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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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.

    When You Are Coachable People Will Invest in You

    When You Are Coachable People Will Invest in You

    On this episode of the Sales Gravy podcast, Jeb Blount is joined by the Women Your Mother Warned You About - Gina Trimarco & Rachel Pitts.

    We get behind the scenes with the WYMWYA podcast, learn how Gina and Rachel almost broke up, the value of getting a coach, and why when you are coachable, other people will invest in helping you reach your goals.

    We want to hear from you. Let us know what you think about this episode – we love your comments and questions. Just send Jeb a text message at 1-706-397-4599 or just CLICK HERE TO TEXT.

    Sales teams that read together, succeed together. Download our FREE Virtual Selling Book Club Guide for a complete kit for starting and running a book club for your sales team.

    • 21 min
    3 Sales Messaging Tactics for Closing Bigger Deals

    3 Sales Messaging Tactics for Closing Bigger Deals

    On this episode of the Sales Gravy podcast Jeb Blount and Keith Lubner explore sales messaging tactics for closing bigger deals. From stories to images to stepping into your buyer's shoes, these tried and true techniques will help you both grab and hold your buyer's attention and rise above your competition.

    There is no doubt that developing powerful sales messaging is one of the most challenging skill sets for modern sales professionals. Jeb and Keith break the process of down in a way that makes it easy to begin crafting sales messages that resonate.

    We want to hear from you. Let us know what you think about this episode - we love your comments and questions. Just send Jeb a text message at 1-706-397-4599 or just CLICK HERE TO TEXT.

    Ps. You can access Sales Gravy University Here

    • 38 min
    How to Celebrate Success During the Pandemic and Beyond

    How to Celebrate Success During the Pandemic and Beyond

    How to celebrate success during the pandemic? Salespeople and their leaders are asking this question.

    This season, the pandemic has canceled President's Club and moved Sales Kickoffs from physical meetings to virtual. Its left many sales professionals feeling that the work they did to reach the top is anti-climatic and empty.

    In this Sales Gravy Podcast episode,  Jeb Blount and Victor Antonio discuss the keys to celebrating success and staying motivated this year and beyond.

    We want to hear from you. What are you doing this year to celebrate success, reward yourself, and stay motivated? Send Jeb a text message at 1-706-397-4599 or just CLICK HERE TO TEXT.

    Jeb: Celebrating Victories, Big and Small

    We are here in studio blue with the great Victor Antonio, who I believe is one of the greatest orators of our generation. His presence on stage excites me. It's incredible, it's engaging, and his stories are real. The path that Victor took to get to where he is today is inspiring. You came up from poverty and you've built an empire since then.

    I want to talk about some of the issues that people are dealing with today in that context. We're in the third wave of the pandemic right now, and I'm hearing stories of salespeople who just feel down. One of the people in my insider group sent me a text message and it broke my heart.

    She's like, “I worked all year long. I put everything into getting to President's Club, and then we had our virtual sales kick-off. I saw my name on a bullet point on a slide and it was just completely anti-climatic. How do I celebrate this? How do I tell my family and friends that I had this victory in my life?” It hurt me because I know how that feels.

    I loved to walk on stage and get a trophy, I lived for that as a salesperson. In fact, I told my sales manager, “I don't care about the money. I want to win. I want the trophy.” So in this world, I thought there was no better person than you to have a conversation with. What can salespeople do to celebrate their victories, both big and small?

    Victor: Don’t Let Others Determine Your Value

    It's interesting to me that people want that external validation. A trophy is an inanimate object, you know what I mean? The real victory comes from looking at everything you've done. Take a moment to reflect and say, “Look at what I did!” and walk on your own mental stage. We all want recognition.

    We all want our successes to be meaningful. But if I just nailed that year, my biggest trophy was always the check. That was my trophy. For people who need that external validation, why do you need it? Why depend on somebody else’s appreciation of you to determine your value? Appreciate it. Live in that space, man.

    Jeb: Trophies Are The Past, Live in The Present

    One of the things that I've always lived by is that when you're in second place, your job is to take first place. When you're in first place, you're competing with yourself.

    The problem with getting good is that you get in first place, you win the trophy, and you forget who you're competing with. You forget that your job is to put the accelerator on instead of getting complacent. Looking at your trophies is living in the past. There are basically three places that you can live at any given time. You can live in the past. You can live in the present. You can live in the future.

    The only place that's real is the present right now, the future hasn't been written, and the past doesn't exist anymore. It's just something that happened. One of the problems that we face when we’re struggling to motivate ourselves or feel that recognition is that we're living in the wrong place. We need to spend more time in the present than these other places.

