Powered by RND
PodcastyBiznesSales Gravy: Jeb Blount
Słuchaj Sales Gravy: Jeb Blount w aplikacji
Słuchaj Sales Gravy: Jeb Blount w aplikacji
(4 676)(250 137)
Zapisz stacje
Budzik
Sleep timer

Sales Gravy: Jeb Blount

Podcast Sales Gravy: Jeb Blount
Jeb Blount
From the author of Fanatical Prospecting and the company that re-invented sales training, the Sales Gravy Podcast helps you win bigger, sell better, elevate you...

Dostępne odcinki

5 z 300
  • How Sales Reps Should Break the Rules
    All’s fair in love and war—and sales. At the end of the day, what really matters is whether the deal closed or if you were left holding the bag.  Did you make quota this quarter? Did you crush your numbers? Or did you fall short? If you missed quota, chances are you played it too safe. You followed the so-called 'best practices'—the ones that average reps cling to. Top performers don’t just follow the playbook. They know when to bend the rules, take calculated risks, and do what it takes to win. Be a Pattern Breaker The greatest don’t stick to rules and expectations. They forge their own path in a sea of conformity. They constantly reinvent themselves and their practices to push boundaries and find new ways to win. What you won’t see is an elite sales rep following the same script day after day and struggling to escape mediocrity. As venture capitalist Mike Maples Jr. put it on this week’s Sales Gravy Podcast, “People who are winning are the ones who change the rules and tell people how to think about it.” Now’s the time to shake up your own sales routine and adopt the practices of Ultra High Performers. Fanatically Prospect You don’t have an option—prospect every day, or get left behind. The pipe is life. If you’re not feeding it, you’re starving. Fanatical prospectors don’t just carve out time—they demand it. Every single day. You make calls, period. Distractions? They don’t exist.  But too many sales reps think they need to follow traditional suggestions: Prioritize research over calls; call when you think your prospects will be available; warm leads up with social touches and emails. These “rules” are screaming to be broken. There’s no room in sales to avoid cold calling. The telephone is still the single most powerful weapon you have when it comes to selling. Sure, the norm is to hate cold calling, avoid the phone, and send out dozens of emails because it’s easy. Rule breakers don’t do easy—they’re on the phone every day. The best reps value prospecting and know that—even when they’re closing deals—they need to be watching out for tomorrow. Mediocre reps make fewer calls, qualify fewer prospects, and close fewer deals. Don’t be mediocre.  Ruthlessly Disqualify; Pursue Those Who Will Buy Never waste your time on a prospect who simply won't pull the trigger. There are lots of tire kickers out there who will intentionally or unintentionally waste your time. Recognize early the deals that will never be done. Most sales reps chase every lead because they’re told to ‘always be closing.’ The best reps break that rule by disqualifying early. Be intentional in your discovery; ask all pertinent questions before spending precious time wooing a lead.  You don’t have time to find out weeks down the road that your prospect wasn’t the decision maker or that there’s no budget for the deal. You can even disqualify before you start prospecting. When generating cold calling lists, zero in on a subset of your market that is most likely to buy—don’t squander energy parsing through every single business simply to tell your boss you called everyone.  Jerome, a media rep in Texas, covered all of Austin. Instead of cold calling tens of thousands of businesses, he zeroed in on the ones most likely to be in the market for his services and who could afford them. He weaned out businesses that weren’t strictly his target demographic and saved himself thousands of useless calls.  Break the norm by cutting deadweight fast. Play the Long Game  Mediocre reps make useless calls and let the fear of annoying prospects sabotage their follow up game.  Forget the outdated advice about not being ‘too persistent.’ Elite pros break that rule and keep showing up until they hear ‘yes’ or ‘no.’ They bend the rules of social niceties (i.e. don’t annoy your prospect) and keep calling, no matter how long it takes. Xant found that 50% of sales happen after the 5th follow-up,
    --------  
    45:00
  • How Coaching Transforms Sales Performance and Culture (Ask Jeb)
