199 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 • 434 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.

    Living and Loving With Chronic Lyme Disease

    Living and Loving With Chronic Lyme Disease

    On this episode of the Sales Gravy Podcast, we are switching things up to take on a very important topic— Chronic Lyme Disease.



    Jeb Blount (Sales Gravy) and Fred Diamond, co-founder of the Institute for Excellence in Sales (IES) discuss Fred's latest book, Love, Hope, Lyme and his personal journey supporting a loved one with Chronic Lyme Disease.



    You'll learn what Lyme Disease is, the devastating effects that Chronic Lyme Disease has on hundreds of thousands of people each year, why prevention is key, and how you can support anyone in your life who is battling a chronic illness.

    Living With Someone Who Has Chronic Lyme Disease

    Living with a loved one who has Chronic Lyme Disease can be emotionally and mentally challenging, as the condition can cause a wide range of symptoms that can affect the person's physical, emotional, and mental well-being. Your loved one may experience depression, anxiety, and irritability as a result of their condition.



    Fred discusses how important it is to be supportive, patience, and understanding. He explains that everyone's experience with Chronic Lyme Disease is different, so it's important to be flexible and open to different approaches to treatment and care.



    One of the most difficult aspects of living with someone who has Chronic Lyme Disease is dealing with the person's ongoing fatigue and pain. These symptoms can make it difficult for the person to perform daily tasks and can also affect their mood and ability to socialize.



    But, as Fred says, where there is love, there is hope.















    What is Lyme Disease

    Lyme disease is an infectious disease caused by a bacteria called Borrelia burgdorferi. It is primarily spread through the bite of infected black-legged ticks, also known as deer ticks. The black-legged tick is found in wooded, brushy, and grassy areas, and when it bites, it can transmit the bacteria to the person.



    The most common early symptoms of Lyme disease include fever, fatigue, headache, muscle and joint pain, and a bull's-eye rash. The rash, called erythema migraines (EM), usually appears at the site of the tick bite and can expand to become a large red area.

    Chronic Lyme Disease

    Chronic Lyme disease, also known as post-treatment Lyme disease syndrome (PTLDS), is a condition that can occur after a person has been treated for an initial infection with the bacteria that causes Lyme disease.



    People with PTLDS may continue to experience symptoms, such as fatigue, pain, and cognitive difficulties, long after the bacteria have been cleared from their body. Fred explains that this is why it is difficult and frustrating for people who are living with Chronic Lyme disease to get physicians and loved ones to believe them.



    The cause of PTLDS is not fully understood, but it is thought that it may be related to ongoing inflammation or damage to tissues caused by the initial infection. Some researchers also believe that the bacteria may persist in the body, despite treatment, and continue to cause symptoms.

    Lyme Disease Symptoms

    The symptoms of Lyme disease can vary widely and may be different for each person. The most common symptoms include:



    Erythema migrans (EM) rash: A bull's-eye rash that appears at the site of the tick bite, usually within 3 to 30 days after the tick bite. The rash can expand to become a large red area and may or may not be itchy or painful.

    Flu-like symptoms: fever, chills, fatigue, headache, muscle and joint aches, and swollen lymph nodes.

    Neurological symptoms: difficulty concentrating, memory problems, and headaches. Some people may also experience facial palsy, which is a temporary weakness or drooping of the facial muscles.

    Cardiovascular symptoms: irregular heartbeats, or chest pain.

    • 36 min
    Reality Testing Sales Pipeline Opportunities

    Reality Testing Sales Pipeline Opportunities

    On this episode of the Sales Gravy Podcast, Jeb Blount and Colleen Stanley discuss the importance of Reality Testing sales pipeline opportunities. **Please note that this episode was recorded in a restaurant in Milan Italy. The content quality is excellent. The sound quality not so much.







    Reality testing sales pipeline opportunities is an important step in ensuring the success of your sales efforts and the effective use of your time. It's important to regularly check the accuracy of your assumptions about the viability of the deals in your pipeline against hard evidence that those deals are advancing in line with your sales process.



    Reality testing is described as the ability to see things as they are, rather than what you would like them to be. You cannot afford to waste time with pipeline opportunities that you won't win. Nor can you spend time with stakeholders who can't or won't buy.



    For sellers, the greatest waste of time is spending it with the wrong prospect. As we move into a period of market volatility, it is critical for self-professionals to get real about what's in their pipeline. 

    The Problem With Confirmation Bias

    Confirmation bias is a type of cognitive bias that involves paying more attention to information that confirms one's preexisting beliefs or hypotheses, while giving less attention to information that contradicts those beliefs. It is the human tendency to see what we want to see and hear what we want to hear. 



    With sales pipeline opportunities, confirmation bias can lead salespeople to interpret new information in a way that fits with their preexisting views, even if that interpretation is not necessarily accurate. It's the act of putting on rose colored lenses. 



    For example: When a buyer says, "I might be interested." It is interpreted to mean, "I absolutely want to do business with you."



