When They Say No: Overcoming Rejection And Shifting Your Mindset Introduces Andrea and Richard’s new book, When They Say No, and provides valuable insights on overcoming rejection in sales. The fear of rejection has evolutionary roots, but it can be reframed to reach positive sales outcomes. Breaking the negative thought spiral that follows rejection is crucial and should be given due importance. The opening phase in sales, though often overlooked, holds significant value in establishing rapport...
Jul 08, 2023•53 min
Moving From A Culture of Efficiency to A Culture of Effectiveness Acting and improv skills are similar to soft skills in sales— leading with empathy and understanding your audience and your customer is paramount. Sales leaders need to build a strong sales culture and eliminate mediocrity, which starts with the willingness to invite, embrace, and accept feedback. Synchronous conversations are making a comeback. Whether you get coffee with a prospect in your own town or fly to your prospect’s city...
Jun 30, 2023•50 min
Human Connection Is Irreplaceable Dress appropriately for the situation and audience— it’s the little things that close the sale. Do research on who you’re trying to sell to and a personalized follow-up email after a demo or meeting that adds value to the conversation. Video messages following a meeting are a unique way to stay in front of your prospect and show them you truly care about helping them solve their business challenges. Use handwritten notes to show appreciation and make your commun...
Jun 22, 2023•54 min
Art Munin, Ph.D. from Liaison International is the guest on this episode of the Sales Gravy Podcast, hosted by Sales Gravy Master Trainer, Gina Trimarco. They discussed Munin’s transition into a sales career. Munin debunked the myth that one must choose a lifelong career straight out of college, highlighting that more individuals are transitioning into different career paths, such as sales, later in life. Sales is presented as an exciting, dynamic career with opportunities for personal growth, f...
Jun 15, 2023•49 min
On this episode of the Sales Gravy Podcast, Jeb Blount (Sales Gravy CEO and author of Sales EQ ) and Graham Hooper (CEO of Ellison Technologies) discuss the keys to leading your sales team in uncertain times. You’ll learn how to succeed in volatile economic times by effectively handling decision deferment objections and conducting thorough research during the discovery phase of the sales process. Key Takeaways: Salespeople can successfully navigate the transition from a red hot market to a stagn...
May 04, 2023•42 min
On this special episode of the Sales Gravy Podcast , Sales Gravy Senior Master Sales Trainer Brad Adams and bestselling author of Coffee’s for Closers , Tony Morris, dive into the art of great discovery, how to ask questions that build rapport and create engagement, and why better questions set the groundwork for better results. Podcast Takeaways The ability to listen actively and conduct effective discovery is the most important skill for salespeople. Authentic engagemen t is a direct result of...
Mar 28, 2023•26 min
On this episode of the Sales Gravy Podcast , Jeb Blount sits down with celebrity chef and entrepreneur Vera Stewart, to learn how persistence and a “never take no for an answer” mindset helped her build a business empire. Southern Home Cook Turned Nationally Recognized Celebrity Chef Vera’s entrepreneurial journey started back in her undergrad days, baking cakes and pies for her chemistry professor just to get a passing grade. After graduating from the University of Georgia (Go Dawgs!) she taugh...
Mar 20, 2023•1 hr 1 min
On this fun episode of the Sales Gravy Podcast , Jeb Blount is joined by the incredible social media influencer and successful real estate agent, Alexander Zakharin. Jeb and Alexander discuss that when the going gets tough in the real estate market, the toughest real estate agents get fanatical about prospecting. Alexander Zakharin’s Inspiring Real Estate Journey Alexander Zakharin is a New York City real estate guru and a force on TikTok. He emigrated from Russia to the United States in 2017 wi...
Mar 07, 2023•53 min
On this episode of the Sales Gravy podcast, Jeb Blount ( People Follow You ) sits down with Leigh Cantrell and Rob Matura who are Regional Vice Presidents at Cigna to discuss the keys to leading multi-generational sales teams. It’s a fascinating conversation in which you’ll learn about the challenges and rewards of building sales teams from diverse age groups. Challenges With Leading Multi-Generational Sales Team Leading a multi-generational sales team can be challenging. The differences in valu...
Feb 09, 2023•36 min
On this episode of the Sales Gravy Podcast , we are switching things up to take on a very important topic— Chronic Lyme Disease. Jeb Blount (Sales Gravy) and Fred Diamond, co-founder of the Institute for Excellence in Sales (IES) discuss Fred’s latest book, Love, Hope, Lyme and his personal journey supporting a loved one with Chronic Lyme Disease. You’ll learn what Lyme Disease is, the devastating effects that Chronic Lyme Disease has on hundreds of thousands of people each year, why prevention ...
Jan 29, 2023•36 min
On this episode of the Sales Gravy Podcast , Jeb Blount and Colleen Stanley discuss the importance of Reality Testing sales pipeline opportunities. **Please note that this episode was recorded in a restaurant in Milan Italy. The content quality is excellent. The sound quality not so much. Reality testing sales pipeline opportunities is an important step in ensuring the success of your sales efforts and the effective use of your time. It’s important to regularly check the accuracy of your assumpt...
Jan 04, 2023•16 min
In today’s world there are few barriers to career change. Top sales talent can walk out of your door to another career opportunity at any time. This puts more pressure on sales leaders than ever before to foster a sales culture and team environment that compels people to stay. On this episode of the Sales Gravy Podcast , Jeb Blount ( People Follow You ) sits down with Helen Fanucci author of the brand new book, Love Your Team, to discuss what sales leaders must do to retain talent build and stro...
Nov 01, 2022•52 min
They say you can’t make more time. On this episode of the Sales Gravy Podcast , I challenge you to consider how you can make more time through improvements in sales productivity and reinventing the way that you work. I want you to take a moment and think back to the early days of the pandemic. You were likely working at home because everything was locked down. Then fast forward a couple of months to the summer of 2020. Sales teams were hitting all time records. Many individual sales professional...
Oct 23, 2022•9 min
Economic winter is coming. Storm clouds are brewing. And with it is going to be a recession. On this episode of the Sales Gravy Podcast , Jeb Blount discusses why you need to prepare right now for the economic storm. This Time Will Be Different This recession will be different than anything we’ve recently experienced because we’ll also be dealing with inflation. There will be the potential for the long slog of stagflation in some some economies. We are still going to have some supply chain issue...
Oct 23, 2022•12 min
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 takes to outsell this crisis. You’ll learn why it pays to think like a squirrel, why rainmakers are alr...
Oct 13, 2022•56 min
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 to be diluted by non-sales activities. Time is the great equalizer . Every person on earth has exact...
Oct 06, 2022•40 min
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 fame-nominated marketer and Wall Street Journal cartoonist Stu Heinecke discovered that he could get...
Sep 08, 2022•23 min
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 your next one or end up in a role or company that you dislike. No Mercy for Anchors The good news for...
Aug 27, 2022•7 min
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 recently posted a podcast of my discussion with Kristin Austin , where we talked about the importance...
Aug 12, 2022•7 min
“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 have done. You have to roll with it and keep on keeping on.” – Kristen Austin When Kristin Austin wa...
Jul 21, 2022•36 min
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 whatever it takes. On this episode of the Sales Gravy Podcast , Jeb Blount and Brandon Bornancin dive into what it...
Jun 23, 2022•54 min
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