    Dennis from Chesterfield, Missouri, wants to know if sales coaching truly moves the performance needle, especially when shifting from transactional approaches to more consultative selling. Below are the key insights from our conversation on why coaching matters, how it boosts sales and culture, and what leaders should do right now to make it happen. Why Sales Coaching Is Essential Sales is a skill position. Even the best reps lose their edge if they’re left on their own for too long. Much like elite athletes, sales professionals need ongoing input to fine-tune their mechanics, recharge their motivation, and keep small errors from turning into big problems. Coaching can be the difference between a rep who has plateaued and one who keeps climbing—because it provides immediate, personalized feedback when it counts most. From Knowledge Acquisition to Knowledge Application Training is vital for learning new strategies, product details, and selling techniques, but it doesn’t guarantee that anyone will actually use those ideas. That’s where coaching comes in. A coach helps each individual absorb and adapt those lessons to their unique style, role, or territory. Research shows that simply sending people to training without one-on-one follow-up leads to a big dip in retention and performance. But when coaching supports training, skill application soars—along with results. Leading, Managing, and Coaching: The Three Pillars of Leadership Sales leadership has three core pillars. Leading sets the emotional vision of where the team is headed. It's getting people emotionally connected to a future state. Managing is driving the step by step processes that execute strategy. Coaching is developing your people to execute at a high level. It is the force that keeps every member of the rowing in the right direction. Think about it this way. 90% of strategy (leading) is execution (managing) AND 90% of execution is people (coaching). Everything depends on people which is why you can’t afford not to coach. Sales Leadership and Coaching Priorities Leaders who prioritized weekly one-on-ones, real-time one-to-one coaching, and rigorous sales pipeline reviews consistently deliver better results and productivity. One of my top clients reconfigured its leadership approach with inside sales reps, focusing on call-by-call coaching in real time. While the broader industry shrank, this company grew by over 20%. The common thread? Leaders were present. They weren’t waiting for problems to surface; they intervened early and often, guiding reps through each challenge. Why Simply Showing Up Makes a Difference Leaders sometimes fear that sitting with their reps will feel intrusive, yet just being there raises performance. When a coach or manager listens in on a sales call or rides along on an outside sales appointment, reps immediately sharpen their focus. They’re more likely to use proven techniques and avoid shortcuts. Even better is when the leader offers coaching in the moment—helping the rep pivot if the call starts going sideways. Catching issues before they snowball is how reps maintain a consistently high standard of performance. The Power of Being Side by Side One sales organization I work with discovered, after a big dip in sales productivity, that none of its sales managers were spending time on the floor. Rather than spending time on the sales floor coaching, the leaders were in their offices, behind closed doors grading calls. As soon as the managers started actively coaching—right next to their people, live—the entire team’s win-rates rose sharply. True coaching works best in real time, because your rep can implement what they just learned to get better on the next call. The Culture Shift from Transactional to Consultative When a coach is on the floor or in the car, they can see how a rep handles difficult questions, responds to objections, or frames value to a hesitant buyer.
    --------  
    13:10
  • Q1 Sales Performance Gut Check (Money Monday)
    This is a very important Monday because this is the first Monday of the second quarter, and it’s time for a major gut check and assessment of where you are against your number coming out of Q1, and what you need to adjust and think about as we move into Q2. Start with setting aside a dedicated, focused time block of one to two hours for reviewing your: Q1 Results Current state of your pipeline 2025 goals & personal business plan Evaluate Your Q1 Performance Against Your Sales Goals Begin with an honest evaluation of your Q1 sales performance. It’s likely that your performance falls into one of three scenarios:  You Crushed It – You had a killer quarter, blew away your goals, and you are walking on cloud nine.  You Hit Quota – You're on track and right where you are supposed to be against your number You are in trouble – You missed your number, are behind quota, and are feeling the pressure. Incredible Quarter. Crushing It! If You Crushed It, and you’re on the top of the ranking report: Congratulations, this is exactly where you want to be at the end of Q1. Being ahead of your number now is an insurance policy against unforeseen setbacks in the future.  It also can make life much easier if your sales plan and quota gets bigger in the back half of the year as many do.  The most important thing you can do right now is conduct a deep dive analysis of your pipeline. It’s not unusual to work hard to close so many deals at the end of the quarter that you start off in a weak position at the beginning of the quarter.  Get your calculator out and do the math on how much you need in your pipeline to crush your Q2 number. Then get to work immediately building the pipe you need to hit that goal.  Do not wait to do this. With a great quarter behind you, the temptation will be there to take a breather and take your foot off of the accelerator. After all, you deserve it. But be very careful because if your pipeline needs work, the failure to take immediate action will come back to bite you.  