Sales Gravy: Jeb Blount

On this Sales Gravy Podcast episode Jeb Blount (Virtual Selling) and Anthony Iannarino (Eat Their Lunch) get down and dirty about why salespeople need to adopt a phone first approach to outbound prospecting sequences. Three Reasons Salespeople Default to Email for Outbound Prospecting There is no tool in your sales arsenal that is more powerful than the phone. None. Yet sales professionals across the spectrum have abandoned the phone for spamming prospects with an endless stream of email. Fear of the Phone In many cases this destructive behavior has its origin in fear. These salespeople are afraid of rejection and therefore avoid talking to people. Email allows them to keep people at arms length. Ignorance of the Power of the Phone in Outbound Prospecting In other circumstances, it is a case of ignorance. Salespeople have been blasted with the false message that the "phone no longer works." They've been lead to believe that the only way to effectively prospect is by email. Therefore, they stuff outbound pros

Mastering the "Yes - And" Sales Improv Framework Ever been caught flatfooted when a buyer throws an unexpected objection at you? It turns out that improv can help you handle it and increase sales. On this Sales Gravy Podcast episode, Jeb Blount (Virtual Selling) and Gina Trimarco engage in a fun discussion on how to increase sales with improv. You'll learn how developing the same skills comedians and actors use on stage, can help you in front of buyers during sales conversations. Improv is the art of off-the-cuff, un-scripted comedy in which the actors respond to cues from each other rather than reading from a set script. The most important keys to effective improv are listening, accepting, and leveraging the "yes-and" framework. Sales improv helps you increase sales by: Becoming more confident Being present and in the moment Building sales conversation organically Asking better questions Being a better listener Keeping buyers engaged Detaching from outcomes During the podcast, Jeb and Gina d

Starting a B2B Podcast is a Smart Virtual Selling Strategy On this episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) and James Carbary (Content-Based Networking) discuss how starting a B2B podcast can elevate your personal brand and build familiarity. Familiarity Leads to Liking In Sales, familiarity is powerful because familiarity leads to liking. When people are familiar with you, the more likely they'll be to engage on prospecting calls and feel comfortable with you on virtual sales calls. Familiarity is virtual selling lubrication. It takes the friction out of virtual communication and makes everything easier. The lack of familiarity is why you get so many objections. When people don’t know you, it’s much harder for them to trust you. To build familiarity, you must make a direct investment in improving the awareness of your name, expertise, and reputation. Starting a B2B podcast is such an investment and, one that will pay huge dividends. The Virtual Selling Book Virtual Selling is hot

Open yourself up to new opportunities It's difficult to see new possibilities during this crisis. It seems like we've been in this pandemic for years rather than months. Secretly, most of us have been living with the hope that the coronavirus pandemic would be over quickly and that we'd get back to normal. With the new surge in cases, what is becoming clear is that everything has changed, that there is no going back, and that the only thing we can count on is new possibilities. In Coronavirus Talk #8, I discuss why it is important that you shift your mindset now so that you are looking though the windshield rather than in the rear view mirror. Adapting to A New Reality The last time I came to you with a Coronavirus talk, it was way back in April. We were talking about gratitude. And a lot's happened since April. One of the things that happened to me was that I wrote an entire book, an 85,000 word book on Virtual Selling. And it's something that normally takes me 18 to 24 months. And I was able to focus my at

Shifting Initial Sales Meetings From Face to Face to Video Calls One of the most effective points in the sales process to leverage video sales calls and virtual selling skills is the initial meeting. The initial meeting is first step in the sales process. It is the appointment you (or your sales development rep) set during outbound prospecting or from an inbound lead. The objective of the initial sales meeting (often the first step in the discovery process) is three-fold: Make a great first impression and develop an early emotional connection with the stakeholder(s) Fully qualify the opportunity to determine if it makes sense for you to move to the next step with the prospect. Generate enough interest with the stakeholder(s) to motivate them to advance to the next step in the sales process. Effective Initial Meetings An effective initial meeting should be about 30 minutes in length and no more than sixty. Your primary goal is to close for the next meeting (based on the complexity and length of your s

