Sales Gravy: Jeb Blount

When it comes right down to it, there is only one question that matters in life. On this podcast episode Jeb Blount tells the story of  how a rag-tag, under-dog football team learned this lesson and how to apply it to your life.

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In sales, its easy to become the buyer’s little puppet – they pull the strings and you dance. On this podcast episode you will learn how to use engagement tests, take aways, and emotional detachment to flip the script and gain control of the sales process.

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When buyers are not engaged at the emotional level your deal will stall. This is why ultra-high performers are constantly focused on building emotional connections with stakeholders.

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On this final installment, Jeb Blount and Tom Hopkins discuss the keys to becoming a Sales PROFESSIONAL.

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For many salespeople, the fear of getting a no is real and holds them back. In part four of Jeb Blount’s interview with Tom Hopkins, they discuss sales objections and what to do when buyers say no.

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In part three of Jeb Blount’s conversation with the legendary Tom Hopkins, they discuss the power of follow up and why you need to prospect so that you no longer need to prospect.

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In part two of Jeb Blount’s interview with the legendary Tom Hopkins, the two discuss the power of setting and writing down goals and, why you should never give up on your dreams.

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Jeb Blount and Tom Hopkins discuss leveraging the Yes Strategy for getting past the fear of rejection.

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Each working day salespeople are surprised to find out, after investing blood, sweat, and tears, and of course promises to the boss, the account they have been working on will not close. But, walking away from a bad deal is one of the hardest things to do in sales. On this podcast episode Jeb Blount explores the pitfalls of poor qualifying and throwing good money after bad.

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As individual contributors top Sales Professionals have the luxury of only thinking about themselves. They can selfishly protect their own interests, act as lone wolves, and win at the expense of others. But as Sales Managers the words I and me no longer work. On this podcast episode, Jeb Blount author of People Follow You, discusses how new sales manager must make the shift from sales rep to leader.

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On this podcast episode Jeb Blount and Brandon Bruce, COO of Cirrus Insight, discuss how to get the most out of the modern CRM.

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Despite all of the bright, new, shiny apps and digital tools that promise to make sales easier, a failure to focus on and embrace the basics and fundamentals is a sure path to mediocrity and eventual failure. On this podcast Jeb Blount challenges you to answer 21 questions that lead to sales success.

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Your CRM can either be your most valuable sales tool or your greatest waste of time. It depends on how you treat it and your mindset about it. On this podcast episode Jeb Blount explores why salespeople choose not to leverage the CRM and why this is a big mistake.

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It often feels like life would be better without competitors. But more often than not, our hated competitors make us better, stronger, faster, and more agile. Change your mindset. Change your game.

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On this podcast episode, Sales Gravy’s Jeb Blount discusses the key to blending social media into your sales day to keep the pipe full and close more deals.

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Many salespeople become so comfortable with bad habits that they continue to repeat these behaviors even when faced with overwhelming evidence that a habit is causing them to fail.

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Ultra-High Sales Performers are masters at levering sales specific emotional intelligence to bend win probability in their favor and gain a decisive competitive advantage.

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You have done it. I have done it. And most of us will do it again. We ask this question without considering the consequences – which almost always turn out badly. On this podcast episode, Jeb Blount discusses the one question ultra-high performing sales professionals never ask.

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The most pressing issues facing sales professionals and sales leaders are, Prospecting, Pipeline, and Productivity. In this exclusive re-broadcast of VSKO17, four of the world’s most cutting edge thought leaders, shatter modern day sales productivity myths that are holding you back and give you their secrets for closing more sales and increasing your income.

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On this podcast episode Jeb Blount answers the number one question we get about prospecting and gives you the secret to timing your telephone prospecting calls.

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Stalled deals are the bane of the sales profession. The number one reason why deals stall is the failure to get to the next step. On this podcast episode, Anthony Iannarino and Jeb Blount discuss the keys to getting next steps and micro-commitments in the sales process.

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People buy on emotion and justify with logic. In fact, human emotions have a massive impact on buying behavior. On this podcast episode, Jeb Blount discusses why ultra-high performing sales professionals are astute students of human behavior and emotions.

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What is the most persuasive communication style in sales? How to you draw your prospects in and keep their attention during sales calls and presentations? Jeb Blount answers these questions and more on this Sales Gravy podcast episode when he interviews Paul Smith, the author of Sell With a Story.

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On this episode of the Sales Gravy podcast, Kendra Lee and Jeb Blount discuss cold email prospecting techniques. Kendra Lee is the author of The Sales Magnet and one of the top experts on email prospecting. Jeb Blount is the author of the mega-hit book Fanatical Prospecting.

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