss explore how to Ace It in Sales with lessons learned from selling radio advertising on the streets of New York City and the Bronx. They take on heavy metal selling, cold calling in New York City , how to sell more by becoming an expert in industry categories, why routines matter, and how a sales career makes you a better leader. Bernie Weiss is the President of iHeart Media New York, a lifelong student of the sales profession,...
Jul 15, 2021•1 hr 14 min
Each year, on July 4th, I reflect on the blessing to have been born in a country where anything is possible and anyone, no matter economic background, heritage, culture, race, gender, sexuality, or religion has the opportunity to succeed. This is the reason why so many people around the world dream of coming here. Is America a perfect place? Of course not! We are a country wedded in paradox. We fight bitterly amongst ourselves but quickly come together when there are threats or tragedy at home a...
Jul 03, 2021•5 min
On this episode of the Sales Gravy Podcast , Jeb Blount and Anthony Iannarino recap some of the many lessons and takeaways from the OutBound Conference . In particular, they dive into two mindsets – Scarcity and Abundance – and how these mindsets can either make you a winner or inhibit your long-term success. Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy...
Jun 25, 2021•32 min
What does emotional intelligence have to do with sales leadership? According to Colleen Stanley, who is the author of the hit new book Emotional Intelligence for Sales Leadership , a high EQ matters a lot. In fact, it is the real secret to building a high-performance sales team . On this Sales Gravy podcast episode, Jeb Blount, the author of Sales EQ , and Colleen use stories of failure, successes, and personal experiences to illustrate why EQ is so important and how to apply it as a sales leade...
Jun 04, 2021•1 hr 8 min
On this episode of the Sales Gravy Podcast , Jeb Blount and Michelle Rockwood teach you how to avoid coming across as pushy and desperate and instead compel people to lean into you by leveraging the choice based closing method. It’s all about selling without selling. Before you jump on your next virtual sales call, download our FREE Video Sales Call Checklist Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy...
May 28, 2021•52 min
On this episode of the Sales Gravy Podcast , Jeb Blount and Cherilynn Castleman, author of What’s in the C.A.R.D.S., discuss sales team diversity, why women are better at sales than men, the power of empathy, and key things you need to know about selling in a post-pandemic world. You’ll love this conversation and you’ll especially want to pay attention to Cherilynn’s 4Fs! Before you jump on your next virtual sales call, download our FREE Video Sales Call Checklist Advertising Inquiries: https://...
May 21, 2021•47 min
OUCH! The internal sale was more challenging than closing the actual deal! A brutal truth about B2B sales is that the internal sale (the sale after the sale) is often more challenging than the external sale (getting your prospect to sign the deal). Many sales professionals struggle with the internal sale because they don’t understand how to get past those organizational hurdles. On this powerful episode of the Sales Gravy Podcast , Jeb Blount and Victor Antonio take you step-by-step through the ...
May 06, 2021•37 min
If you are tired of being tired, you’ll love this Sales Gravy Podcast episode. Jeb Blount and Rachel Pitts ( Women Your Mother Warned You About ) offer tips for staying fit. For sales professionals, to out wit and out perform your competitors, you need to be physically fit because mental energy is limited by your physical energy. Jeb and Rachel focus on the golden triangle of fitness: Sleep, Nutrition, and Motion We want to hear from you. Let us know what you think about this episode – we love y...
May 03, 2021•31 min
On this Sales Gravy Podcast episode Jeb Blount ( Sales EQ ) and Diane Helbig ( Succeed Without Selling ) discuss the power of mapping and uncovering sales process pivot points. You will learn how these pivot points help bend win probability in your favor and offer important clues for when it may be time to walk away from a deal. Listen to Part One – Selling Without Selling Listen to Part Two – Intentional Empathy Listen to Part Three – Sales is a Process Advertising Inquiries: https://redcircle....
Apr 30, 2021•23 min
On this Sales Gravy Podcast episode Jeb Blount ( Sales EQ ) and Diane Helbig ( Succeed Without Selling ) discuss why sales is a process. You will learn about pre-call planning, the science of selling and why winging it on sales calls is wickedly stupid. Listen to Part One – Selling Without Selling Listen to Part Two – Intentional Empathy Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy...
Apr 23, 2021•15 min
