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Putting Aside Time Every Day to Prospect Will Keep Your Pipeline FullKaizen is a theory that developed in Japan after World War II and revived the country, their spirit, and their commerce. It’s similar to what we call “feeding the pipeline,” and involves the art of cumulative prospecting. If you set aside time every day for prospecting, you will f…
 
“Life is short. Hug the people that you love and make sure that they know you love them without hesitation. Anything can happen to anyone, at any time. We all live with this concept that we are safe if we can control everything, but sometimes the Universe has different plans. That applies to sales too. Sometimes you think you have a sale in the bag…
 
Are you willing to do whatever it takes to reach your goals and dreams, build your business, climb the sales leaderboard at your company, or bounce back from failure?Lot's of people have dreams but few actually grind it out and turn those dreams into reality. The good news is that you can defy the odds to get everything that you want in business an…
 
On this episode of the Sales Gravy Podcast Jeb Blount, Jr sits down with author Andy Paul to discuss what it means to Sell Without Selling Out. Together they discuss why it is so important to make selling more human.You'll learn that persuasion is not a sales skill. Instead it is a blunt instrument of last resort that sellers use when they don’t kn…
 
Video messaging is hot and it is a core component of effective prospecting sequences because it works! At Sales Gravy we love using video messages to grab the attention of prospects.Our favorite tool for sending those messages is Vidyard. That's why we were thrilled when Vidyard CEO and Co-Founder, Michael Litt agreed to sit down with Jeb Blount, J…
 
On this Sales Gravy podcast episode, Jeb Blount and Daniel Disney discuss the real secrets to becoming a LinkedIn selling machine. You'll learn the keys to to filling your pipeline with qualified opportunities, building your personal brand, improving your closing ratios, and increasing your income.Why You Should Use LinkedIn’s Marketing PowerLinked…
 
The buyers in procurement are professionally trained to negotiate. Salespeople not so much. This can put you at a huge disadvantage when you are forced to negotiate with them. But not anymore.On this fascinating Sales Gravy Podcast episode, Jeb Blount who is the author of the sales negotiating book INKED and Mike Landers an ex-procurement buyer tur…
 
On this special episode of the Sales Gravy podcast you'll step into the shoes of a Senior Vice President of Sales. Jeb Blount, Jr. (A.K.A. JBJ) interviews Ammon Woods who is the Senior Vice President of Sales for Shred-It and Communication Solutions at Stericycle.If you love sales and sales origin stories you'll enjoy this wide ranging interview on…
 
On this episode of the Sales Gravy podcast, Jeb Blount (author of Selling the Price Increase) and Donald C. Kelly (host of the Sales Evangelist podcast) discuss how to approach customers with price increases. You'll learn techniques, tactics, and strategies for crafting price increase messages, planning price increase conversations, and compelling …
 
Most sales organizations and sales enablement teams are actively seeking ways to ramp salespeople up fast on new sales technology.Likewise, many sales leaders and executives have experienced the frustration of investing in Sales Tech only to see it go unused by their sellers. If you've been there, you know that it's a huge waste of money when sales…
 
“God, when I cross the truth, give me the awareness to receive it the consciousness to recognize it the presence to personalize it the patience to preserve it and the courage to live it.” ― Matthew McConaughey, GreenlightsThe number one reason for failure in sales is an empty pipeline. The number one reason for an empty pipeline is the failure to p…
 
During the holiday season, sales professionals face a host of difficult challenges. The holidays offer a perfect excuse not to go out and prospect new business. It is harder to close deals in December and create urgency with pipeline opportunities, let alone engage and get meetings with new prospects.And now more than ever, it's critical to have pr…
 
This is another episode of #AskJeb where Jeb answers a question, from Justin, a sales leader based in Dallas. Justin asked: "What's the best predictive indicator of a person becoming a sales champion."Sales Champions Are OptimistsThis is a question that sales leaders all across the globe grapple with because they all want to hire sales champions an…
 
It's How You Sell That Matters MostOn this episode of the Sales Gravy Podcast, Jeb Blount Jr. and Larry Levine, author of Selling From the Heart, discuss why how you sell is often more important than what you sell.Larry and JBJ break down why sales professionals who demonstrate authenticity and empathy gain a clear competitive advantage and what it…
 