    Confirmation bias can have a number of negative effects. It causes salespeople to hold onto false beliefs, make flawed decisions, have clouded judgement, and to be more resistant to pushback from leaders during pipeline reviews.



    Awareness is the key to overcoming this natural human bias. This, in fact is what reality testing is all about - considering a diversity of viewpoints from your leaders and team members along with actively testing and challenging your own beliefs and assumptions. 

    Empty Pipeline Lead Confirmation Bias 

    Confirmation bias and false beliefs about sales pipeline opportunities run rampant on sales floors. Just sit in a pipeline review for ten minutes and you'll hear salespeople using all manner of excuses to justify deals that will never close. This is why most sales pipelines are little more than pipe dreams and sales teams consistently miss forecasts.



    The culprit, in most cases though, is simple: Empty pipelines.



    When salespeople are consistently prospecting and keeping their pipe full, they are much more in tune with reality. When an opportunity is not advancing they quickly run a reality test and if it doesn't meet their win probability standards, they'll walk away.



    In other words, a full pipeline begets clear judgement.



    On the other hand, salespeople with empty pipelines are desperate. They are consumed with confirmation bias. They hold on to loser deals and waste inordinate amounts of time working opportunities that will never close.



    Therefore, the easiest way to get good at reality testing your pipeline opportunities is to start prospecting and keep your pipeline full.

    Focus on Winnable Deals

    This may be a blinding flash of the obvious but if you want to sell more, spend your time with and invest resources in deals that will close. Desperate sales reps have a bad tendency to ignore win probability and scratch lottery tickets.

    • 16 min
    Why You Need to Love Your Sales Team

    Why You Need to Love Your Sales Team

    In today's world there are few barriers to career change. Top sales talent can walk out of your door to another career opportunity at any time. This puts more pressure on sales leaders than ever before to foster a sales culture and team environment that compels people to stay.



    On this episode of the Sales Gravy Podcast, Jeb Blount (People Follow You) sits down with Helen Fanucci author of the brand new book, Love Your Team, to discuss what sales leaders must do to retain talent build and stronger teams through human connection.



    In this wide ranging discussion on modern sales leadership you'll learn:



    The language of sales coaching

    Why sales leadership is personal

    What you really get paid for as a sales leader

    Tactics for 1-2-1 meetings

    How to approach turn-around situations

    How to prepare for a future sales leadership role

    What to do when you meet your team for the first time

    And much more . . .



    In her new book, Helen writes that the hybrid work revolution has made sales management the most pivotal role in the innovation economy. Pivotal means that your team's performance rest squarely on your shoulders. To be successful you must be adept at both implementing and executing a system of sales management AND winning the hearts of your sellers.







    Hiring the right salespeople is a huge challenge for sales leaders. This is why we developed the Sales Managers Ultimate Interview Guide. This FREE 25 page guide walks you through a step-by-step process for hiring your next sales superstar: https://salesgravy.com/ultimate-sales-interview-guide/

    • 51 min
    The Work Compression Model & Trading Productivity for Time

    The Work Compression Model & Trading Productivity for Time

    They say you can't make more time. On this episode of the Sales Gravy Podcast, I challenge you to consider how you can make more time through improvements in sales productivity and reinventing the way that you work.







    I want you to take a moment and think back to the early days of the pandemic. You were likely working at home because everything was locked down. 



    Then fast forward a couple of months to the summer of 2020. Sales teams were hitting all time records. Many individual sales professionals were selling more and earning more than ever before. 



    The secret to their success? They were suddenly more productive.



    Sellers were getting more done, in less time, with better outcomes because all of the distractions that typically took them away from high impact sales activities were gone. 

    The Three Choices

    Each moment of your sales day you make one of three choices about time. You can do:



    Trivial things like watch cat videos. 

    Important things like entering data into the CRM or responding to e-mail.

    Impactful things that generate revenue growth.



    The most impactful thing you can do is put new opportunities into the pipeline and then advance those opportunities through the pipeline. If you're an account manager, you make an impact by expanding and retaining your accounts. 

    Impact = Productivity

    The equation for productivity is: Efficiency + Effectiveness = Productivity



    Simply put, the key to productivity is getting more done, in less time, with better outcomes. That's how you win in sales. It is also the key to making more time in your life for the things that really matter.

    Time Leakers

    I'm always shocked by just how much time sales professionals waste.  For example, a recent study demonstrated that salespeople leak two to three hours each day from distractions - little things like looking down at their phone when it buzzes, beeps, or the screen lights up. 



    At one point in my career, I was the number one sales professional in my company with a high six-figure income to show for it. I was able to accomplish this by working hard for about 10 hours a week because I allowed no leakage of time. I sold more more, in less time than my peers who wasted an extraordinary amount of time on superfluous activities. This afforded me time to invest with my family and in other pursuits. 



    If you take an honest look at your own day, you're likely leaking time everywhere.



    When I'm working with sales professionals on productivity improvement initiatives, I'll often break their day apart into blocks and demonstrate how they can get their normal eight to ten hours of work accomplished in five to six hours through time blocking, attention control, and work compression. 



