234 episodes

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.

Sales Gravy: Jeb Blount Jeb Blount

    • Business
    • 4.7 • 448 Ratings

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.

    Leading & Sustaining a Hyper-Growth Company

    Leading & Sustaining a Hyper-Growth Company

    On this episode of the Sales Gravy Podcast, Jeb Blount sits down with KaTom CEO Patricia Bible to discuss what it takes to lead and sustain a hyper-growth company. Reflecting on her journey with KaTom, Patricia shared insights into the exponential growth of this hyper-growth organization. "It's been a whirlwind of achievements, challenges, and invaluable lessons," she remarked.

    The Essence of Courage and Wisdom

    Patricia's philosophy revolves around the courage to face adversity and the wisdom to learn from every experience. She fondly recalled a quote by Winston Churchill that resonates with her: "Success is not final, failure is not fatal: It is the courage to continue that counts." This mantra has guided her through the highs and lows, enabling her to lead KaTom with resilience and foresight.

    Overcoming Adversity with Grace

    The conversation took a deeply personal turn as Patricia recounted the challenges she faced following the unexpected loss of her husband and co-founder of KaTom. "It was a pivotal moment that tested my resolve, but it also brought to light the incredible strength and support of our team," she shared. Her ability to navigate through grief and lead the company forward is a powerful narrative of leadership in the face of adversity.















    Fostering a Culture of Accountability and Innovation

    Patricia's leadership style is characterized by a strong emphasis on accountability and a culture that encourages innovation. "Creating an environment where every team member feels empowered to contribute and challenge the status quo is crucial for sustained growth," she explained. This approach has not only propelled KaTom to new heights but has also cultivated a sense of ownership and pride among the employees.



    Leading a hyper-growth company like KaTom involves navigating complex challenges and seizing opportunities with strategic foresight. Here are some key elements to successfully leading such a dynamic organization:

    Visionary Leadership

    Setting a clear, ambitious, and achievable vision for the company's future is crucial. This vision should inspire the team and guide decision-making at all levels. Being able to pivot and adapt strategies in response to market changes, technological advancements, and customer needs is essential for sustaining growth.

    Building a Strong Culture

    Creating a culture where employees feel empowered to take initiative, innovate, and contribute to the company's success. Fostering a sense of responsibility where team members are accountable for their results, encouraging a high-performance environment.

    Talent Management

    Hyper-growth companies need to attract top talent by offering compelling opportunities for growth, learning, and impact. Retaining top performers through continuous development, recognition, and providing pathways for advancement within the organization.

    Scalable Systems and Processes

    Implementing scalable systems and processes that can accommodate rapid growth without compromising on service quality or operational efficiency. Continuously seeking out and integrating new technologies and methodologies to improve productivity and stay ahead of the competition.

    Customer-Centric Approach

    Maintaining a deep understanding of customer needs, preferences, and feedback to tailor products and services accordingly. Developing strong relationships with customers, suppliers, and partners to ensure long-term loyalty and support.

    Financial Acumen

    Managing financial resources wisely to fuel growth while maintaining healthy margins and cash flow. Strategically investing in areas that will drive future growth, such as marketing and expanding into new markets or product lines.

    Resilience and Perseverance

    Being prepared to face setbacks and challenges without losing sight of the long-term goal...

    • 27 min
    Sell More by Putting Buyers First feat. Carole Mahoney

    Sell More by Putting Buyers First feat. Carole Mahoney

    On this episode of the Sales Gravy podcast Jeb Blount and Carole Mahoney, author of the hit new book Buyer First, underscore the importance of putting buyers first and aligning with the buyer's journey. They dive into the power of empathy, the art of listening, and innovative ways of selling that prioritize the buyer's needs and experiences to increase closing ratios.

    Human Centric, Buyer First Selling

    In the whirlwind of today's sales scene, there's a fresh, more human approach taking center stage. It's all about walking in step with the buyer's journey, tuning into empathy, mastering the art of listening, and flipping the script on traditional selling to truly put the buyer's needs first.