On this #AskJeb, Jeb Blount takes a question from Becca who wants to know what to do when prospects hang up on cold calls.Getting hung up on can be disconcerting, discouraging, and often feel like rejection. But, they don't have to be.Jeb gives you tips and tactics for dealing effectively with prospects who hang up during cold calls.Listen above or…
 
On this episode of the Sales Gravy podcast, Jeb Blount, Jr makes his debut with discussion about leveraging the telephone with Alex Goldfayn who is author of the new book, Pick Up The Phone and Sell.In this insightful conversation, JBJ and Alex make the case that you should pick up the phone and sell because picking up the phone proactively can hel…
 
This hard-hitting and thought provoking episode of the Sales Gravy Podcast features a deep conversation on the state of sales leadership.Jeb Blount, author of People Follow You and Frank Cespedes, a Harvard Business school professor and author of the new book Sales Management That Works, discuss modern sales leadership challenges in a world that ne…
 
On this episode of the Sales Gravy Podcast, Jeb Blount, author of Virtual Selling, discusses the power of collecting video testimonials from your customers with film maker and producer Bruce Himmelblau. You'll learn just how easy it can be to grab these short videos and leverage them to close more sales.…
 
On this #AskJeb, Jeb Blount takes a question from Jennifer who is looking for the best times of the day or week to make outbound cold calls. Jeb offers three of his best Fanatical Prospecting tips for timing prospecting calls. You may be surprised at his answer.Listen above or watch the video below.Pro Tip: Play this at your next weekly sales meeti…
 
On this episode of the Sales Gravy Podcast, Jeb Blount who is the author of People Follow You, sits down with Wanda Wallace, author of You Can't Know it All.In this power-packed conversation Wanda and Jeb discuss why exceptional leaders don't need to have all of the answers.Instead, top leaders focus on making themselves obsolete through coaching a…
 
Brett asks Jeb, "I made 40 prospecting calls and couldn't get anyone to pick up the phone. How to I get people to answer the telephone when I call?"On this Ask Jeb episode, Fanatical Prospecting author Jeb Blount gives Brett three reasons why he is struggling to get people to answer his cold calls and what to do about it.Listen above or watch the v…
 
On this powerful episode of the Sales Gravy Podcast, Jeb Blount sits down with AJ and Johnny, hosts of The Art of Charm podcast, discuss tips and techniques for building rapport and conducting engaging sales conversations that motivate stakeholders to do business with you and close the deal.Got a question for Jeb or comment about this episode? Text…
 
If more sales reps would do this one thing (hint: talk to people) their sales would instantly increase.On this short, powerful episode of the Sales Gravy Podcast, Jeb Blount answers a fan question while dropping a major sales truth bomb!Listen above or watch the video below.Pro Tip: Play this at your next weekly sales meeting.Got a question for Jeb…
 
On this episode of the Sales Gravy podcast Jeb Blount and Bernie Weiss explore how to Ace It in Sales with lessons learned from selling radio advertising on the streets of New York City and the Bronx.They take on heavy metal selling, cold calling in New York City , how to sell more by becoming an expert in industry categories, why routines matter, …
 
Each year, on July 4th, I reflect on the blessing to have been born in a country where anything is possible and anyone, no matter economic background, heritage, culture, race, gender, sexuality, or religion has the opportunity to succeed. This is the reason why so many people around the world dream of coming here.Is America a perfect place? Of cour…
 
On this episode of the Sales Gravy Podcast, Jeb Blount and Anthony Iannarino recap some of the many lessons and takeaways from the OutBound Conference. In particular, they dive into two mindsets - Scarcity and Abundance - and how these mindsets can either make you a winner or inhibit your long-term success.…
 
What does emotional intelligence have to do with sales leadership?According to Colleen Stanley, who is the author of the hit new book Emotional Intelligence for Sales Leadership, a high EQ matters a lot. In fact, it is the real secret to building a high-performance sales team.On this Sales Gravy podcast episode, Jeb Blount, the author of Sales EQ, …
 
On this episode of the Sales Gravy Podcast, Jeb Blount and Michelle Rockwood teach you how to avoid coming across as pushy and desperate and instead compel people to lean into you by leveraging the choice based closing method. It's all about selling without selling.Before you jump on your next virtual sales call, download our FREE Video Sales Call …
 
