Jeb Blount is the bestselling author of 15 of the most definitive books ever written for the sales profession. 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.
You’re a New Sales Manager, Now What? Featuring Mike Weinberg
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 years old due to an unexpected incident, Jeb shares rapid rise to responsibility highlights the often-unpredictable path to sales leadership and the importance of adaptability and quick learning in such roles.
A key highlight of Jeb’s story is the impact of mentorship on his career. He credits Mary Gardner, the Area Vice President of his group, for fundamentally shaping his approach to sales leadership. Mary’s emphasis on coaching and her advice on being observant and patient offers timeless wisdom for new sales managers.
Core Principles for New Sales Managers
Mike Weinberg stresses the importance of 'keeping your mouth shut and your ears open' as a new leader. This approach is not about being passive but rather about being strategically observant, identifying opportunities for improvement, and understanding team dynamics before jumping into action.
One of the critical roles of a sales manager is to coach rather than directly involve oneself in every sale. This part of the discussion sheds light on the common mistake new managers make - trying to be the hero in every sales call, which ultimately hampers the development of their team.
Mike and Jeb discuss the balance between personal sales contributions and the development of the team. The insight here is clear: sales leadership is less about personal selling skills and more about elevating the capabilities of the team.
Challenges in Sales Leadership
Many sales leaders are overwhelmed with non-sales-related tasks, preventing them from focusing on key activities like coaching, mentoring, and strategy development.
The discussion underscores the need for support from higher management. Often, new sales leaders are not given clear priorities, leading to misaligned efforts and burnout. It is crucial for executives to understand and support the primary role of sales managers - revenue generation.
Key Takeaways for New Sales Managers
New sales leaders must prioritize coaching, adaptability, and team development over individual sales achievements. The journey of a sales leader is unique and challenging, but with the right approach and support, it can be incredibly rewarding.
Remember, as a new sales manager, your success lies in how well you can elevate your team, not just your personal sales achievements. So listen, observe, coach, and lead your team to new heights.
Getting off to a good start in your first 90 days as a new sales manager is crucial. The key to success is knowing where to start, where to focus, and what to avoid.
In this brilliant, must watch Expert Voice, sales leadership expert and bestselling author Mike Weinberg shares seven keys to success for new sales managers. Watch Now
Getting Started as a New Sales Manager (Part One) feat. Mike Weinberg
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 sell more in the face of constant change, the wisdom of industry veterans like Mike Weinberg stands out as a beacon, guiding us through the evolving landscape of customer relationships, technology, sales strategies, and sales leadership. His insights, derived from decades of experience, provide a roadmap for both aspiring and seasoned sales manager in navigating the complex and often misunderstood profession of sales.
Understanding the Core of Sales
The art of selling, despite technological advancements and evolving methodologies, remains fundamentally anchored in human interaction and relationships. Weinberg underscores that the crux of effective selling lies in understanding and addressing customer needs, clear communication, and building trust. These timeless principles are the bedrock upon which successful sales strategies are built, regardless of the industry or market dynamics.
The Evolution of Sales Training and Leadership
Sales training and leadership have undergone significant transformation over the years. Weinberg points out a critical gap in many organizations - the transition from being a top-performing salesperson to an effective sales manager. This shift requires not only a change in skills but also a fundamental shift in mindset.
Sales Management is about nurturing and developing talent, fostering a culture of accountability, and leading by example. It's about guiding teams through challenges and inspiring them to achieve collective success.
Technology: A Tool, Not a Replacement
In our tech-driven age, there's a growing tendency to rely heavily on technology for sales processes. While technology undoubtedly offers efficiency and data-driven insights, Weinberg cautions against allowing it to overshadow the human element.
Automation and AI are tools to enhance, not replace, the personal touch that is central to building and maintaining customer relationships. The challenge for modern sales professionals is to integrate technology into their strategies without losing the essence of personal connection.
Debunking the Myths of Social Selling
Social selling has been touted as a revolutionary approach in the digital era. However, Weinberg challenges this notion, arguing that while it is a valuable component of a broader strategy, it is not a standalone solution. The effectiveness of traditional methods like phone calls and face-to-face meetings remains significant. Social selling should complement, not replace, these time-tested techniques.
Navigating Crises in Sales Management
Leading a sales team through periods of crisis requires more than just strategic acumen. It demands adaptability, empathy, and clear communication. Weinberg emphasizes the importance of maintaining team morale and productivity during such times. Sales leaders must be beacons of stability and clarity, guiding their teams through uncertainty with a steady hand and an empathetic approach.
Personal Growth and Future Trends
Weinberg’s journey also highlights the importance of personal growth and adaptation in a rapidly changing industry. The future of sales lies in balancing technological advancements with the irreplaceable human elements. As AI and machine learning continue to shape the landscape, sales professionals and leaders must remain agile,
Account Management Excellence (feat.) Will Frattini
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 expansion are essential for sustainable business growth.
Account management is vital because retaining an existing customer is often more cost-effective than acquiring a new one. As such, focusing on account management can significantly impact a company's bottom line.
