100 episodes

Jeb Blount is the bestselling author of People Buy You and an internationaly recognized expert on sales. He believes that Sales Professionals are the Elite Athletes of the Business World. On the Sales Gravy podcast Jeb teaches you how to open more doors, close bigger deals, and rock your commission check.

Sales Gravy: Jeb Blount Jeb Blount

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    • 4.4 • 16 Ratings

Jeb Blount is the bestselling author of People Buy You and an internationaly recognized expert on sales. He believes that Sales Professionals are the Elite Athletes of the Business World. On the Sales Gravy podcast Jeb teaches you how to open more doors, close bigger deals, and rock your commission check.

    Blending Text Messaging Into Your Account Management Process

    Blending Text Messaging Into Your Account Management Process

    The Fine Art of Blending Text Messaging Into Your Account Management Process

    I love blending text messaging into my account management process. As a communication tool, it’s fast, efficient, less formal than email, and allows for arm’s-length, nonintrusive, synchronous communication that still feels personal. 



    There are two reasons why blending text messaging into your account management process works:



    It’s mobile. Text messaging is integrated into the mobile and wearable devices that are attached to us 24/7. These are the primary communications devices in our lives and businesses. Everyone has a mobile phone, and for Apple users, text is integrated across all devices and desktops.  

    It’s treated as a priority. One of the key reasons why text messages work so well is that most people feel compelled to read and/or respond to them immediately.  



    Text is a Versatile For Account Management

    Text messaging is extremely versatile virtual communication channel. You can attach videos, images, voice messages, and links to articles and resources. And, when the person you are texting is not available, texting shifts from synchronous to asynchronous communication. 



    For account management and communicating with customers text messaging is a tremendous tool. It helps you nurture and maintain relationships, keeps customers updated, and allows you to quickly respond to concerns from anywhere. 



    It's for these reasons that text messaging is the perfect virtual communication channel to blend into your account management system and process. Text messages are an easy way to: 



    Check the pulse of your accounts

    Show appreciation

    Send account updates and data.

    Send insight and educational resources.

    Keep key contacts apprised of shipments and order information.

    Be proactive with solving issues.

    Send offers and specials.



    The real key to blending text into your account management process is ensuring that your text messages are intentional, systematic, and part of an account management plan

    The Truth About Why You Really Lose Accounts

    A brutal truth is that most customers are lost because of neglect. Not prices, not products, not the economy, not aggressive competitors. Neglect!



    Neglect happens slowly. It creeps up on customer relationships. 



    Salespeople delude themselves into believing that if their customers are not complaining, they must be happy. So, they spend all of their time putting out fires and dealing with squeaky wheels, all the while ignoring accounts that that don’t raise their hand. 



    Wrapped up in this warm blanket of delusion, salespeople swing the door open and invite competitors in.

    Assume Every Account is At Risk

    Aggressive competitors don’t miss an opportunity to displace salespeople who neglect their customers. When you fail to proactively anchor your customer relationships, those competitors slip through and encourage buyers to consider other options. 



    This is exactly why you must never lose sight of the long-term consequences of neglecting accounts. 



    Relationships matter and must be protected against an onslaught of competitors. You must not take any relationship for granted. Assume that every customer and every relationship is at risk. 



    I’m not saying this is easy. One of the hardest things to do is keep your fingers on the pulse of your customer base. 



    Quarterly business reviews and other formal meeting are time consuming. You probably have a large account base and you can’t possibly meet with everyone. Every single day you are putting out fires and dealing with immediate customer service issues. 

    Pay Attention to Your Accounts

    The good news is the one secret to defending your accounts is completely i...

    • 7 min
    The 2 Sales Follow Up Superpowers

    The 2 Sales Follow Up Superpowers

    Sales Follow Up Superpowers

    On this Sales Gravy Podcast episode Jeb Blount (Virtual Selling) and Jeff Shore (Follow Up and Close the Sale) discuss the two sales follow up superpowers: Speed and Personalization.



    The brutal truth is that salespeople have a big problem with follow up and it is holding them back. The good news, is this is a problem that is easy to fix.