If you feel a bit burned out from working so hard to deliver such a great quarter, it might make sense to take a few days off to rest, recover, and recommit to your goals or raise the bar with stretch goals. You’ve set the foundation for what could be a massive year and a trip to the President’s Club. Take advantage of what you accomplished in Q1 to get even better in Q2. On Quota. On Track. If you hit your quota in Q1 and ended up right where you should be: Nice job! Quota isn’t easy to achieve. You’ve executed and done exactly what your company asked you to do. You’ve kept your promise.  Your biggest challenge now is that it's not going to get any easier as the year progresses. You'll need to keep executing and keep grinding.  For you, this is a good time to step back and take a look at what is working well for you, where you can improve, and where you might have gotten off track. It’s a good time to reacquaint yourself with the basics and fundamentals that create success in both sales and your industry.  Of course, after battling it out in Q1 you may need to refill your tank. This is the perfect time to double down on investing in yourself. With so much volatility in the market place at the moment, I highly recommend listening to my book Selling in a Crisis on Audible or Spotify or taking my courses on Selling During Uncertainty on Sales Gravy University.  I’ve always found that investing in myself and learning gives me a boost of energy and motivation when I need it the most.   Bad Quarter, In Trouble If you had a bad Q1 and you are behind your number, then you are likely in trouble and are feeling the pressure. You might already have been put on a plan, which is not fun. The good news is that this is survivable, if you choose to survive. I know this isn’t where you want to be. No one tanks their sales number on purpose. But where you are now is almost always a result of small s...
    --------  
    8:42
  • Top 5 Sales Improvement Tips From Q1 Podcast Episodes
    Great advice is everywhere, but most of it is fluff. In sales, you don’t need clichés—you need real strategies that help you win more deals. We’ve pulled together five of the biggest game-changing sales tips from the Sales Gravy Podcast so far this year.  These are proven tactics from top sales pros who know what it takes to close deals, stay sharp, and dominate the competition. If you want to crush your numbers, start here.  https://youtu.be/gmf7YzzlPkQ?feature=shared The Grind Gets You Gold You won’t become a sales expert overnight.  But you can practice your way to excellence and then—one day—reach elite levels of selling. As sales guru Tony Morris said, “You get out what you put in. … You don’t have to be the greatest; you’ve got to be the hardest [worker].” In other words, be ready to roll up your sleeves and get in the trenches. Everyone sees the skills of great athletes, but not everyone considers all the consistent work it took to hit that home run or make that perfect golf swing. Sales success is no different—it’s the result of countless daily reps, not just the big wins. Top performers make it all look fluid—like a dance that should be easy to learn. But it’s not. Developing sales acumen takes time and massive effort, plus dedication to the grind. You have to dedicate time every day to getting better—no matter what. Practice is an integral part of the grind. Drill your frameworks. Roleplay with mentors. Ask for feedback. You have to pick up the phone and make calls no one else will—that’s how you win. Don’t give up before you see results.  You Must Learn to Sell Once you’ve learned the basics, the grind perfects them. But you better start with some solid foundational skills. Sales strategist Dawnna St. Louis puts it this way: “The first thing you need to do is learn to sell.” Because trying to sell without knowing how to sell is an uphill climb that most never finish. Learn to sell, or risk losing everything. It’s an ultimatum that no sales rep can afford to ignore. Even the best subject matter experts fail without sales skills.  Take courses and identify a mentor—a seasoned veteran who can provide feedback on your calls and negotiation techniques. Find a personal sales coach to teach you the ropes.  Perfect Your Digital Profile Stick to the simple; nix the jargon. As Breaking B2B Founder Sam Dunning says, “Does it pass the Caveman Grunt test?”  Given a few seconds, could a caveman successfully grunt what you do based on your website—or your social media presence—alone? If not, you’re in trouble. No one is going to buy from you if they don’t understand what you do or your expertise.  A website is the online lobby of a business—the introduction to your service or product for potential digital customers.  But take Dunning’s advice one step further and apply it to your Linkedin profile and social media accounts that are your lobby to your potential customers. Lean into the basics: Who are you? What do you do? Why should a customer pick you? The quality of your messaging can encourage prospects to reach out to you or establish you as a trustworthy source of business. Create content that positions you as a thought leader and advisor.  Otherwise? Your social presence is useless. Wasted Time is the Enemy Time is the one commodity that you can’t replenish. Once it’s gone, it’s gone. That’s why you must dedicate time to filling your pipeline every week. Protect your Golden Hours at all costs and then use that time wisely to make as many calls as you can. Whether you’re in the same building or your team includes remote workers, pick a mutual time and start dialing numbers. As best-selling author and sales expert Jeb Blount put it in a recent Ask Jeb, “Pick a period of time and say ‘We’re going to run call blocks.’ … Be ready with your list and we’re going to chop wood.”  Eat the frog—carve out specific time to focus on your hardes...
