On this episode of the Sales Gravy podcast , Jeb Blount engages Denim CRO, Will Yarbrough, in a fascinating discussion on how to sell more and grow faster by linking the customer journey through a One Funnel Strategy. Sales and marketing strategies come and go, but one approach has been gaining traction for its simplicity and effectiveness: The One Funnel Mindset. This powerful concept challenges the traditional notion that more is better, instead focusing on perfecting a single, highly optimize...
Jul 31, 2024•38 min
On this important episode of the Sales Gravy Podcast , Jeb Blount, Jr (a.k.a JBJ) discusses personal finance for sales professionals with Ben Lex, a former B2B sales superstar turned financial advisor. Ben shares game-changing insights tailored specifically for sales professionals. The Financial Fitness Mindset In sales, we’re all about closing deals, hitting targets, and making more money. But what happens after you receive that hefty commission check? Too often, sales professionals fall into t...
May 31, 2024•51 min
On this episode of the Sales Gravy Podcast, Jeb Blount, the author of People Love You: The Real Secret to Delivering a Legendary Customer Experience , sits down with Talroo’s Vice President of Success and Enablement Barry Klein to discuss why a focus on customer retention is crucial for revenue growth. Jeb and Barry explore and focus on the strategic importance of customer success, the value of human interaction, and the role of company culture in shaping customer experiences and relationships. ...
Mar 24, 2024•41 min
On this fascinating episode of the Sales Gravy podcast , master sales trainer Jessica Stokes spends time with Steven Farber of Take Flight Learning discussing why it is important for salespeople and leaders to understand and adapt to different personality styles. You’ll learn the significance of how understanding personality styles will elevate your sales skills, help you build deeper relationships, and improve your closing ratio. Key Takeaways: Importance of Personality Tests in Sales : Jessica...
Mar 09, 2024•39 min
On this episode of the Sales Gravy Podcast , Jeb Blount sits down with KaTom CEO Patricia Bible to discuss what it takes to lead and sustain a hyper-growth company. Reflecting on her journey with KaTom, Patricia shared insights into the exponential growth of this hyper-growth organization. “It’s been a whirlwind of achievements, challenges, and invaluable lessons,” she remarked. The Essence of Courage and Wisdom Patricia’s philosophy revolves around the courage to face adversity and the wisdom t...
Feb 25, 2024•27 min
On this episode of the Sales Gravy podcast Jeb Blount and Carole Mahoney, author of the hit new book Buyer First , underscore the importance of putting buyers first and aligning with the buyer’s journey. They dive into the power of empathy, the art of listening, and innovative ways of selling that prioritize the buyer’s needs and experiences to increase closing ratios. Human Centric, Buyer First Selling In the whirlwind of today’s sales scene, there’s a fresh, more human approach taking center s...
Feb 05, 2024•50 min
On this must-listen episode of the Sales Gravy Podcast , Jeb Blount sits down with Ryan Taft. Ryan is the author of the hit new sales book Story Getter . Jeb and Ryan explore how buying is an emotional experience and sales pros that ask questions that get the story “why” behind the buyer’s “what” sell more. They dive into how curiosity and empathy are pivotal for transforming your sales approach. Curiosity Is the Fuel of Story Getters Top sales professionals understanding the human element. They...
Jan 24, 2024•51 min
In the latest episode of the Sales Gravy podcast , we had the privilege of diving deep into the world of prospecting and sales with Kristin Andree from the Andree Group. Hosted by Sales Gravy Master Trainer Jessica Stokes, this episode offers a treasure trove of strategies, tips, and personal anecdotes that are essential for anyone looking for innovative ways to scale their sales career or business. This episode is a blend of practical advice, innovative techniques, and motivational insights tha...
Jan 09, 2024•31 min
Sales professionals are constantly seeking new strategies to enhance their performance and edge out the competition. Interestingly, one crucial aspect that often gets overlooked is physical sales fitness. On this game changing episode of the Sales Gravy Podcast , Jeb Blount discusses how physical fitness impact sales success with online fitness coach Josh Hulsebosch . Sales is a demanding profession that requires both mental and physical stamina. We need to be able to think on our feet, manage e...
Jan 01, 2024•42 min
On this episode of the Sales Gravy Podcast , LinkedIn Guru Brynne Tillman shares her best tips and secrets for how to Sell More with LinkedIn. This episode is a goldmine for sales professionals seeking to harness the power of digital tools in their sales strategies. Brynne Tillman’s approach to digital sales is both innovative and practical. Her ability to simplify complex concepts and relate them to everyday sales scenarios makes her advice incredibly valuable. Revolutionizing Sales with AI and...