    On this episode you'll actionable tips and tactics that will instantly improve your sales follow up skills.







    BONUS: Download our FREE How to Manage Your B2B Sales Team From Home guide to get the scoop on how top sales leaders are getting more productivity from their remote sales teams.







     

    • 38 min
    The Cumulative Impact of Small Actions Every Day | 5 Minute Selling – Part 4

    The Cumulative Impact of Small Actions Every Day | 5 Minute Selling – Part 4

    On this episode of the Sales Gravy podcast,  Jeb Blount (Virtual Selling) and Alex Goldfayn (5 Minute Selling) discuss the massive impact of small actions, done a little bit, every day. Listen to the other episodes in the series: Part One | Part Two | Part Three

    Jeb – Does Faith Matter in Sales?

    Alex, I've got a question for you about faith. This is not a religious question. It's a faith question.  



    You are very convincing human being. You say that sales can be done in 5 minutes a day. Talk to people, call old customers, run the system. It works. 



    So, I do it one day. Nothing happens. Then do it the next day and nothing happens. I do it the next day and still nothing happens. Then by the 4th day I'm like, “Alex told me to do this stuff, and I made these phone calls, but I didn't sell anything. So, I’m going back to sending emails because that’s easier.” 



    How important is faith in the system, over a long period of time, to actualizing the five-minute selling process? 

    Alex – On Faith in Yourself

    Great question. Faith is a great word in sales.  Faith in the system is really about faith in yourself.  



    This is important because, in sales we deal with failure and overcoming failure is the key to success. 



    Faith is continuing to do the right things even when they're not working as well as you would like, because they are still the right things.   



    In the book I have a two-week challenge: Give me 5-minutes a day for two weeks - that's 50 minutes over 10 days. That is just five proactive outbound prospecting calls a day.  



    If you do that for two weeks, you will find more open opportunities and more close opportunities. It’s just two weeks of faith and here is no way that you won't improve your sales position.  

    Jeb– On The Cumulative Impact of Small Actions

    It's all about cumulative impact. The cumulative impact of small actions every day. Over time, these small actions add up to real numbers.  



    But this requires faith because you can't prospect for a day, you can't do follow up for a day, you can’t do anything for a day and expect everything to suddenly change. It just doesn't work that way. You've got to do a little bit every day and keep doing it over time.  



    Now let me give you the flip side of this question. What happens when it starts working? 



    Salespeople have a bad habit of quitting the things that are working. Let's just say that I give you the two weeks and then it starts working. Then suddenly my pipeline is a little bit bigger, the deals in my pipeline start to move. Suddenly people are actually spending time with me and we’re having conversations.  



    What happens then? I get busy and then I quit. How do I make sure that I don't stop doing what's working? 

    Alex – Staying On Track With Small Daily Actions

    You're totally right. Salespeople are busy. They're not sitting around. Therefore, the answer is you must schedule proactive, outbound sales calls into your day.  



    Mark Twain said, “if you're gonna eat a frog, you might as well eat it first thing in the morning 'cause it's not gonna taste any better later in the day.”  



    Firstly, do it first thing in the morning - at 8:00 or 8:30 or at 9:00. By 10:00 o'clock you want to be long done with this.  



    Second, what do you do if you miss a day? The next day you come back to it and you get right back on track.  



    It's like if you have a bad eating day. I've been trying to lose some weight. Yesterday was my wedding anniversary. My wife and I went out to eat and celebrate 19-years. We had a gigantic meal, and a huge dessert. I ate like a jerk, but it was awesome - a fabulous meal.  



    So, my weight loss effort over? Am I done? Am I just going to give up and go back to the to the chips and the an...

    • 17 min
    Break Your Fear of Rejection Into Doable Doses | 5 Minute Selling – Part 3

    Break Your Fear of Rejection Into Doable Doses | 5 Minute Selling – Part 3

    On this episode of the Sales Gravy podcast,  Jeb Blount’s (Virtual Selling) and Alex Goldfayn (5 Minute Selling) offer a simple strategy for overcoming your natural fear of rejection by breaking it into doable doses.

