Sales Gravy: Jeb Blount

In one of our most intense podcast episodes ever, Jeb Blount and Alex Goldfayn discuss why salespeople who want to make more money must re-learn how to use the phone.

The fourth quarter is prime time for sales teams. Manage Q4 well and you'll make your number and more. Manage it poorly and you'll pay for your mistake well into the new year.

For leaders, nothing is more important or critical than trust. If people do not trust you, they will not follow you.

On this podcast episode learn the keys to leading and coaching ultra-high performance from respected sales thought leaders, Jeb Blount and Alice Heiman.

If you are using these three words you need to stop. They add no value, trigger reflex buyer scripts, and stall your deals in the pipe.

On this podcast episode, Jeb Blount and sales leadership guru, Ken Thoreson, discuss how and why modern sales management has changed and where sales leaders need to place their focus to be successful.

When it comes right down to it, there is only one question that matters in life. On this podcast episode Jeb Blount tells the story of  how a rag-tag, under-dog football team learned this lesson and how to apply it to your life.

In sales, its easy to become the buyer's little puppet - they pull the strings and you dance. On this podcast episode you will learn how to use engagement tests, take aways, and emotional detachment to flip the script and gain control of the sales process.

When buyers are not engaged at the emotional level your deal will stall. This is why ultra-high performers are constantly focused on building emotional connections with stakeholders.

On this final installment, Jeb Blount and Tom Hopkins discuss the keys to becoming a Sales PROFESSIONAL.

For many salespeople, the fear of getting a no is real and holds them back. In part four of Jeb Blount's interview with Tom Hopkins, they discuss sales objections and what to do when buyers say no.

In part three of Jeb Blount's conversation with the legendary Tom Hopkins, they discuss the power of follow up and why you need to prospect so that you no longer need to prospect.

In part two of Jeb Blount's interview with the legendary Tom Hopkins, the two discuss the power of setting and writing down goals and, why you should never give up on your dreams.

Jeb Blount and Tom Hopkins discuss leveraging the Yes Strategy for getting past the fear of rejection.

Each working day salespeople are surprised to find out, after investing blood, sweat, and tears, and of course promises to the boss, the account they have been working on will not close. But, walking away from a bad deal is one of the hardest things to do in sales. On this podcast episode Jeb Blount explores the pitfalls of poor qualifying and throwing good money after taking loans for bad credit.

As individual contributors top Sales Professionals have the luxury of only thinking about themselves. They can selfishly protect their own interests, act as lone wolves, and win at the expense of others. But as Sales Managers the words I and me no longer work. On this podcast episode, Jeb Blount author of People Follow You, discusses how new sales manager must make the shift from sales rep to leader.

On this podcast episode Jeb Blount and Brandon Bruce, COO of Cirrus Insight, discuss how to get the most out of the modern CRM.

Despite all of the bright, new, shiny apps and digital tools that promise to make sales easier, a failure to focus on and embrace the basics and fundamentals is a sure path to mediocrity and eventual failure. On this podcast Jeb Blount challenges you to answer 21 questions that lead to sales success.

Your CRM can either be your most valuable sales tool or your greatest waste of time. It depends on how you treat it and your mindset about it. On this podcast episode Jeb Blount explores why salespeople choose not to leverage the CRM and why this is a big mistake.

It often feels like life would be better without competitors. But more often than not, our hated competitors make us better, stronger, faster, and more agile. Change your mindset. Change your game.