Sales Gravy: Jeb Blount

On this podcast, Jeb Blount and Lee Salz discuss tips and tactics for standing out and grabbing the attention of hard-to-reach prospects.

In part four of this multi-episode series on how differentiation can give you the winning edge in sales, Jeb Blount, author of Objections, and Lee Salz, author of Sales Differentiation, discuss the power of discovery and how to use positioning questions to gain control of the conversation and separate from your competitors.

In part three of this multi-episode series on how differentiation can give you the winning edge in sales, Jeb Blount, author of Objections, and Lee Salz, author of Sales Differentiation, discuss how stories evoke emotions and set you apart from your competitors.

In part two of this multi-episode series on how differentiation can give you the winning edge in sales, Jeb Blount, author of Objections, and Lee Salz, author of Sales Differentiation, discuss some of the biggest mistakes salespeople make.

In this multi-episode series Jeb Blount, author of Objections, and Lee Salz, author of Sales Differentiation discuss tips, techniques, and mindsets that set you apart from your competition and give you the winning edge.

On this podcast, Jeb Blount and MixMax CRO – Don Erwin – discuss Discovery and why this crucial part of the sales process is the real key to closing the sale.

Leaders must never forget that every action they take and word they speak is being analyzed by their people for meaning.

On this podcast, Jeb Blount shares the real secret to emerging from a sales rut.

On this Sales Gravy Quick Tip, Jeb Blount teaches that it takes just as much energy to think small as it does to think BIG.

On this podcast, Jeb Blount (Fanatical Prospecting) and Kody Bateman (The Human Connection) discuss why intentional focus on connecting human-to-human is essential for success in both prospecting and sales.

On this Sales Gravy Quick Tip, Jeb Blount explains why optimism is fuel for winners. You will love this story!

There will always be people who are smarter than you, stronger than you, more talented than you, and more advantaged than you. But no one should ever be able to out hustle you.

We live in a society that thrives on the 24 hour news cycle where there always seems to be an endless stream of stories about leaders gone bad. In the midst of this barrage, it is easy to lose faith that leaders can actually do good and serve others and that men and women of character still exist.

Sales is a grind filled with ups and downs. In this grind it is easy to allow your attitude to turn sour. But doing so can sink your sales day and put your career in jeopardy. On this podcast, Jeb Blount gives you three tips for maintaining a strong and positive attitude.

On this podcast, Jeb Blount gives you a four part framework for sales conversations that keeps you in control, builds deep emotional connections with your stakeholder, and allows you to listen and uncover problems.

On this Sales Gravy Quick Tip, you will learn why becoming content after achieving a goal can keep you from reaching your true potential.

On this Sales Gravy Quick Tip, Jeb Blount introduces you to the five levers of effective leaders. This is how you get people to follow you!

The holiday season holds peril for sales professionals who let their guard down and discipline slip. In this podcast, Jeb Blount teaches you exactly what to do to outsell the holidays.

On this Sales Gravy Quick Tip, Jeb Blount gives you the real secret to living a long, healthy, and happy life.

Are you boring your prospects and customers because you are talking rather than listening?

On this Sales Gravy Quick Tip, Jeb Blount explains why leadership is personal, and why leaders must engage their people at the human level.

Discipline with time means giving up what you want NOW for what you want MOST. When you master time, you reduce stress, make your number, and improve your quality of life.

The difference between average salespeople and UHPs is, more often than not, their mindset about prospecting and pipeline.

In this podcast, Jeb Blount tells the real truth about why you suck at prospecting and gives you the tips, tactics, and techniques you need to keep your sales pipeline full.

On this episode Jeb Blount and Kevin Eikenberry give you best practices and actionable tactics for leading and managing remote employees.

In sales, you are always on stage. Prospects watch your every move to determine if you are trustworthy. Here’s why trust is the currency of sales.

Red Herrings derail sales calls and cause you to lose control when not handled effectively. On this podcast, Jeb Blount teaches you why you should avoid chasing red herring objections at all costs.

In part four of this impactful conversation on sales negotiation strategies and tactics, Jeb Blount and Patrick Tinney help you become a more effective negotiator.

Jeb Blount and Patrick Tinney continue their conversation on sales negotiation and examine specific sales negotiation techniques and tactics.

In Part Two of Unlocking Yes, Jeb Blount and Patrick Tinney dive deeper into strategies that will help you become a better, more effective negotiator.

Every sales professional must negotiate at some point in the sales process. This is Part One of a conversation with Patrick Tinney, negotiation expert and author of Unlocking Yes.

On this podcast, Jeb goes head to head with the great Jeffrey Gitomer on some of the toughest objections faced by sales professionals.

Rejection points you in the right direction. It toughens you up and makes you stronger. It tells you when you are on to something big!

Winging it in sales is stupid. For this reason you must always plan for each sales call. On this podcast, Jeb gives you the 4 pre-call questions you must answer before your next sales meeting.

On this podcast, Jeb Blount and Chris Beall (CEO of ConnectAndSell) discuss the keys to getting real ROI from your sales organization.

Building relationships with stakeholders who make and influence buying decisions in your deals is key to gaining a competitive advantage.

In this podcast, Jeb Blount discusses how to get Psyched Up for sales with psyched up Dan McGinn.

Jeb Blount and Izabella Bray (ClearSlide) discuss how to engage prospects and accelerate sales pipeline velocity with powerful messaging.

The Social Proof Heuristic is a powerful way to minimize fear. On this podcast, you’ll learn how to leverage it to make it easy for your buyer to move forward.

When prospects put up emotional walls and smoke screens that impede discovery, this technique can get them to open up and tell you everything.

Referrals are higher quality leads, easier to close, and shorten the sales cycle. And, most salespeople never ask for them. In this podcast with Joanne Black, you learn how to build your pipeline with referrals.

Whenever you have a dream or goal there will always be someone there to steal your joy or put up road blocks. It is crucial that you learn to use these losers and haters as fuel and never allow them to get in your way.

On this podcast, Jeb Blount and Chris Beall (CEO of ConnectAndSell) discuss why salespeople are afraid of the phone and how to sell to the invisible stranger.

The reason salespeople fail to get what they want is they fail to ask. Instead of asking they beat around the bush and passively wait for their prospect to do the work for them. Asking is the most important discipline in sales and failing to ask means you fail.

In one of our most intense podcast episodes ever, Jeb Blount and Alex Goldfayn discuss why salespeople who want to make more money must re-learn how to use the phone.

The fourth quarter is prime time for sales teams. Manage Q4 well and you’ll make your number and more. Manage it poorly and you’ll pay for your mistake well into the new year.

For leaders, nothing is more important or critical than trust. If people do not trust you, they will not follow you.

On this podcast episode learn the keys to leading and coaching ultra-high performance from respected sales thought leaders, Jeb Blount and Alice Heiman.

If you are using these three words you need to stop. They add no value, trigger reflex buyer scripts, and stall your deals in the pipe.

On this podcast episode, Jeb Blount and sales leadership guru, Ken Thoreson, discuss how and why modern sales management has changed and where sales leaders need to place their focus to be successful.