Best Practices in Account Management
One of the most critical aspects of effective account management is maintaining regular communication with clients. This doesn't mean only reaching out when it's time to renew a contract. Regular check-ins, updates on new offerings, and discussions about the client's evolving needs can make them feel valued and understood.
To effectively manage and expand accounts, it's crucial to have a deep understanding of the client's business and objectives. This knowledge allows account managers to align their offerings with the client's goals and present solutions that genuinely resonate with their needs.
Successful account management often involves collaboration with customer success and support teams. These teams play a critical role in ensuring that the client is successfully using the product or service and achieving their desired outcomes. Their insights can be invaluable for account managers looking to deepen client relationships.
Account Expansion Selling
Once a strong relationship is established, account managers can identify opportunities for expansion. This could mean introducing new products or services, expanding into different departments within the client's organization, or simply ensuring that the client is fully utilizing the existing solutions. Account expansion is not just about selling more; it's about deepening the relationship and providing more value.
Account expansion selling involves a range of strategies, including cross-selling and upselling, but it goes beyond these tactics. It’s about understanding the evolving needs of your clients and adapting your offerings to meet those needs over time. The goal is to become an indispensable partner rather than just another vendor.
The cost of selling to an existing customer is typically lower, and the probability of success is higher because of the established relationship and trust.
Long-term client relationships fostered through account expansion often result in more predictable and stable revenue streams. Clients who have grown with your business are more likely to remain loyal and less sensitive to price changes or market fluctuations.
How to Excel in Account Expansion Selling
Deep Understanding of Client Needs: The first step is to have a thorough understanding of your clients' businesses, challenges, and goals. This understanding allows you to identify opportunities where your products or services can add value.
Regular Communication and Relationship Building: Regular, meaningful communication is key. This involves not just checking in on service delivery but also discussing industry trends, sharing insights, and becoming a trusted advisor.
Tailored Solutions and Personalized Experiences: Offer solutions that are tailored to your client’s specific needs. Personalization in your offerings demonstrates that you understand and value their unique challenges and goals.
Leveraging Data and Analytics: Use data and analytics to gain insights into client behavior, preferences, and potential needs.
Embracing the Pro Athlete Mindset for Sales Success
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 testament to perseverance and adaptability.
Transitioning from scoring points in the NBA to scoring wins in business, Dre has demonstrated how the principles of sports excellence can be effectively applied to sales. His philosophy revolves around four pillars: discipline, confidence, mental toughness, and personal initiative.
The Four Pillars of Success
1. Discipline: The Foundation of Success At the core of Dre's philosophy is discipline. In sales, as in sports, consistent effort and a structured approach are non-negotiable. Dre emphasizes that discipline isn't about forcing oneself to work but about creating a structure that naturally fosters productivity. For sales professionals, this means meticulously planning your day, prioritizing tasks, and sticking to a routine that aligns with your goals.
2. Confidence: More Than Just a Feeling Confidence, as Dre describes, is about boldly presenting oneself authentically. It's not about faking it till you make it, but about genuinely believing in your abilities and value. For a salesperson, this means trusting in your product, your approach, and your capacity to deliver solutions that genuinely benefit your clients.
3. Mental Toughness: Staying Resilient Amid Challenges Dre's third pillar, mental toughness, is about maintaining discipline and confidence, even when results aren't immediately visible. In sales, rejection and setbacks are part of the journey. Developing mental toughness means not getting overly discouraged by a lost sale or overly elated by a big win. It's about finding an emotional equilibrium that allows you to stay focused and effective.
4. Personal Initiative: The Drive to Take Action The final piece of the puzzle is personal initiative – the willingness to take charge and make things happen. Dre's story of proactively reaching out to agents to kickstart his basketball career exemplifies this. In sales, it translates to not waiting for opportunities but creating them through proactive outreach and seizing the moment.
Applying the Pro-Athlete Mindset to Sales
Adopting a pro-athlete mindset in sales means more than just being disciplined, confident, mentally tough, and proactive. It's about seeing each interaction, each pitch, and each deal as part of a larger journey towards mastery.
Just as athletes train relentlessly to perfect their craft, sales professionals must continuously hone their skills, adapt to new challenges, and remain committed to their personal and professional growth.
Drawing parallels between elite sports and sales, success is not just a matter of chance or natural talent. It's the result of a consistent, disciplined approach, much like the journey of a professional athlete.
The Foundation: Discipline and Confidence
Discipline in sales, as in sports, is about more than just hard work. It's about setting a routine, adhering to best practices, and staying committed even when the results aren't immediate.
Pro-athletes dedicate countless hours to training, understanding that each session builds towards a greater goal. Similarly, sales professionals must commit to their process, whether it's researching prospects, refining pitches, or analyzing feedback.
Confidence, an important key to sales success,
Remove Negativity From Your Life In 90 Days
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 certain situations.
10 Strategies For Eliminating Negativity
In today's fast-paced and often negative world, it's important to actively work on cultivating a positive mindset. By adopting certain habits and perspectives, we can navigate through life's challenges with grace and find more joy and fulfillment along the way. Here are 10 powerful strategies to help you foster a positive mindset:
Disconnect to Connect
Leave your phone behind during conversations to fully engage with others and avoid distractions. This allows for more meaningful interactions and deeper connections.