    Navigating The Buyer's Journey

    Picture the buyer's journey not as a straight shot from point A to B, but more like a winding road, complete with twists, turns, and the occasional backtrack. It's a ride through awareness, consideration, and finally, decision.



    For sales folks looking to really connect, it's about getting the map to this journey, understanding the lay of the land at each stage, and customizing their pitch to meet the buyer right where they are. It's less about sealing the deal and more about being a trusted guide, helping the buyer navigate their options to find the perfect fit for their needs.



    This shift towards empathy doesn't just feel good; it makes solid business sense, too. It transforms the buyer-seller dynamic into a partnership built on trust, paving the way for not just a one-off sale but a lasting relationship.

    Empathy: The Soul of Sales Today

    At the heart of putting buyers first is empathy. It's about seeing the world through the buyer's eyes, feeling their pain points, and genuinely wanting to help. This human connection is what sets apart the modern sales pro in a sea of information overload. By showing real care for the buyer's challenges and goals, salespeople can break through the noise, offering not just a product, but a solution that truly resonates.



    But don't mistake empathy for mere niceness. It's a strategic ace, giving salespeople the insight to tailor their messages and solutions in a way that truly hits home for the buyer.















    Listening is Key

    Listening – really listening – is where the magic happens. It's about tuning in with all senses, catching not just the words but the emotions and unspoken needs behind them. This deep dive into the buyer's world uncovers golden nuggets of insight, enabling sales pros to craft responses and solutions that are as unique as the buyer's own story.



    Today's buyer is savvy, connected, and expects more. They want interactions that are relevant, personal, and respectful. To sell more, adopt strategies that put the buyer's experience front and center.



    This pivot to a buyer-centric approach heralds a new chapter in sales, one where understanding, empathy, and genuine connection are give you a competitive edge. As the world continues to evolve, those who embrace a buyer first mindset are set to not just survive but thrive, building relationships that last and driving success that's both sustainable and fulfilling.







    Learn why more than 50,000 sales professionals and sales teams get the tools, tactics, and techniques to sell more on Sales Gravy University

    • 50 min
    How Story Getters Sell More Featuring Ryan Taft

    How Story Getters Sell More Featuring Ryan Taft

    On this must-listen episode of the Sales Gravy Podcast, Jeb Blount sits down with Ryan Taft. Ryan is the author of  the hit new sales book Story Getter.



    Jeb and Ryan explore how buying is an emotional experience and sales pros that ask questions that get the story “why” behind the buyer’s “what” sell more. They dive into how curiosity and empathy are pivotal for transforming your sales approach.

    Curiosity Is the Fuel of Story Getters

    Top sales professionals understanding the human element. They have mastered the subtle art of connecting with people and leverage natural curiosity to get people to open up and share their stories.



    Curiosity is the unsung hero in the sales process. It's about getting below the surface. This isn't about interrogating; it's about engaging in a conversation that uncovers deeper needs and desires. When a salesperson is genuinely curious, they ask questions that go beyond the standard script. It's about understanding the customer's journey, their challenges, and what they truly value.



    Story Getters understand that curiosity is a gateway to understanding their business needs, challenges, and even apprehensions. It's a step towards a solution that's not just a product but a tailored answer to their unique problem.















    Empathy is More Than Just a Buzzword

    Empathy in sales is about connecting on a human level. It's about seeing the world from the customer's perspective, feeling what they feel. This emotional intelligence allows salespeople to build a rapport that goes beyond the transactional. When customers feel understood, they are more open to listening and engaging.



    Consider a situation where a customer is afraid of making a decision. An empathetic response involves recognizing their fear, validating their feelings, and then collaboratively finding a way to move forward. This approach not only addresses the immediate concern but also strengthens the long-term relationship.

