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 and in life if you are willing to do whatever it takes. On this episode of the Sales Gravy Podcast, Jeb Blount and Brandon Bornancin dive into what it really means to be willing to do what ever it takes. No matter who you are or where you come from, your education, or your network, you can create the life you want and build the business you’ve only dreamed about. Brandon's journey is all the proof you need. He graduated college flat broke. He started a business that was an epic failure. Then he turned it all around – before he was 30 – closing over $100 million in sales for Google and IBM and founding two multimillion-dollar companies, t...
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 know how to influence the choices buyers make. Get a leg up on your sales career with our free sales training resources. Check them out here: https://salesgravy.com/resources/
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, Jr. on the Sales Gravy Podcast to discuss the future of video messaging. If you are the kind of person that likes to be on the leading edge of sales technology and techniques, you will love this episode!
LinkedIn is one of the greatest tools ever created for sales professionals. It ranks right up there with the car, telephone, and the internet. Leveraging LinkedIn gives you the ability to connect with and learn more about prospects and customers than at any other time in history. Sales professionals who master LinkedIn quickly rise to the top of the ranking report. 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. NEW BOOK: Jeb Blount's new book, Selling the Price Increaseis an essential handbook for sales professionals, account managers, customer success teams, and other revenue generation leaders looking for a page-turning and insightful roadmap to navigating the essential—and nerve-wracking—world of price increases. Get your copy here: https://www.amazon.com/Selling-Price-Increase-Ultimate-Customers/dp/111989929X/
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 turned sales trainer teach you the secrets to playing to win, when negotiating with procurement. You'll learn the keys to mastering the sales negotiating chessboard and going toe to toe with professional buyers who are paid to extract maximum concessions from you. Want more tips on effective sales negotiation? Then download our free training guide on the Seven Rules of Sales Negotiation here: https://salesgravy.com/7-rules-sales-negotiation-guide/
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 the keys to high-performance in sales. If you aspire to rise to the upper echelons in your organization, this episode will give you a peak behind the curtain into what it's like lead a large, national sales team. Looking for more free resources to help you boost your sales career? We've got them here: https://salesgravy.com/resources/
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 customers to accept price increases without losing their business. At Sales Gravy we are constantly adding free sales training resources to our growing library of downloads. Check them out here:https://salesgravy.com/resources/
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 teams fail to adopt sales tools. On this episode of theSales Gravy Podcast, Jeb Blount, Sr (Author of Fanatical Prospecting) and Sean Adams (Head of Sales for iorad), discuss how to ramp salespeople up fast on new sales technology and the keys to teaching salespeople how leverage sales technology to become more productive. At Sales Gravy we are constantly adding free sales training resources to our growing library of downloads. Check them out here: https://salesgravy.com/resources/
“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, Greenlights The number one reason for failure in sales is an empty pipeline. The number one reason for an empty pipeline is the failure to prospect every day, every day, every day. This is the truth. A brutal, universal, and undeniable truth. But, of course, the truth, as the saying goes, is like poetry and everyone effing hates poetry. A few weeks back, my 24-year-oldsonwas delivering a telephone prospecting workshop to a group of sales development reps (SDRs) who were all about his age. Early in the training, one of the reps pointed out that my mega-bestselling bookFanatical Prospecting, “Was written a while back.” And asked, “Is it even relevant anymore?” The young, always eager for the next bright, shiny thing and ready to chunk any ideas perceived to be “old.” That’s always been true from one generation to the other. ANY EXCUSE NOT TO PROSPECT What is also true though is that sales reps of all generations, for at least the past 125 years, have been willing to make any excuse, and I mean any excuse, to avoid the grind and pain of prospecting. And that’s exactly what this young man was seeking to do. He wanted my son to let him off the hook. To say that prospecting was old-school, that the marketing department should deliver hot leads on a silver platter and that he could while away the sales day sending asynchronous, automated email spam to prospects on his company’s sales engagement platform and call that prospecting. Mostly, he wanted validation that “that the telephone didn’t work anymore” and he could avoidtalking to people. My son responded,“What do you think has changed in the past six years?” The young SRD shot back,“Well, nobody answers the phone anymore.” At that, my son pulled up his prospecting list for the day, showed it to the group, and said, “Ok, let’s test your hypothesis.” Then, he began dialing, right in front of the SDRs. In the first fifteen dials, he spoke to four decision makers and set two appointments. Then turned to the group and asked,“Any more questions?” Cased closed. As Elvis Presley said so aptly, “The truth is like the sun. You can shut it out for a time, but it ain’t goin’ away.” YOU CANNOT BE DELUSIONAL AND SUCCESSFUL AT THE SAME TIME Of course, there are loud voices, mostly onsocial media outlets, who shout that cold calling is dead, the telephone is dead, sales is dead, and one form or another of prospecting is dead – depending on which way the wind is blowing that day. Still others shout loudly from their “holier than thou” mountain top that robots and AI should take the place of people for sales prospecting activity. They argue that allowing these bots to spam stupid humans via email, text, and direct messaging is the secret to all present and future sales success. It isn’t. People hate robots and spammers. Put these two annoyances together and it only serves to turn prospects off and teach them to ignore generic, mindless robot messages. “Being loud,” says Mark Homer, in Uncommon Sense, “doesn’t increase the value or validity of their opinion. In fact, often by the very nature of being the loudest, those opinions are typically the furthest from reality.” The young sales rep in the story above is among the multitudes of sales professionals who are susceptible to these messages that pander to their fear and discomfort with interrupting strangers with prospecting activity. On a perpetual trip to delusionville and burdened by confirmation bias,
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 proper time discipline to reach your goals and crush your number as the end of the year approaches, while also setting yourself up to have a robust Q1 pipeline in the new year. In this conversation between Jeb Blount (Fanatical Prospecting) and Anthony Iannarino (Eat Their Lunch), they break down exactly how to deal with these end of year roadblocks and truly outsell the holidays. You'll learn how to sell more and still have fun over the holidays! You get specific tips, tactics, and techniques for compelling buyers to act, prospecting, time management, and keeping your pipeline full so you start the new year strong. Jeb and Anthony will als...