On this episode of the Sales Gravy Podcast, Jeb Blount and Cherilynn Castleman, author of What's in the C.A.R.D.S., discuss sales team diversity, why women are better at sales than men, the power of empathy, and key things you need to know about selling in a post-pandemic world. You'll love this conversation and you'll especially want to pay attent…
 
OUCH! The internal sale was more challenging than closing the actual deal!A brutal truth about B2B sales is that the internal sale (the sale after the sale) is often more challenging than the external sale (getting your prospect to sign the deal). Many sales professionals struggle with the internal sale because they don't understand how to get past…
 
If you are tired of being tired, you'll love this Sales Gravy Podcast episode.Jeb Blount and Rachel Pitts (Women Your Mother Warned You About) offer tips for staying fit. For sales professionals, to out wit and out perform your competitors, you need to be physically fit because mental energy is limited by your physical energy.Jeb and Rachel focus o…
 
On this Sales Gravy Podcast episode Jeb Blount (Sales EQ) and Diane Helbig (Succeed Without Selling) discuss the power of mapping and uncovering sales process pivot points.You will learn how these pivot points help bend win probability in your favor and offer important clues for when it may be time to walk away from a deal. Listen to Part One – Sel…
 
On this Sales Gravy Podcast episode Jeb Blount (Sales EQ) and Diane Helbig (Succeed Without Selling) discuss why sales is a process. You will learn about pre-call planning, the science of selling and why winging it on sales calls is wickedly stupid. Listen to Part One - Selling Without Selling Listen to Part Two - Intentional Empathy…
 
On this Sales Gravy Podcast episode Jeb Blount (Sales EQ) and Diane Helbig (Succeed Without Selling) discuss intentional empathy discuss and it is a meta-skill in complex sales.Empathy is the key to stepping into your buyer's shoes, understanding their situation, and building relationships.Yet, the best salespeople are naturally less empathetic and…
 
This Sales Gravy Podcast episode is part one of Jeb Blount's (Virtual Selling) conversation with Diane Helbig (Succeed Without Selling) about why for business owners, entrepreneurs, and sales professionals success in selling and business growth really isn't about "selling." Instead, when you focus on solving problems, that's when the real magic hap…
 
On this episode of the Sales Gravy podcast, Jeb Blount focuses on brokeness and the two common mindsets of highly successful people and how to grow from adversity.This past week I stumbled on this quote passage from Vance Havner. This is God uses broken things, broken soil to produce a crop, broken clouds to give rain, broken grain to give bread, b…
 
On this episode of the Sales Gravy podcast, Jeb Blount (Fanatical Prospecting) answers a listener's question about how to effectively balance prospecting for new logos with serving and managing existing accounts.Balance Prospecting and Account ManagementMaggie is a member of my insider group, and she asked me a pretty important question about how t…
 
On my final Coronavirus talk, I discuss what happens post-pandemic, the power of blending, and what you need to do right now to now to future-proof your sales career.The Pipe Is LifeA year ago, I made the first coronavirus talk about outbound prospecting. No matter when, where, or how as a salesperson, your number one job is to go out and fill up t…
 
On this fun Sales Gravy Podcast episode, Sales Gravy Master Trainer Gina Trimarco and Account Executive Jeb Blount Jr discuss how they learned to love selling. From cold calling, to losing deals, and all of the challenges in between, you'll love the story of how a young college grad finds his way in the sale profession.We want to hear from you. Let…
 
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.…
 
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 powerfu…
 
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 Podc…
 
Coronavirus is Testing Mental ResilienceThe 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 go…
 
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. I…
 
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 Passio…
 
On this inspiring episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) talks to Brian Knox, owner and founder of B Knox Photography. This young entrepreneur leveraged Fanatical Prospecting to quickly ramp up his successful and fast-growing photography business that he started this year.This conversation about sales and entrepreneurship …
 
Sales Myth: You Have to Sell YourselfMost of us, at one time or another in our careers, have heard some trainer or manager exclaim, “You have to sell yourself.” “If you want to get that job, son, you have to sell yourself.” “The real key to sales is your ability to sell yourself.” “If you want others to like you, you’ll have to sell yourself.”The S…
 
The Fine Art of Blending Text Messaging Into Your Account Management ProcessI 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 …
 
Sales Follow Up SuperpowersOn 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 …
 
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 ThreeJeb – Does Faith Matter in Sales?Alex, I've got a question for you about faith. This is n…
 
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