Dec 13, 2023•1 hr 6 min
On this episode of the Sales Gravy Podcast , I dive into part two of my conversation with sales leadership expert Mike Weinberg on what new sales managers need to do to get off to a successful start. The information in this episode is so good that you’ll want to listen twice and take good notes. Navigating the Challenges of Being a New Sales Manager The episode kicks off with an engaging story from Jeb Blount about his early days in sales leadership. Thrust into a managerial role at just 23 year...
Dec 04, 2023•39 min
On this episode of the Sales Gravy Podcast , I sit down with Mike Weinberg for Part One of our conversation on the state of the Sales Profession, sales leadership, and getting started as a new sales manager. This conversation was a special treat because Mike is such an important and trusted voice within the sales profession and it is rare that Mike and I can find the time to get together. Embracing the Fundamentals: Getting Started as a New Sales Manager in a Rapidly Changing World As we work to...
Nov 27, 2023•30 min
On this episode of the Sales Gravy Podcast , Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo , take on account management and account expansion selling. You’ll learn why a focused and intentional account management strategy is essential for net revenue retention and account expansion. Why Account Management Matters In sales, closing deals and prospecting often steal the spotlight from account management and customer retention. Yet, account retention and expansio...
Nov 20, 2023•57 min
In the competitive world of sales, adopting the right mindset is crucial for success. On this episode of the Sales Gravy podcast , Jeb Blount spends time with Dre Baldwin, a former professional basketball player in the NBA turned business guru to discuss why sales professionals who adopt a pro athlete mindset have greater success. Journey from the Court to the Boardroom Dre’s journey from the basketball court to the boardroom offers invaluable lessons for sales professionals. His story is a test...
Nov 10, 2023•1 hr 1 min
This 90-Day Negativity Fast Will Change Your Life On this episode of the Sales Gravy Podcast , Anthony Iannarino discusses the importance of avoiding negativity and engaging in positive thinking. He suggests leaving phones behind to have meaningful conversations, consuming positive content, and practicing forgiveness to let go of anger and resentment. The goal is to focus on personal mental health and maintain a positive mindset, while acknowledging that some negative reactions are necessary in ...
Oct 27, 2023•1 hr 6 min
The Best Sales Leaders Share These 4 Traits On this episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams talks with Learnit CEO Damon Lembi about maintaining authenticity and integrity as a sales leader. They discuss the importance of doing the right thing, the four key traits for successful leadership (humility, curiosity, integrity, and courage), the significance of continuous learning and sharing knowledge with the team, and why organizations should invest in...
Oct 25, 2023•38 min
Silence Isn’t Awkward— It’s A Powerful Tool On this episode of the Sales Gravy Podcast , Keith Lubner, Sales Gravy Executive VP, and Jessica Stokes, Sales Gravy Master Sales Trainer, discuss strategies that leverage discomfort on sales calls to drive engaging conversations and achieve better outcomes. By intentionally using silence, sales professionals can prompt prospects to actively engage and lean into the conversation. Preparation is key, and when executed correctly, this technique can inspi...
Oct 13, 2023•26 min
Burnout Is 100% Preventable In the world of sales, it’s easy to lose sight of how our mental and physical health are connected. We’re so focused on hitting our targets that we often ignore the signs of burnout until it’s too late. Unfortunately, neglecting this balance can really take a toll on our overall well-being. On this episode of the Sales Gravy Podcast , Jeb Blount and Jahmie Hilecher, founder of The Move Wellness, discuss the importance of prioritizing health and wellness to support pro...
Oct 09, 2023•52 min
Why Roleplay Should Be A Key Part of Your Sales Culture In this podcast, Jeb Blount, Jeremy Olson, and Kristin Isaacson discuss the importance of role-playing in sales. They emphasize the need for leaders to create a culture of role-playing and accountability within their teams. They also highlight the benefits of roleplaying in helping salespeople improve their skills, gain empathy for the customer’s perspective, and build confidence. They encourage individuals to find their preferred style of ...
Oct 03, 2023•50 min
Sales Presentation Skills That Get You To “Yes” Faster In this episode of the Sales Gravy Podcast , Jeb Blount talks to renowned sales experts Richard Fenton and Andrea Waltz about their “Go For No” approach to embracing rejection in sales. They discuss how the fear of “no” sabotages sales presentations and what salespeople can do to deliver more successful and engaging presentations that get them to “yes”. The fear of failure and rejection can sabotage sales presentations and affect performance...
