For me, the last full week of the year has always been the chance to pause, take a break from the grind of selling, and really think about what happened over the past year—the good, the bad, and the ugly. If you are anything like me and do the same, there are two ways to look back on your last twelve months. You can do so with regret or reflection. These two opposing lenses are vastly different in the way they affect your view of where you’ve been and where you are going. Regret Let’s start by u...
Dec 23, 2024•12 min
In this episode of The Sales Gravy Podcast , discover how Alex Niswander used the Fanatical Prospecting framework to maximize outreach and build meaningful client relationships. Learn about creative touchpoints, High-Intensity Prospecting call blocking (HIPs), and actionable tips to fill, move, and close your sales pipeline effectively. Key Takeaways: – Multiple Touchpoints for Better Engagement : Combining weekly calls, text messages, and video messages in a month-long sequence creates many cel...
Dec 19, 2024•49 min
Over the past two months, the team at Sales Gravy has been working hard on our business plan for next year. Like so many other companies, we build an annual business plan because we need to know where we’re going and how to get there. We’re not leaving our fate to chance. Our business plan is the compass that helps us navigate and stay on track to reach our goals. Randomness is the Enemy of Effectiveness But what about you? Have you ever stopped to think that you need the exact same thing for yo...
Dec 16, 2024•12 min
In this episode of The Sales Gravy Podcast , Jeb Blount, Jr. welcomes Kirk Richardson, author of Craft Beer Country , to dive into the world of craft beer, exploring trends, challenges, and the rise of IPAs. Discover how the craft beer industry has blended innovation and tradition to become a cultural phenomenon. Key Takeaways: – Resilience in Craft Beer Market : Despite challenges in the beer industry, craft beer gained a 13% increase in market share in 2023, weathering the storm better than la...
Dec 12, 2024•1 hr
Learn how to sell more at the end of the year by helping small and medium-sized businesses (SMBs) reduce their tax bill while making strategic investments in their company on this Money Monday episode of the Sales Gravy Podcast . If you’ve been looking for a way to hit or exceed your annual quota, qualify for President’s Club, or simply earn a bigger paycheck or bonus, focusing on SMBs in the final weeks of the year might give you the edge you need. SMBs are Motivated to Reduce Taxes In the Unit...
Dec 10, 2024•12 min
In this episode of The Sales Gravy Podcast , Jeb Blount interviews Keith Peiris, CEO of Tome, to discuss how AI is transforming sales, from prospecting and building lists to crafting personalized emails and uncovering hidden opportunities. Key Takeaways: – Understanding Strategic Alignment is Key: Successful enterprise sales go beyond impressing with technology. It is essential to understand a prospect’s business strategy and align solutions with their key initiatives. – Effective Discovery is M...
Dec 05, 2024•51 min
In this episode of the Sales Gravy Podcast , I highlight a key sales opportunity as we approach the final stretch of the year. There is no doubt that this has been a strange year, right? With the election, inflation, and so much uncertainty a lot of businesses held back on spending – even though, as a whole, the economy was pretty good. Now that the election is over, these same businesses have a budget left over that they need to spend before the end of the year. Buyers are in a Good Mood The go...
Dec 02, 2024•4 min
In this episode of The Sales Gravy Podcast , Jeb Blount Jr. sits down with sales guru Kristie Jones as she shares her secrets to success, including powerful mindset shifts and strategies to unlock your full potential. Key Takeaways: – The Importance of Positivity in Decision-Making : Positive decisions about entering a sales role, rather than trying to escape a current job, can lead to more fulfilling outcomes. Sales success often comes when you’re focused on going toward something, not just get...
Nov 21, 2024•40 min
In this lively episode of The Sales Gravy Podcast , Jeb Blount welcomes Patrick “Pops” Garrett, Founder & Chief Drinking Officer of DrinkCurious , to explore the unique intersection between bourbon tasting and sales engagement. Key Takeaways: – Virtual Tastings as Sales Hooks : Virtual bourbon tastings became an effective “hook” to attract attendees to sales demos, webinars, and client meetings, increasing engagement and helping to break through typical sales communication noise. – Engagemen...
Nov 14, 2024•1 hr 31 min
In this episode of The Sales Gravy Podcast , Jeb Blount sits down with Andy Matheou from RHM Staffing to dive deep into the challenges and triumphs of selling in the staffing industry. Andy shares his journey from individual contributor to a leadership role, offering invaluable insights on hustle, resilience, and the unique demands of staffing sales. Key Takeaways: – Early success in sales can be attributed to a strong work ethic, with long hours and dedication playing a significant role in care...
Nov 07, 2024•46 min
On this episode of The Sales Gravy Podcast , host Jeb Blount Jr. and guest Neil Cameron discuss the evolving landscape of B2B sales, focusing on how to adapt to millennial buyers, the importance of authenticity in digital sales, and strategies for building trust in the modern sales environment. Neil emphasizes the significance of understanding buyer psychology in today’s digital age. Key Takeaways: – Shift from Traditional Sales to Digital Proficiency : The old sales model is broken. Sales profe...