    --------  
    14:02
  • How to Generate Better B2B Leads That Convert (Ask Jeb)
    Wes from Flower Mound, Texas, has a familiar challenge: how to attract more qualified B2B leads and convert them before they slip away. He’s already tried a variety of channels, including inside sales, social media, and email, but is struggling to ramp up both volume and quality. Below are the key insights from our conversation, along with practical strategies to multiply your lead count and build a system that secures face-to-face meetings with the right buyers. Why a Multi-Channel Strategy Matters There’s rarely a single magic trick that opens the floodgates of perfect leads. In B2B lead gen often requires multiple touch points before prospects even see why they need to talk to you. A blend of outbound prospecting, inbound content marketing, and nurturing activities generally works best. The sum of these efforts can accelerate your pipeline more effectively than leaning on one channel alone. Lead with Pain-Focused Messaging If you expect busy decision-makers to respond, talk about their pain—not your credentials. It’s easier to draw someone in by asking a question they can’t ignore: “Is high turnover costing you millions in lost productivity?” or “Has rapid growth left your culture in shambles?” The goal is to make them nod in agreement before they realize they’re reading a marketing pitch. That’s when they self-select into your funnel and become receptive to a follow-up call. Close the Speed-to-Lead Gap Wes wanted advice on better leads, but high-quality leads can still go cold if your response lags. Once someone opts in or fills out a form, you have a limited window to capitalize on that interest. Even a 30-minute delay can drop contact rates dramatically. Set strict targets for response time and measure them. Make phone calls the first touch whenever possible, not a generic email. Remind them that prospects seeking help have a pressing trigger event—act fast, or they’ll move on. Enhance Leads With Thought Leadership Touches Because B2B solutions aren’t often top-of-mind until there’s an obvious buying window, thought leadership and content marketing are critical. Position your business as a problem-solver. Short webinars, white papers, or case studies can showcase real transformations you’ve facilitated. Offer timely webinars on pain points you see trending in your market. Gate them with a simple registration form to capture new leads. Follow up quickly, ideally within hours, to schedule a deeper conversation. Stay Narrow on Your Ideal Customer Profile Wes asked whether to target a handful of organizations deeply or go wide. In B2B, sales randomness is the enemy of effectiveness. Identify the types of companies—size, leadership style, growth trajectory—that consistently need your help. Zero in on those decision-makers who likely hold budget authority, whether that’s a CEO, COO, or line-of-business leader. Aim higher first and multi-thread down later, if needed. Ace the Last Mile It’s one thing to get leads in the door and another to turn them into appointments. That “last mile” is where your marketing spend either pays off or gets wasted. By the time leads get to you, they’re often aware of a problem. Your job is to connect that problem to a tangible path forward: Coach reps to identify the pain, clarify it, and propose a next step. Track and revisit call recordings or email exchanges to spot recurring objections. If you see a pattern—like pricing concerns—equip your team with a fast, concise way to handle it without sinking the opportunity. Keep Tweaking and Testing Even the most robust strategy will fade if you aren’t iterating. Launch new ad campaigns in short sprints, measure cost per lead, and pivot quickly if the numbers don’t add up. Tweak email subject lines and social copy. Identify high-potential communities (like certain LinkedIn groups or niche events) where your target ICP congregates. Expect to experiment regularly to keep your funnel act...
    --------  
    14:20

Więcej Biznes podcastów

O Sales Gravy: Jeb Blount

From the author of Fanatical Prospecting and the company that re-invented sales training, the Sales Gravy Podcast helps you win bigger, sell better, elevate your game, and make more money fast.
Strona internetowa podcastu

Słuchaj Sales Gravy: Jeb Blount, Podcast Forbes i wielu innych podcastów z całego świata dzięki aplikacji radio.pl

Uzyskaj bezpłatną aplikację radio.pl

  • Stacje i podcasty do zakładek
  • Strumieniuj przez Wi-Fi lub Bluetooth
  • Obsługuje Carplay & Android Auto
  • Jeszcze więcej funkcjonalności
Media spoecznościowe
v7.13.1 | © 2007-2025 radio.de GmbH
Generated: 4/4/2025 - 3:33:54 AM