    Jeb On Breaking the Fear of Rejection Into Doable Doses

    Human beings fear rejection. We hate and avoid rejection at all costs. But, in Sales, your job is to go out and find rejection and bring it home.  



    However, when you break your fear of rejection into doable doses, it gets easier to handle because, over time, when you face a fear repeatedly, you gain obstacle immunity.  

    Alex On Using the Phone

    Yesterday I had a video call set up with prospect. It was at the end of a long day of video calls. You know, where everybody is a little box on the screen, right? My brain was tired of being on camera, I just wanted to walk around with my phone - just put my feet up and not be on a camera.  



    In some cases, I feel like there's more dimension and depth to a phone call as compared to a video call. 



    If you can get good at the telephone you will put so much distance between yourself and the 95% of sales people who don't do well on the telephone, that they will never be able to catch up with you.  



    That's how important the telephone is right now. 

    Jeb On Blending

    It’s about blending. Salespeople need to get used to the word blending because, blending is how we will be selling going forward. With Virtual Selling, it is about meeting the buyer where they are. You should use the communication channel that is right for the moment.  



    But salespeople are not having synchronous conversations – especially by phone – because they are afraid of being rejected.  



    This is exactly why I think your 5 Minute Selling System is powerful.



    If you just do it a little bit every day – even five outbound calls per day – you reduce these fears to a small part of your day. But, as you start facing that fear, a little bit every day, it will get easier for you to handle the rejection. 



    And basically, what you start doing, is building a chain of days in a row where you're investing in conversations with customers. 



    Think about it, 30-days of five minutes a day talking to your customers. What happens to your pipeline? Your business? Your income?



    What happens inside of you?  

    Alex On Asking More Often

    In baseball, if you fail 70% of the time, you go to the Hall of Fame. For salespeople, if you're failing 80 to 90% of the time, you're doing damn good! 



    So, when we try to avoid every single no, we don't give ourselves the opportunity to get the yeses that make us successful. 



    The salespeople who get the most no's, the ones who get the most rejection, are the ones who are most successful. Because, they're the ones who are asking the most. 



    It's simple. If you get the most no's you get the most yeses.  



    Thomas Edison said that many of life's failures are people who did not realize how close they were to success when they gave up. 



    So, if you've already been rejected eight times by this prospect, the ninth rejection is literally no worse. It's the same. There is no difference. 

    Jeb on High-Intensity Prospecting Sprints

    I'm working with a group right now and we are running high-intensity prospecting sprints. We're doing 10-minute phone blocks.



    It’s a simple cadence: 10-minutes, 10 dials, with a goal to set one appointment.  



    It's just so easy for people to rip off 10 dials. Leveraging this methodology allows them to get a whole lot prospecting done in a short period time with better outcomes.



    Because we break rejection into doable doses (10-minutes at a time) it’s easier for them to remain motivated and focused.

    • 14 min
    How to Eliminate Cold Calling By Talking With People You Know | 5 Minute Selling – Part Two

    How to Eliminate Cold Calling By Talking With People You Know | 5 Minute Selling – Part Two

    On this episode of the Sales Gravy podcast,  Jeb Blount's (Virtual Selling) and Alex Goldfayn (5 Minute Selling) teach you how to eliminate cold calling by talking with people you already know.

    Jeb: On Why Talking to People You Know Can Eliminate Cold Calling

    “Welcome back to part two of my conversation with author Alex Goldfayn about 5 Minute Selling Skills. On this episode, we discuss one of the greatest sources of new pipeline opportunities.   



    It's the people that you already know. Talking with the people you know is an easy way to eliminate cold calling.”

    Alex: On Planning Who You Will Call

     "I feel like we don't call people because we don't know who to call, right? Unless you're using a CRM perfectly, it's not going to tell you who to call. It's a list of names and numbers.  



    At the beginning of the week for five minutes, write down who you're going to call that week. For example, customers that just made an order with you.



    Right now, try thinking of five customers you haven't talked to in three months or more, you can't do it because you're not talking to them. They're not in your head.



    Customers who used to buy from you but stopped are another group of people that's very difficult to think of because they don't call you to break up with you. They just go away. You know, they go away quietly, so we need to plan who to call. 