    The Art of Balancing Curiosity and Empathy

    Mastering the balance between curiosity and empathy is crucial. It's about asking the right questions and then genuinely listening to the answers. This balance creates a dialogue where the customer feels valued, understood, and want to share their story.



    For instance, a salesperson might ask, "How does this challenge affect you personally?" This question shows that you're not just interested in selling a product but are invested in understanding their feeling. Listening actively to their response, and showing understanding, builds a deeper emotional connection.

    Implementing Curiosity and Empathy in Your Sales Strategy

    Integrating Story Getting into your sales strategy involves a shift in mindset. It's about moving from a selling mindset to a helping mindset. Adopting a curious and empathetic approach to sales conversations along with more effective questions, will give you a clear competitive edge.



    Furthermore, this approach can lead to better problem-solving. Understanding the customer's needs and challenges, through their stories, allows for more tailored solutions, enhancing customer satisfaction and loyalty.



    Remember, people don't just buy products or services; they buy experiences and relationships. By putting the human back into sales, we can redefine success in this ever-evolving field.







    Learn the art of selling on Sales Gravy University, the world's most powerful sales training engine.

    • 51 min
    Innovative Prospecting for Scaling Your Business and Sales Career

    Innovative Prospecting for Scaling Your Business and Sales Career

    In the latest episode of the Sales Gravy podcast, we had the privilege of diving deep into the world of prospecting and sales with Kristin Andree from the Andree Group. Hosted by Sales Gravy Master Trainer Jessica Stokes, this episode offers a treasure trove of strategies, tips, and personal anecdotes that are essential for anyone looking for innovative ways to scale their sales career or business.



    This episode is a blend of practical advice, innovative techniques, and motivational insights that can transform your approach to sales and client relationships. So, tune in, take notes, and embark on your journey to sales excellence.

    The Bedrock of Sales Success: Truly Understanding Your Audience

    Let's take a deeper dive into this enlightening conversation between Jessica and Kristin on Innovative Prospecting for Scaling Your Business and Sales Career. This episode is not just a discussion; it's a masterclass in understanding, engaging, and growing in the complex world of sales.



    Kristin Andre begins by unraveling the essence of sales - understanding your target market. Her approach is straightforward yet profound: “Know your people, find your people, love them hard.”



    This mantra goes beyond the surface, urging sales professionals to dive deep into the psyche of their target market. It's about empathy, understanding their needs, and aligning your solutions to meet those needs effectively.

    Segmenting Your Market: A Strategic Approach

    Expanding on knowing your audience, Kristin highlights the importance of market segmentation. By identifying niche markets and tailoring your approach to each segment, sales professionals can enhance their effectiveness. This targeted approach ensures that your message resonates more deeply with each unique group within your broader audience.















    Innovative Prospecting: Leveraging Modern Tools for Maximum Impact

    In today's digital-first world, Kristin emphasizes the need to think outside the traditional prospecting box. Using podcasts, social media, and content creation, salespeople can reach a wider audience and establish themselves as thought leaders in their field. This section of the podcast offers a goldmine of ideas for digital prospecting, including leveraging LinkedIn for networking and content distribution.

    Crafting Engaging Content: A Key to Digital Prospecting

    Kristin talks about the power of creating engaging, value-driven content. She delves into strategies for developing content that not only attracts attention but also establishes credibility and trust. This includes tips on understanding what resonates with your audience and how to consistently deliver content that keeps them engaged and interested.

    The Art of Client Engagement: Beyond the Transaction

    Kristin's perspective on client engagement is a refreshing take on building lasting relationships. She advocates for a personal touch in client interactions, suggesting thoughtful gifting strategies and meaningful communication that demonstrate genuine care. This section provides practical tips on how to transform client interactions from transactional to relational.

    Building Lasting Relationships: The Long-Term Approach

    Expanding on client engagement, Kristin discusses the importance of a long-term approach to building client relationships. This includes understanding client needs over time, being responsive to changes, and consistently delivering value beyond the initial sale. She shares personal anecdotes and examples that illustrate the power of long-term relationship building.