Choose Balanced Sources
When consuming news, select balanced and reputable sources that provide accurate information without promoting divisiveness. Being well-informed is essential, but it's important to avoid getting caught up in the negativity often associated with certain news outlets.
Respect Diverse Opinions
Regardless of political beliefs, it is crucial to focus on understanding and respecting others. Recognize that people may have different perspectives, and instead of engaging in unnecessary arguments, aim for empathy and open-mindedness.
Happiness Over Winning
Prioritize happiness over winning arguments. Engaging in arguments that serve no purpose only leads to frustration and negativity. Choosing happiness and letting go of the need to prove oneself right can contribute to a more peaceful and fulfilling life.
Assume Positive Intent
Give people the benefit of the doubt and assume positive intent in their actions. It is easy to jump to negative conclusions, but assuming positive intent allows for more harmonious relationships and reduces unnecessary conflict.
Forgiveness is not for the benefit of the person who wronged you, but rather for your own mental health. Holding onto anger and resentment only eats away at you. Let go of grudges and find peace within yourself.
Surround Yourself With Positivity
Surround yourself with positive influences and consume uplifting content. Seek out individuals who radiate positivity and consume media that inspires and motivates you. This will cultivate a positive mindset and help counteract negativity.
Change Your Narrative
Challenge negative beliefs and narratives that contribute to negativity. Instead of assuming the worst in situations, consciously choose to focus on positive interpretations. By changing your beliefs, you can shift your mindset towards a more optimistic outlook.
Recognize that external events and actions do not have to dictate your own emotional state. Take responsibility for your reactions and choose to respond positively, even in challenging situations. Cultivating emotional autonomy empowers you to maintain a positive mindset regardless of external circumstances.
Positive Responses to Negative Events
Instead of reacting negatively to negative events, find positive ways to respond. Rather than letting anger consume you, find ways to reframe and reinterpret situations to maintain your own peace of mind. Responding with positivity can lead to better outcomes and a more fulfilling life.
By implementing these strategies into your daily life, you can cultivate a positive mindset that will not only benefit your own well-being but also positively impact those around you. Remember,
4 Key Traits Of The Most Successful Sales Leaders
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 training and support for their leaders.
Damon's book, "The Learn It All Leader," focuses on leadership in times of rapid change. It provides his unique perspective on leadership, gained through his experiences in the corporate learning world.
Leading with integrity and making ethical choices, even in sales, starts with making a commitment to always doing the right thing.
There are four key traits for successful leadership: humility, curiosity, integrity, and courage. Each of these traits are specifically important for sales leaders and positively impact their teams.
It is critical for sales leaders to be curious and open-minded, as it helps them understand their team members' perspectives and provide effective guidance and support.
Leaders must always be seeking opportunities to learn and grow, in turn building a culture of continuous learning and development.
Organizations should invest in training and support for their leaders, ensuring they have the necessary skills to succeed. Consistent reinforcement and follow-up ensures the effectiveness of training initiatives.
Taking An All-In Approach to Leadership
Being a leader doesn't necessarily mean managing a large team. Each of us has the potential to be a leader in our own way. As an individual sales rep, you have the opportunity to be a leader within your team and also in your role as a parent. I want to emphasize that the term "leader" includes all of us.
Taking an all-in approach to leadership means giving your full effort and putting in 100% commitment. It's about giving your best in everything you do.
This concept also applies to sales. Sales is not a profession where you can casually say, "I'll give sales a try today" or "I'll make ten calls and see what happens." You need to be fully dedicated to sales or to your leadership role, or whatever it is you're doing. Even if you give your all and face failure, there are valuable learning opportunities that can benefit you in the future.
If you want to lead, influence, motivate, and guide others, you can't just dip your toe in. You have to be fully committed, and people will recognize and appreciate it. If you're not authentic and engaged, it will be a problem.
4 Traits Of Successful Sales Leaders
Acknowledging Limitations: A humble sales leader recognizes their limitations and leverages the expertise of their team. It's about understanding that the collective knowledge of the team often surpasses individual understanding.
Embracing Collaboration: Encouraging open communication and collaboration among team members fosters an environment where ideas flow freely, leading to innovative sales strategies.
Effective Questioning: Curiosity in sales involves asking probing questions to truly understand the client's needs and challenges. This curiosity leads to valuable insights that can be utilized to tailor solutions to meet the client's specific requirements.
Active Listening: Cultivating curiosity also means being an active listener. Sales leaders should encourage their teams to listen attentively, allowing them to grasp the nuances of client conversations and respond thoughtfully.
Doing the Right Thing: Sales leaders should emphasize e...
loving the tips but gosh it’s so annoying to not jus click play and enjoy, i have to skip around 1:30-2 minutes and find the actual start of the show and the intro is so loud and clutters my brain. make the intro shorter please
A really insightful easy to understand sales podcast. A must listen.
Valuable knowledge and experiences
This podcast is a must for anyone who considers themselves to be a sales professional. Jeb offers advise and experiences right from the front lines of sales that can help anyone become more confident when dealing with the different stages of the sales process.