    And then we have the whole rest of the week to call a few each day. If you don't want to call them directly send a text or email to set up that phone call.



    I think the only semi valuable use of email in the sales process job is to set up the phone call. Otherwise, it's nearly useless. In business to business, selling right and email is just slightly better than doing nothing at all.



    Plan your calls and then write down what happens. What did you say? What did they say and then? What's the dollar amount associated with that interaction?



    Because then once you fill that in, that becomes a goldmine that you can follow up on. The most successful people follow up a lot more than other people. 



    So, plan who to call and then track how those calls went and what was said and what the opportunity dollar value is. If you do those two things, each thing takes 5 minutes. The calls take 5 minutes. The things to say on the calls take 5 minutes. 



    How can you not grow if you're making hundreds of additional proactive communications a year?"

    Jeb: On Eliminating Cold Calling By Talking With Inactive Customers

    "It really is that simple.



    Let’s start with customers that just aren't doing business with you anymore. To me, this is the gold mind of all gold mines.



    When we're working with clients who want to accelerate growth, engaging inactive customers is almost always where we go first.



    I had one client, for example, that had a half a million inactive customers in their database. We pulled the list and just picked up the phone and started calling them. We did exactly what you said Alex. All we did was call them up to say hello.



    In one hour, we sold $1,000,000 in business.



    Now most of that was to one business that was expanding rapidly. We got the owner on the phone and the he was ready to buy. He said he was just about to put out an RFP."

    Alex: On the Rewards for Being Present

    "It was so hard for me not to jump in in the middle of that, I had to really practice my silence technique there because I got excited by what you were saying.



    You got that business sitting at that conference table because you were present and nobody else was. The guy even said I was just about to take his business somewhere else. But you're here, so I'm going to reward you with business



    If you're the customer,

    • 13 min
    Text Messaging is Not A Substitute for Talking With People | Five Minute Selling – Part One

    Text Messaging is Not A Substitute for Talking With People | Five Minute Selling – Part One

    On this Sales Gravy podcast episode Jeb Blount (Virtual Selling) and Alex Goldfayn (5 Minute Selling) discuss why text messaging is not a substitute for talking with people.



    This is Part One in our series on 5 Minute Selling - how to get a massive amount of sales activity done, a few minutes at a time.

    Just Texting It In

    On this episode Jeb tells the story of a lazy sales rep who lost his business that because he began "texting it in" rather than interacting by phone.

    "A year earlier, text became his primary channel. Where we used to talk, now he never called. He was no longer blending texting into his account management process; texting had become his account management process.

    If he had an upsell or special offer, he sent it via text. When it was time to restock, he sent a text.

    Soon, I started to feel that he was taking me for granted, like he felt he no longer needed to make an effort in order to keep my business.

    Sadly, for this account manager, one of his competitors called me. She invested in the relationship. I gave her a little of my business and she did a great job. As the business relationship bloomed, I gave her more and more of my business. Soon she had it all."



    Text Messaging is Not a Substitute for Talking With People

    This is the dark side of text messaging. It’s fast and easy, but it is not a substitute for talking with people and investing in relationships.



    Interpersonal communication is a combination of words, voice tone, body language, and facial expression.



    Since stakeholders cannot associate the words in your text messages with the context of your voice tone and facial expressions, they assign their own meaning, which can lead to miscommunication, or, in Jeb's case, resentment.







    Virtual Selling Skills Training gives your sales team the tactics, tools, techniques, and strategies to remain relevant and competitive in the ever-changing environment of modern sales.



     

    • 9 min

Customer Reviews

4.4 out of 5
16 Ratings

16 Ratings

TZE76 ,

Great for any Sales professional

Jeb Blount gives great advice to any sales person in the field. His podcasts are short and to the point, perfect for the busy business person.

radioheadrocks ,

Sound quality

I love the shows and content, but the sound quality on the Sales Differentiation episodes is not good. I had to turn it off. Can you fix it?

Bill Routledge ,

Jeb's podcasts are WINNERS

If you want to learn & aren't an academic type; Jeb's podcasts are the KISS method of increasing your success as a sales professional.

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