    Victor: The Thrill of the Journey

    I want to challenge your perception of your success a little.

    • 44 min
    Coronavirus Talk #9: On Mental and Physical Resilience

    Coronavirus Talk #9: On Mental and Physical Resilience

    Coronavirus is Testing Mental Resilience

    The Coronavirus third wave is putting a strain on the mental resilience of sales professionals and impacting performance.

    From New Possibilities to Managing Mental Resilience  

    The last time I came to you with the coronavirus talk was back in July. Back then we were talking about new possibilities— about how going through a crucible of adversity helps you lift the chains of limitations off of yourself so that you can see that anything is possible if you make the choice to persevere. 

    I come to you now in January, during the third wave of the coronavirus, because I’m noticing a big problem. Salespeople are beginning to wear out. In some cases, it's depression and loneliness. In other cases, it's waiting and hoping for this to all be over and constantly having your hopes dashed. 

    All of this stress and anxiety combine to put you in a situation where you just don't feel very good about life. In sales, if you don't feel good about life, it's going to be really, really hard to feel good about selling. 

    Mental and Physical Drain

    The net result is that many people just feel mentally and physically drained. In sales, you need a great deal of mental resilience because you often face so much rejection. The job is hard. And now, you have to work twice as hard to accomplish your sales goals. 

    In this environment, you need a great deal of intellectual acuity in order to outwit your competitors. Mental acuity requires a great deal of physical stamina. Likewise, mental resilience is directly impacted by physical resilience. 

    If you're allowing those days when you just feel depressed to take you down with them, then it's going to be a lot harder to to to gain the physical stamina that you need. 

    A Challenge to Focus on You

    So my challenge to you on this Coronavirus Talk is to go look in the mirror:

    Are you taking care of yourself?

    Drinking too much?

    Eating too much or the wrong things?

    Getting enough exercise?

    Are you doing things to your body that make it harder for you to recover mentally? 

    If the answer is yes, resolve to make changes. Reach deep down inside of yourself and find the discipline.

    Before I made these changes, I didn't feel good, didn't really look good, and I wasn't performing at my very best. Flip forward a couple of months, with a real focus and discipline on taking care of my physical health, and I'm in a much better place.

    I've got so much more energy and feel much more equipped to handle the disappointments, stress, and anxiety that come along with this horrible pandemic. 

    Take Action

    So take action now. Start eating right, getting enough sleep, and exercising. Do this and I promise you that you will not only get through this, but you'll also put yourself in a position to win on the other side. 

    I want to hear from you. What are you doing to keep yourself mentally and physically fit during this pandemic? Send me a text message at 1-706-397-4599 or just CLICK HERE TO TEXT.

    More Coronavirus Talk Episodes:

    Prospecting Coronavirus Talk #1

    Excuses Coronavirus Talk #2

    The Gift of Time Coronavirus Talk #3

    Confusion Coronavirus Talk #4

    Fear and Worry Coronavirus Talk #5

    On Mourning Coronavirus Talk #6

    Gratitude Coronavirus Talk #7

    On New Possibilities #8

    • 7 min
    Networking Tips and Tactics for Introverts

    Networking Tips and Tactics for Introverts

    On this episode of the Sales Gravy Podcast, Jeb Blount (Virtual Selling) and Matthew Pollard (The Introverts Edge to Networking) take on networking for introverts.

    One of the biggest myths about networking is that to be an effective networker you need to have the “gift-of-gab" and be an outgoing self-promoter. The truth is, it's just the opposite. In fact, introverts often make the best networkers. You just need a plan, system, and authenticity.

    On this paradigm-shifting podcast episode, you learn tips and tactics for leveraging your innate introvert superpowers to target prospects and influencers, engage in networking conversations, and turn networking into a repeatable system that helps you build your business and pipeline.

    Join Jeb Blount's Insider Group. Text "insider" to 1-706-397-4599 or HERE

    Matthew: The Inspiration Behind The Introvert’s Edge to Networking

    A lot of people don't like networking and I think it's because they don't understand what networking really is. They go to networking events and they see these people that do transactional networking. They have these surface-level conversations with people and they walk out with all these business cards without having a real conversation with anyone.

    The cards sit on their desk and they think, “If they call me, then I'll work with them.” And of course, they never do. So they had this mindset that networking just doesn't work. People need to be more strategic when they’re networking. Secondly, networking doesn't just take place in a networking room.

    People assume you have to be face to face because it doesn't work virtually. And now people are realizing they can actually sell more if they stay at home. Networking is the same way. Most people don't even know how to articulate the value of what they offer in three minutes when someone is politely listening.

