Sales Gravy: Jeb Blount

Welcome to a new segment of the Sales Gravy Podcast called Ask Jeb! I believe sales professionals are the heartbeat of the economy. You’re the ones generating revenue for your organization and fueling innovations that keep businesses thriving. Without your hustle, your company doesn’t move forward—and, frankly, neither does the global economy. You’re the elite athletes of the business world. Ask Jeb is about you and your real world challenges. It's your agenda and you are in control. On this Sales Gravy Podcast segment, I answer your burning questions on driving revenue, growing your pipeline, leading your teams, and staying ahead of the competition. If you want to get on the show with me and ask your question, sign up HERE Question One: Cutting Through the Noise When Prospecting  Bob from Tullahoma, Tennessee (whom we affectionately call “Outbound Bob” because he’s been to our Outbound Conference so many times!) asked a critical question: “Moving into next year, what prospecting advice, piece of technology, or technique would you offer that could apply across all sales organizations and industries? What’s our ‘silver bullet’—even if it doesn’t really exist?” No Silver Bullet, But... I’m the first to say there’s no magic wand in sales—no easy button that instantly books appointments or closes deals. What we do have is the reality of AI-generated “crap” flooding our inboxes and social feeds. This onslaught of automated noise means salespeople must stand out more than ever. Embrace Deep, Differentiated Sequences My top recommendation is to lean heavily into deep, multichannel prospecting sequences. Use everything at your disposal: Telephone (still the fastest way to close deals) In-person visits (yes, face-to-face still works—and people love seeing a real human) Email (but make it personal and relevant) Direct Messaging (LinkedIn, Messenger—wherever your prospect is, be there) Snail Mail (because physical mailboxes are shockingly empty) Networking & Referrals (the original social media) It’s not just about persistence; it’s about persistence plus differentiation. If you’re simply bombarding prospects with a bunch of generic touches, you’re just adding to the noise. Instead, craft messaging that proves you understand their world. Messaging That Speaks to Them Good news: the tsunami of poorly written AI outreach actually helps you stand out if your message is empathetic, clear, and focused on the prospect’s key interests. Take the time to truly step into their shoes. Know their persona, their industry, and how you solve their burning issues. Show them you’ve done your homework. Think of It as One Extended Conversation Each touch—voicemail, email, text, or social message—should flow logically from the last. You don’t want to leave the same voicemail three times in a row or send “Just bumping this to the top of your inbox” emails day after day. Instead, let your communication build a case for why a conversation is worthwhile. And remember: the number of touches needed to break through keeps rising (15+ touches for warm prospects, 50+ for cold). So, buckle up, play the long game, and keep your messaging sharp. Question Two: Targeted vs. Personalized Messaging After Bob’s question, we tackled another big one from a Sales Gravy Coaching client who wished to remain anonymous: How to handle short-burst prospecting and whether it helps to call businesses that share something in common, like location. Short-Burst Sprints I’m a fan of high-intensity prospecting sprints. Carve out 10–15 minutes, chop wood as fast as you can, then take a break. This approach keeps your energy up and your head in the game. Narrow Your Lists Whenever possible, focus on a list of prospects that have something in common—same industry, similar role, or even the same town. That way, your messaging can be targeted, speaking directly to a collective pain point or shared experience.