Oct 31, 2024•25 min
Join host Jeb Blount Jr. as he welcomes legendary sales expert, Mark Hunter, to The Sales Gravy Podcast ! In this episode they dive into actionable Outbound strategies, discuss the latest AI trends, and reveal why authentic relationships are the cornerstone of every successful sale. Key Takeaways – Success in outbound selling relies on maintaining strict discipline, consistent activity, and following a structured process to keep momentum and drive results. – Results in prospecting don’t happen o...
Oct 29, 2024•29 min
On this episode of The Sales Gravy Podcast , JBJ sits down with Amy Franko, a sales expert specializing in the mid-market, to discuss pipeline velocity, qualifying deals, and the importance of asking the right questions in sales. Amy shares her insights on how to overcome common sales obstacles and provides practical advice for improving sales performance. Key Takeaways: – Pipeline Velocity as a Critical Metric : Pipeline velocity is essential for sales success, particularly in the mid-market se...
Oct 24, 2024•31 min
In this episode of The Sales Gravy Podcast , host Jeb Blount Jr. sits down with LinkedIn expert and OutBound speaker Brynne Tillman to discuss the keys to leveraging LinkedIn for sales success. Brynne shares essential information on avoiding common mistakes like the dreaded “pitch slap,” the importance of personalization over automation, and how to truly engage with prospects on LinkedIn. Key Takeaways: – LinkedIn as a Networking Tool : Approach LinkedIn interactions like networking at an event....
Oct 22, 2024•17 min
Join Jeb Blount Jr. and, special guest, Anthony Iannarino on The Sales Gravy podcast as they dive deep into the world of sales. Discover the secrets to successful outbound strategies, learn how to elevate your executive briefings, and gain valuable insights on navigating a potential recession. Key Takeaways: – Behavioral Changes for Success : Incremental improvements and a willingness to change behavior are critical for success in sales. Consistent effort, particularly in prospecting, is emphasi...
Oct 22, 2024•17 min
On this episode of The Sales Gravy Podcast , Jeb Blount Jr. and special guest Victor Antonio, renowned sales expert and author, dive deep into the world of sales, AI, and mindset. Victor offers valuable insights on how to leverage cutting-edge technology to boost your sales productivity, overcome common challenges, and achieve peak performance in 2024 and beyond. Key Takeaways: – The Role of AI in Sales : Sellers are being inserted deeper into the sales process, with AI managing much of the earl...
Oct 15, 2024•27 min
On this episode of The Sales Gravy Podcast , Lucy Beth Adams sits down with Master Sales Trainer, Jessica Stokes to discuss her journey in sales, from her early days in cold calling to becoming a top trainer. She offers valuable insights on maintaining customer relationships, handling objections, and staying motivated in a challenging sales career. Key Takeaways: – Facing Rejection with Determination : Early sales careers can involve a lot of cold calling, rejection, and setbacks. However, havin...
Oct 10, 2024•35 min
In this episode of The Sales Gravy Podcast , host Brad Adams interviews Stephen Drum, a retired Navy SEAL Master Chief, renowned keynote speaker, and author. Drum shares his unique insights on leadership, team building, and performance under pressure, drawing from his extensive military experience and his work as the co-creator of the US Navy Warrior Toughness program. Key Takeaways: – Agility in sales involves being prepared to pivot and adjust based on the situation and the customer’s needs. –...
Oct 07, 2024•37 min
Sales professionals are always looking for fresh strategies to boost their performance and outshine the competition. Surprisingly, one key factor that’s often neglected is their physical fitness for sales. On this episode of the Sales Gravy Podcast , Jeb Blount discusses how physical fitness impacts sales success with online fitness coach Josh Hulsebosch . Key Takeaways – Importance of Posture : Maintaining a “proud posture” is crucial for both physical health and psychological confidence during...
Sep 26, 2024•1 hr 12 min
In this episode of The Sales Gravy podcast , Jeb Blount Jr. hosts Barrett King, Senior Director of Revenue and Partnerships. In this episode they dive into key insights on building effective sales training, the importance of a well-defined go-to-market strategy, and the power of partnerships to drive customer success. Barrett’s approach to how sales enablement and partnerships can dramatically reduce the time it takes for a sales team to become proficient, creating stronger, faster results. Key ...
Sep 19, 2024•41 min
On this episode of The Sales Gravy Podcast , host Jeb Blount sits down with sales expert Brian Parsley to tackle one of the most common objections faced by sales professionals—price. Brian shares actionable strategies on how to shift conversations away from price and towards value, helping salespeople overcome objections and close more deals. Key Takeaways: – Understanding Communication Styles : Everyone has their own unique communication style, whether direct, indirect, consensus-building, or e...
Sep 12, 2024•37 min
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