    What chance do they have when someone gives them half a second online?

    Jeb: What to Do With That Stack of Business Cards

    I was working with a group of CPAs who were going to networking events, but they weren't really getting anything out of them. When I asked about their process, they said, “We talk to people, collect their business cards, and then we come back and wait for them to call us.”

    I asked why they don’t call them, and they said, “Well, we do call them, but sometimes we'll call them like three or four weeks later. We don’t want to bother them right after the networking event.” This is not hard. Why don't you try calling them 24 hours after the networking event? Because they're probably going to remember you right away. They won’t remember you in a month from now.

    The advice I gave them was this: The next networking event you go to, when you get their business card, write down something about the person on the back of the business card. As I walk away, I go to my LinkedIn app on my phone and I send them a connection request.

    The probability that they accept my request goes up exponentially. They also gave me a business card that usually has their cell phone number on it. So I send them a text message that says, “It was so nice meeting you, thank you so much for the conversation. I'll give you a call tomorrow.”

    And then I call them the next day. If you do that, appointments go up exponentially. We followed up with this group a couple of weeks later, and sure enough, it was working for them. Suddenly they were meeting people, calling them, and getting meetings.

    What’s your take on starting conversations, following up, and making connections online?

    Matthew: Follow-Up Doesn’t Have To Be Awkward

    If I take a sales mindset, maybe with people on social media, after I walking out of the room means that we are starting to foster that relationship. I'll connect with them on LinkedIn.

    • 59 min
    How to Create a Sales Accountability Culture

    How to Create a Sales Accountability Culture

    On this episode of the Sales Gravy Podcast Jeb Blount (People Follow You) and Kristie Jones discuss the trials and tribulations of building and sustaining a sales accountability culture. You'll learn that without accountability your sales team will generate inconsistent results and devolve into the wild, wild west.

    Kristie: How I Developed My Passion for Creating a Sales Accountability Culture

    I actually started in SaaS sales leadership back in 2000. As I progressed through my career, I started to work for some VC-backed companies, and I got that VC-backed startup bug. Accountability is so critical when you're dealing with people who have given you money and expect a return on the investment. Early-stage startups and fast-growing startups are all about urgency and results. I was working as a VP of Sales and it was clear that those environments needed to have a sales accountability culture. We needed to create and maintain one.

    In about 2016, I left the W2 world and started my own sales consultancy. I'm passionate about helping early-stage tech startups build their sales teams and formalize their process. I spend a ton of time doing executive coaching on accountability culture. I'm still walking into companies and talking to them about accountability culture after really not seeing it. That includes everything from not having firm quotas, to not dealing with “accountability dodgers”.

    Jeb: Too Much Money, Not Enough Leadership

    In some cases, there’s zero leadership, too much money, and people run wild. In other cases, you've just got a founder who is trying to put everything together. There's an inflection point where if you don't create some accountability, it's a disaster. What advice do you have for a business, no matter where they fit on that spectrum, for sales leaders or executives, to shift into an accountability culture?

    Kristie: Expectations Are The Foundation Of A Sales Accountability Culture

    It starts with setting expectations and putting those in writing. In the middle of this pandemic, it’s more important than ever. There's more uncertainty than ever before, which also means that sales reps need accountability more than ever before. They need to understand: “What will cause me to lose my job?” Everybody's worried about that. They need to understand the circumstances around that. A sales accountability culture starts during the interview process. During the interview process, I'm already starting to set expectations just by the behavioral-based interview questions that I'm asking to ensure that people will walk their talk and that people will fall on the sword when they need to.

    During the start of COVID-19, I went back to all of my clients and former clients and wrote a little how-to menu and said, “You have to create accountability around the work schedule because the work schedule is not eight-to-five anymore. You have to understand what you can expect from them, even from a work schedule standpoint.” Also, expectations are a two-way street. As a leader, I can't just sit down with you and say, "Here are my expectations, let’s negotiate them and put them in writing." I also need to say, “Here's what you can expect from me.” And then, at the end of our expectations meeting, I ask, “What do you want me to do if you don't hold up your end of the bargain?” I let them set their own consequences.

    Why would I wait until it's gone south on me, just to go back to fix it in a way that may not work for the rep? I hear everything from, “I need a gentle reminder,” to, “I need you to take me out to lunch, clearly something's going on and I need some one-on-one attention.” I hear a lot of different answers to that question, but I write those down on the document, too. And so it's so much easier for me to go to a rep who's not walking their talk and say, “We had this conversation a

    • 1 hr

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