    Personal Growth: The Intersection of Self-Awareness and Sales Success

    Kristin's insights on personal growth highlight the importance of self-awareness in sales. She talks about the need to recognize and play to your strengths while seeking opportunities for growth and i...

    • 31 min
    Sales Fitness: How Staying Physically Fit Helps You Sell More

    Sales Fitness: How Staying Physically Fit Helps You Sell More

    Sales professionals are constantly seeking new strategies to enhance their performance and edge out the competition. Interestingly, one crucial aspect that often gets overlooked is physical sales fitness.



    On this game changing episode of the Sales Gravy Podcast, Jeb Blount discusses how physical fitness impact sales success with online fitness coach Josh Hulsebosch.



    Sales is a demanding profession that requires both mental and physical stamina. We need to be able to think on our feet, manage emotions, think creatively, and solve problems. This requires a tremendous amount of mental energy. Energy that is not there when you are in poor physical shape.

    How Physical Fitness Can Drive Sales Success

    The podcast kicks off by addressing the undeniable impact of physical appearance in the sales industry. It underscores that first impressions are vital and that a fit appearance can project a positive image of discipline, dedication, and energy.



    Salespeople who maintain a healthy and fit physique can significantly influence client perceptions and decisions, often leading to more favorable outcomes in sales interactions.















    Energy Levels and Stamina

    A major highlight of the discussion is the correlation between physical fitness and energy levels. The speakers share personal anecdotes and scientific evidence to illustrate how regular physical activity can boost stamina and endurance. This is particularly beneficial for sales professionals who often face long hours, extensive travel, and high-pressure situations.



    By staying physically fit, salespeople can maintain high energy levels throughout their demanding schedules, ensuring they are always at the top of their game.

    Stress Management

    The conversation then shifts to the topic of stress management, a critical aspect for any salesperson. The speakers discuss how the high-pressure environment of sales can lead to significant stress, affecting both mental and physical health.



    They advocate for physical fitness as a powerful tool for stress relief, noting that exercise can significantly reduce anxiety and improve mental clarity. Josh and Jeb offer practical tips on incorporating regular physical activity into one's routine to manage stress effectively.

    Health and Reduced Sick Days

    Further into the podcast, the focus turns to the health benefits of physical fitness, particularly its impact on immunity and overall well-being. Jeb and Josh discuss how staying fit can lead to fewer sick days, ensuring continuous engagement in sales activities and client interactions. They highlight that consistent performance is key in sales, and maintaining good health is essential to achieving this consistency.

    Confidence and Self-Esteem

    An interesting segment of the podcast explores the relationship between physical fitness, confidence, and self-esteem. Feeling good about one's body can lead to a more confident and assertive presence, which is incredibly valuable in sales contexts. They share stories of how their fitness journeys have positively influenced their professional interactions and sales outcomes.

    Cognitive Benefits of Improved Sales Fitness

    The podcast also touches on the cognitive benefits of regular physical activity, including improved memory, concentration, and problem-solving skills. The speakers provide evidence from various studies and personal experiences to illustrate how fitness can enhance cognitive function, leading to better decision-making and more effective sales strategies.

    Building Rapport and Relationships

    An engaging part of the discussion revolves around using fitness as a tool to build rapport with clients. The speakers share how sharing fitness tips or experiences can serve as an excellent conversation starter or bonding activity,

    • 41 min
    How to Sell More With LinkedIn and Digital Selling feat. Brynne Tillman

    How to Sell More With LinkedIn and Digital Selling feat. Brynne Tillman

    On this episode of the Sales Gravy Podcast, LinkedIn Guru Brynne Tillman shares her best tips and secrets for how to Sell More with LinkedIn. This episode is a goldmine for sales professionals seeking to harness the power of digital tools in their sales strategies.