Sep 25, 2023•1 hr 19 min
Delivering A Next-Level Customer Experience In this Sales Gravy Podcast, Jeb Blount talks to Clare Dorrian, SugarCRM’s CMO, about putting people first, building human connections, and prioritizing the customer experience in a saturated market. Clare shares expert insights on outbound prospecting, multi-channel engagement, and building a strong sales culture. Their conversation covers a range of topics, including the evolution of sales and marketing, the role of relationships in modern selling, a...
Sep 16, 2023•22 min
A Great Modern Seller Leverages These 5 Skills In this podcast, Jeb Blount and Amy Franko discuss the importance of modern sellers having strong business acumen and an ownership mindset. They emphasize the value of being able to provide insight to executives based on knowledge of their organization, rather than regurgitating information that can be found online. They also discuss the importance of discipline and habits in maintaining success as a salesperson, especially when working from home. F...
Sep 08, 2023•36 min
If You Don’t Take Action, You Won’t Get Results In this episode of the Sales Gravy Podcast, Jeb Blount and David Newman, author of Do It! Marketing and Do It! Selling , discuss exactly how to connect and engage with decision makers and avoid the “middle management trap”. One of the most effective approaches that salespeople can leverage to close bigger deals is using interviews as a sales strategy to gather intelligence, build relationships, and connect with high-level decision makers. Through a...
Sep 01, 2023•1 hr 10 min
Mastermind Group Incredible Asks Jeb Blount Their Toughest Sales Questions In this episode of the Sales Gravy Podcast, Mastermind Group Incredible asks Jeb Blount their real-life questions as he provides solutions to overcome their toughest sales challenges. Some of their questions include: standing out in a final round interview process, targeting and selling into larger accounts, losing to a competitor, and ways to contact hard-to-reach stakeholders on LinkedIn. Whether you’re a solopreneur, s...
Aug 25, 2023•1 hr 8 min
Curiosity Is Your Key To Effective Cold Calling On this episode of the Sales Gravy podcast, Ulysses Price, filling in for Jeb Blount, interviews Chris Beall, CEO of ConnectAndSell. ConnectAndSell is a software service that helps salespeople initiate conversations with prospects. Beall explains how market dominance and the humble cold call are connected. His prospecting philosophy requires the salesperson to build trust and demonstrate curiosity, master the first few seconds of the conversation t...
Aug 19, 2023•55 min
Building and Leading a Successful Sales Team On this episode of the podcast, Allison Walsh, Vice President of Business Development and Branding for Advanced Recovery Systems, a national behavioral healthcare company, discusses her experience in building and leading a successful sales team. Starting as the second employee of the company, she has been instrumental in its growth to a team of a thousand and counting. The organization offers inpatient substance abuse treatment, mental health treatmen...
Aug 11, 2023•57 min
Sales Training Is An Investment In YOU In this episode of the Sales Gravy Podcast, Jeb Blount is joined by Sarah Browner, the Global Sales Enablement Manager at Adobe. If you are a sales leader, sales enablement professional, or training facilitator, you will want to tune in for their conversation about keeping learners engaged and using feedback to improve enablement initiatives. As for salespeople, you’ll find out why it’s critical to continue advancing your skills and investing in yourself th...
Aug 05, 2023•17 min
Emotional Intelligence Is A Sales Superpower On this episode of the Sales Gravy Podcast, Jeb Blount sits down with Robin Hills, a business psychologist and expert in emotional intelligence from the UK. Emotional intelligence is the ability to combine thinking and feelings to make good decisions and build high-quality relationships. Emotional resilience is essential in sales, and it involves understanding and managing your own emotions to influence the emotions of others. Mental resilience is als...
Jul 28, 2023•42 min
Great Sales Messaging Isn’t Rocket Science On this episode of the Sales Gravy Podcast, Jim Karrh, Ph.D. and Jeb Blount discuss the essentials of sales messaging, how poor communication skills damage your brand, the stories we tell ourselves and our prospective customers, and what the advent of automation tools like Chat GPT means for salespeople. You’ll learn how to translate marketing messages into effective sales conversations, whether in person, virtually, or over the phone. Prioritize positi...
Jul 21, 2023•1 hr 13 min
On this episode of the Sales Gravy podcast , Sales Mastermind Group “Awesome” asks Jeb Blount sales questions. If you’ve ever had a question you wanted to ask Jeb then you’ll love this episode. It’s free flowing, insightful, and informative. There is so much to learn from this episode including: – How to get more prospecting done in less time. – Building targeted prospecting lists and leveraging social proof to get engagement. – Keys to building better prospecting lists. – How to be more confide...
Jul 14, 2023•1 hr 3 min