    Veterans who have a good handle on their territories and pipeline, can do their job in about four hours a day once they learn how to compress work into short sprints. 

    Trade Productivity For More Time

    One of the big things that we learned during the pandemic is the importance of making more quality time in our lives for family, friends, and ourselves. 



    Yet, now that the pandemic has ended, the workplace is quickly snapping back from the days of work from home productivity to trading time for money. In other words, the boss or the company dictates an "8 hour day" or "5 day work week" and therefore we expand our work into those constructs regardless of how long it actually takes to get the work done. 



    In sales, at least in field sales, you have much more autonomy with how you manage your time than most employees. Because of this, you have the unique luxury to break free from the time for money handcuffs and begin trading productivity for more time.

    • 9 min
    Prepare for the Economic Storm

    Prepare for the Economic Storm

    Economic winter is coming. Storm clouds are brewing. And with it is going to be a recession. On this episode of the Sales Gravy Podcast, Jeb Blount discusses why you need to prepare right now for the economic storm.

    This Time Will Be Different

    This recession will be different than anything we've recently experienced because we'll also be dealing with inflation. There will be the potential for the long slog of stagflation in some some economies. 



    We are still going to have some supply chain issues and interest rates are going to be crazy. If you need to borrow money, it will be painful.



    There will be poverty and hunger. People who can't afford the cost of energy will be shivering in the cold. In the midst of this economic downturn and disruption we'll be dealing with war and the potential for a nuclear confrontation. 



    All you need to do is look at your news feed and it's frightening.

    Get Right With Reality

    If you are a sales professional, the big question is what should you do to prepare for the storm right now? 



    Helping you to prepare is one of the key reasons I wrote my new book Selling In A Crisis.



    Sales professionals are always on the leading edge of the economy. We are going to get hit hardest by the economic storm and we're the ones that are going lead the world out of this mess. 



    The most important thing you can do is to be right now. Focus on what you can control in the present.  You've got to get right with reality and reality is, winter is coming. 

    This Ain't Easy Street

    It is not going to be easy. A few months ago your phone's ringing off the hook today. Today, nobody is going to call you.



    Therefore, you are going to need to start hunting to find the money that's still moving. And there's always money moving. But it's going to be a tough grind to find it. 



    Look around. Half the people that you work with right now won't be here when we get to the end of this economic downturn. They won't be willing to step up to the plate and do the hard work.  



    This ain't easy street. That's why you have to get right with reality. Right now and prepare to work harder.  Start With Right Now Actions

    What can you do right now to:



    get your mindset right?

    get connected to reality?

    let go of your need to find Easy Street?

    protect your income, family and career?

    invest in yourself?

    improve your sales skills?



    Rather than worrying, focus on the three things you can control. Your actions, reactions, and mindset.  







    In Selling In A Crisis Jeb gives you 55 easy to consume tips, techniques, and tactics that are time-tested and proven to help you stay on top when everything and everyone else is down.

    • 11 min
    Selling in Volatile Times

    Selling in Volatile Times

    Recession. Inflation. Stagflation. Stockmarket Free Fall. Energy Crisis. Supply Chain Crisis. Political Divisiveness.War.



    We are living and selling in a time of deep volatility. It is more challenging to close business, objections are harsher, and qualified buyers are becoming more scarce.



    On this special episode of the Sales Gravy Podcast, Jeb Blount delivers a powerful message about what it takes to outsell this crisis. You'll learn why it pays to think like a squirrel, why rainmakers are already digging for ponies, and why you need to get right with reality and put your swimsuit on.



    Right now you have to be better than you ever were before, get back to the fundamental and basics, and stay out of buckets with crabs. In this podcast you'll learn the truth about winning and selling in a crisis.







    In Selling In A Crisis Jeb gives you 55 easy to consume tips, techniques, and tactics that are time-tested and proven to help you stay on top when everything and everyone else is down. Read the first three chapters, FREE.

    • 56 min

Customer Reviews

4.7 out of 5
434 Ratings

434 Ratings

Colleen0722 ,

A Real Pro

I’ve conducted a couple of podcasts with Jeb. It’s a great conversation because the discussion is “real world” stuff!

Wendy Weiss: ,

Not-To-Be-Missed

Jeb Blount is the best-selling author of People Buy You... And, I buy Jeb. He knows his stuff. Great interviews, creative ideas, compelling conversations... A not-to-be-missed podcast.

oliviabaker13 ,

Don’t miss it!

Hands down one of the best sales podcasts out there! Jeb finds guests that truly care about being a positive force in sales, and shares insights that only an expert practitioner can unearth. Don't miss it - your career will thank you!

Top Podcasts In Business

Freakonomics Network & Zachary Crockett
Ramsey Network
Erika Kullberg
NPR
Jocko DEFCOR Network
Justin Su'a

You Might Also Like

Mike Weinberg
John Barrows
Bill Caskey and Bryan Neale: B2B Sales Trainers, Business Strategists and L
Sales & Selling B2B
Nick Cegelski & Armand Farrokh
Salesman.com