    Brynne Tillman’s approach to digital sales is both innovative and practical. Her ability to simplify complex concepts and relate them to everyday sales scenarios makes her advice incredibly valuable.

    Revolutionizing Sales with AI and Technology

    Brynne emphasized how AI and technological advancements are reshaping the sales landscape. She discussed how these tools can help salespeople understand and predict customer behavior, automate routine tasks, and personalize their sales approaches. For instance, she mentioned the use of AI in analyzing customer interaction data to identify potential leads and opportunities.

    Practical Tips for LinkedIn and Digital Sales Success

    A highlight of the episode was Brynne’s take on social selling. She stressed the importance of using platforms like LinkedIn not just as a sales tool but as a means to build genuine, long-lasting relationships. She shared anecdotes of how creating valuable content and engaging authentically with one’s network can lead to trust-building, which is crucial for successful sales.















    Practical Strategies to Sell More on LinkedIn

    LinkedIn has evolved from a mere professional networking site to a robust platform where the art of selling can be refined and executed with precision. It's a treasure trove for salespeople who know how to tap into its potential. As Brynne eloquently put it, "LinkedIn is a goldmine for those willing to dig deeper."

    Building a Magnetic LinkedIn Profile

    The journey on LinkedIn begins with your profile. It's your digital handshake, the first impression you make on potential clients. Brynne emphasized the need for a client-centric profile. She said, "Your profile shouldn’t be a resume; it should be a resource."



    This means crafting a profile that speaks directly to your target audience, addressing their pain points, and offering solutions. Use a professional headshot, craft a compelling headline, and ensure every section of your profile showcases your expertise and the value you can bring to your clients.

    Content is King

    On LinkedIn, content reigns supreme. Sharing valuable content positions you as a thought leader and helps build trust with your network. But it's not just about posting for the sake of it. The content needs to resonate with your audience.



    Brynne suggested a mix of original and curated content that addresses the latest trends, challenges, and solutions in your industry. Regularly posting articles, insights, and even engaging in thoughtful discussions on relevant posts can significantly increase your visibility and credibility.

    Engagement: The Key to Building Relationships

    LinkedIn is not just a platform to broadcast your achievements and content; it's a community. Engaging with your network's content is just as important as posting your own. Brynne advised, "Like, comment, and share. Engage genuinely and consistently." This engagement should be thoughtful and add value, showing that you are not just there to sell, but to be a part of the conversation.

    Leveraging LinkedIn for Sales Prospecting

    The true power of LinkedIn for sales professionals lies in its ability to find and connect with potential clients. Brynne shared several tactics for effective prospecting.



    Advanced search features, alumni networks, and joining relevant groups can help you identify and connect with potential leads. But the key is in the approach. She recommended personalizing connection requests and messages, avoiding the hard sell, and focusing on building a relationship first.

    • 1 hr 6 min

Customer Reviews

4.7 out of 5
448 Ratings

448 Ratings

caitlin dos ramos ,

Sales Gold!

Jeb and his team provide great interviews with some really impressive business leaders. They really know what they’re talking about. They have an impressive lineup of guests, each just as insightful and educational than the next. If you are involved with sales at all, you will benefit from this podcast!

Yo Frank ,

Ok

I’m listening to a podcast about asking questions, shutting up and listening. With an author who’s got a book to sell yet the host continues to talk nonstop share his own experiences and doesn’t let the person who is trying to sell a book. Say a word don’t get it I don’t get it I’m only listening to the rest of this podcast to see how much more talking he does.

RossBHouston ,

Sales Gravy- Best in the Business

I’ve been a subscriber is the sales gravy platform taking courses there for a little over two years now. For a small to medium size business without the resources to bring in people like Jeb and his team-this is a very cost-effective way for me to gain sales training for myself, and also sales management training to make sure that I’m doing the best job for my team. Every sales person and every sales manager should be a subscriber.

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