On this episode of The Sales Gravy Podcast , Jeb Blount Jr.had the pleasure of speaking with Pablo Pefaur, a seasoned sales professional who specializes in the Latin American market. Pablo shares some key insights on prospecting, the importance of follow-ups, and cultural nuances that every salesperson should know. Key Takeaways: – Value of Outbound Conference : The Outbound Conference 2024 is a critical event for sales professionals, focusing on productivity, prospecting, and performance. – Hel...
Sep 10, 2024•18 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 Jr. sits down with Dre Baldwin, a former professional basketball player in the NBA turned business guru to discuss why sales professionals who adopt an opportunistic mindset have greater long-term success. Key Takeaways – Importance of Personal Initiative : Personal initiative is crucial for success. It involves taking proactive steps, like attending event...
Sep 05, 2024•49 min
On this episode of The Sales Gravy Podcast , Jeb Blount Jr. sits down with Dayna Williams to discuss cutting-edge strategies for sales success. She gives expert insights on how to develop a winning sales culture, boost your team’s performance, and leverage the power of Sales Gravy University for unparalleled training opportunities. Key Takeaways – Shift from Episodic Training : Traditional sales training has often been episodic, focused on reactive, one-time events that don’t drive long-term beh...
Aug 29, 2024•36 min
On this episode of the Sales Gravy podcast , Jeb Blount sits down with sales coach Cheryl Parks to discuss why modern sales professionals need to shift from traditional selling to a more consultative and insightful approach that leverages business acumen, industry knowledge, and the right questions. You’ll learn the keys to differentiating yourself and gaining a competitive advantage by becoming a trusted advisor. Key takeaways include: Business Acumen is Crucial : Sales professionals need to de...
Aug 28, 2024•35 min
On this episode of the Sales Gravy Podcast, master sales trainer Gina Trimarco sits down with Neil Rogers, author of “Bar Tips” and a veteran in sales and marketing. Their conversation provides invaluable insights into how experiences from seemingly unrelated fields, like bartending, can significantly impact your sales performance. Neil Rogers, with his diverse background spanning from bartending to high-level sales roles across various industries, brings a unique perspective to the table. His j...
Aug 28, 2024•51 min
On this episode of The Sales Gravy Podcast , Jeb Blount sits down with sales coach Cheryl Parks to discuss how she used skills like resilience, empathy, adaptability, relationship-building, continuous learning, and goal-setting to enhance sales performance. You’ll learn how to turn every experience into an opportunity for growth and success. Key Takeaways: – Resilience is Crucial: Use rejection as a learning opportunity rather than a setback. Analyze what went wrong and apply those lessons to im...
Aug 22, 2024•49 min
On this episode of the Sales Gravy podcast , Jeb Blount sits down with Victor Antonio, Sales Gravy University Instructor, to debate the future of human interaction in sales, emphasizing why personal connections remain pivotal in an increasingly automated world. You’ll listen to their engaging discussions and thought-provoking perspectives on the intersection of sales and artificial intelligence (AI). Key Takeaways: – AI and Buying Windows : The conversation highlights the potential of AI in iden...
Aug 15, 2024•1 hr 34 min
On this episode of the Sales Gravy Podcast , Jeb Blount Jr. sits down with Founder and Sales Leader Advisor, Nigel Green, to discuss his approach to hiring elite salespeople by using his four rules. Nigel teaches us that the only skill a sales leader should have is the ability to hire elite salespeople. Elite salespeople don’t find us, we have to go find them. Key Takeaways Hiring Challenges : Many VPs of sales and CEOs find hiring salespeople to be one of their biggest challenges, as they striv...
Aug 08, 2024•22 min
On this episode of the Sales Gravy podcast , Jeb Blount sits down with author and speaker, Carole Mahoney, to discuss her path to becoming an entrepreneur by using a buyer first approach. Carole teaches us that when it comes to sales, you’ve gotta get out of your own head. It’s not about you, your quota, or even how great your product is. It’s all about the customer. You have to put yourself in their shoes and understand what they are really after. Ditch the rehearsed pitch and have a real conve...
Jul 31, 2024•43 min
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