On part five of this Sales Gravy podcast series on sleep and sales performance, Jeb Blount (author of Sales EQ) and Jeff Kahn (CEO of Rise Science) discuss how sleep can help you deliver better sales presentations. You'll learn the same technique that Jeff uses to help athletes lock in practice, improve memory, and reach peak performance. More Episodes of Sleep and Sales Performance Listen to Part One of Sleep and Sales Performance Listen to Part Two of Sleep and Sales Performance Listen to Part Three of Sleep and Sales Performance Listen to Part Four of Sleep and Sales Performance

On part four of this Sales Gravy podcast series on sleep and sales performance, Jeb Blount (author of Sales EQ) and Jeff Kahn (CEO of Rise Science) discuss the two laws of sleep. Jeb and Jeff explore: Sleep Debt Circadian Rhythm Sleep Procrastination Techniques for battling insomnia More Episodes of Sleep and Sales Performance Listen to Part One of Sleep and Sales Performance Listen to Part Two of Sleep and Sales Performance Listen to Part Three of Sleep and Sales Performance

On part three of this Sales Gravy podcast series on sleep and sales performance, Jeb Blount (author of Sales EQ) and Jeff Kahn (CEO of Rise Science) discuss the bad things that happen to you when you don't get enough sleep. Scientists have been studying sleep and health for over 100 years. They have proven that without enough sleep your health, motivation, passion, and cognitive abilities deteriorate. The good news is you can instantly feel and perform better by simply getting enough sleep. Listen to Part One of Sleep and Sales Performance Listen to Part Two of Sleep and Sales Performance

On part two of this Sales Gravy podcast series on sleep and sales performance, Jeb Blount (author of Sales EQ) and Jeff Kahn (CEO of Rise Science) discuss the impact of sleep on emotional intelligence and positive mindset. You will be surprised to learn that the lack of sleep makes it more difficult: to control your emotions perceive the emotions of others effectively manage sales meetings build relationships Jeff says that walking into a sales meeting without enough sleep is the same as going in drunk. You'll learn that the sleep you get tonight is the beginning of your performance tomorrow. Listen to Part One of Sleep and Sales Performance

On part one of this Sales Gravy podcast series on sleep and sales performance, Jeb Blount (author of Sales EQ) and Jeff Kahn (CEO of Rise Science) discuss how sleep impacts sales performance. Listen to Part Two of Sleep and Sales Performance

In every sales conversation, the person who exerts the greatest emotional control has the highest probability of gaining the outcome they desire.

On this bonus Selling in a Crisis Daily Sales Briefing, Jeb Blount and and Jeffrey Gitomer discuss what you should be doing now to get ahead of the curve and read for recovery on the other side of the coronavirus shutdown.

On this episode of the Sales Gravy podcast, Jeb Blount discusses entrepreneurship, self-reliance and why sales professionals need to view themselves as entrepreneurs with Duct Tape Marketing's John Jantsch, the author of the new book, The Self-Reliant Entrepreneur.

On this Selling in a Crisis Daily Sales Briefing, Jeb Blount discusses what salespeople need to be doing now to prepare to accelerate once the recovery begins.

In an economic crisis, retaining customers is job number one. You need to do whatever it takes to keep competitors at bay and work with your customers to ensure that they remain your customers. You will need them when the crisis is over.

In this crisis, when working and selling from home, it is easy for small distractions to have big consequences on your sales day. To be at your best and be productive, you must take steps now to protect the golden hours, block your time, and set a daily battle rhythm.

On this special, unscripted Coronavirus Talk, Jeb Blount discusses the powerful gift of gratitude and why you are not defined by what happens to you, but rather how you respond to adversity. Listen to Coronavirus Talk #1 – On Prospecting Listen to Coronavirus Talk #2 – On Excuses Listen to Coronavirus Talk #3 – The Gift of Time Listen to Coronavirus Talk #4 – On Confusion Listen to Coronavirus Talk #5 – On Fear and Worry Listen to Coronavirus Talk #6 - On Mourning  

On this Sales Gravy Podcast, Jeb Blount (Fanatical Prospecting) discusses the danger of task saturation for Sales Professionals with Will Frattini of ZoomInfo. Prioritization is a big issue for salespeople who want to be productive and on this episode you'll learn tips and tactics for organizing your sales day so that you can focus on selling.

The Coronavirus Crisis has left many sales professionals with extra time on their hands. If you are one of them, don't waste it. Now is the time to get your CRM in order and clean up your database. Don't waste this precious time, you will not get it back again.

In the worst economic meltdown since the great depression, we need sales professionals on the front lines because you are the new superheroes of the economy.