Happy New Sales Year! This is the first Monday of the year. The slate is clean. The opportunity to excel, to level up, to make this your best year ever is yours for the taking. The world is your oyster. It’s time to shake off distractions, get focused, and execute. As we look forward to the next twelve months, there are only three things you control. Your actions, reactions, and mindset. Actions You have absolute control over your actions. These are the choices you make about how you spend your time, what you prioritize, and where you focus. Choose the right actions and you are going to have a great year; the wrong actions, not so much. And when it comes to choosing how and on what you invest your time, commit to being ruthless about what you prioritize.Do the things that have the greatest impact on revenue generation, hitting your sales numbers, and achieving your personal goals. Reactions You have control over how you react and respond to the many challenges you will face over the next twelve months. And trust me, there will be lots of challenges and roadblocks. One of those challenges will be dealing with all of the people and distractions that steal your time and pull your attention away from your priorities. It will take discipline to respond to these things with a polite no and stay on course. Remember that discipline is sacrificing what you want now for what you want most. Therefore, you can better manage your responses by keeping your eyes on the prize. Leverage Mindfulness When you face emotionally challenging situations, one way to manage your reactions is through mindfulness. I always thought mindfulness was some frou frou yoga crap until a learned what it really means and how especially powerful it is for managing emotional reactions when you face conflict with another person. Which is important because sales is full of conflict. Mindfulness is simply the gap you leave between something happening to you and when you respond to it. In this gap you have the opportunity to exert control over your emotions and response. And let's be clear: you have complete control of when you respond, how you respond, and if you respond. The way I activate mindfulness is through a simple mental exercise in which I answer the question: Do I want this or do I want that? For example, if I get into an argument with my wife and my emotional reaction is to dig in and fight for my point of view,  before I do, I’ll ask myself: Do I want to be happy or do I want to be right? If you are dealing with a tough customer who is pushing your buttons and you really want to give them your mind, you might stop and ask yourself "Do I want to hit my sales number or do I want to tell this jerk what I think about them? Mindset And finally, you control your mindset - your attitudes and beliefs. Of the three things you control, mindset is the most important. Sales is a mental game. It is a truth that 90% of your success is going to be determined by what goes on between your ears. There are two prevailing mindsets among salespeople in the world today. My good friend and co-author of The AI Edge Anthony Iannarino labels these the rain barrel mindset and the rainmaker mindset. Rain Barrel Salespeople Think for a moment about a rain barrel. What does it do? The rain barrel sits in the backyard rusting waiting for rain. This is exactly what rain barrel salespeople do. They sit around waiting for something to happen to them. Hoping for a lead to come their way. Waiting for their prospect to do the work and close the sale themselves. Rain Barrels are defined by their circumstances. They complain and whine but take no action to change them. When it doesn’t rain, they blame everything and everyone except for themselves. The rain barrel resides in mediocrity and never reaches their potential. Rainmakers Then there is the rainmaker mindset. Rain makers believe in themselves and their ability to make things happen....

Discover the secrets to lead follow up and conversion after trade show, conference, and events. On this episode of The Sales Gravy Podcast, Harriet Mellor shares proven strategies for maximizing trade show ROI with personalized outreach, leveraging CRM tools, and building lasting relationships that convert leads into valuable long-term customers. Key Takeaways: - Follow-up Touchpoints: An eight-touchpoint follow-up strategy is recommended, with touchpoints spread over a 12-week period, incorporating multiple communication methods like email, phone, social media, and video. - Importance of Patience: Building relationships and converting leads into customers takes time. Long sales cycles, such as 20 months for some deals, highlight the need for persistence and patience. - Consistent Outreach: Regular and consistent communication helps ensure that leads don’t forget about the company or its offerings. - Tracking Interactions: Meticulous tracking of every touchpoint and interaction provides insight into what strategies work, enabling continuous refinement. - Personalization: Customizing outreach efforts, such as referencing personal details from interactions, enhances engagement and builds rapport. - Variety of Channels: Using diverse communication platforms, such as phone calls, emails, video, and social media, increases the likelihood of connecting with leads. - Value-Driven Engagement: Sharing valuable resources like podcasts, webinars, or helpful information adds value to the relationship and builds trust with leads. - Utilizing CRM Systems: Leveraging CRM tools aids in organizing, tracking, and automating follow-up activities, ensuring efficiency and consistency. - Planning and Strategy: Having a clear plan and a structured system for follow-up ensures effectiveness and prevents a disorganized approach. - Positive and Authentic Interactions: Being genuine and enjoying the process of building relationships can positively influence the success of follow-up efforts. https://www.youtube.com/watch?v=EjGI-z-AA3c The Value of Patience With Lead Follow Up Following up with leads requires patience. Many deals do not happen overnight, especially in industries with long sales cycles. For instance, a lead might take 20 months to convert into a customer due to factors like contract timing or budget availability. Despite the wait, these deals can be significant, justifying the costs of attending the event. Patience allows salespeople to build meaningful relationships with prospects over time, which often leads to successful outcomes. The Importance of Outreach Consistency Consistency in follow-ups is crucial for staying on a lead’s radar. Without regular communication, potential customers may forget about your business, especially if they have interacted with multiple vendors at the event. A consistent approach ensures that your company remains top-of-mind when they are ready to make a purchase decision. Sequence Multiple Channels for Lead Follow Up Effective follow-ups involve reaching out through various channels. Email, social media, phone calls, and video messages all offer opportunities to connect with leads. Different people respond to different methods, so using a mix increases the likelihood of engagement. Video, in particular, can add a personal touch and help stand out in a crowded inbox. Track Every Interaction Trade Show Tracking all touchpoints with leads is essential for evaluating what works and refining your approach. This includes keeping detailed notes in your customer relationship management (CRM) system. For instance, noting personal details like a lead’s hobbies or recent activities can make follow-ups more personalized and engaging. These small details can help spark meaningful conversations and demonstrate genuine interest in the lead. Create a Structured Trade Show Lead Follow Up Plan A well-structured follow-up plan ensures that no leads fall th...

Your personal goals are the aspirations that drive you, inspire you, and push you through the tough days. As you'll learn in this Monday Money podcast episode and article, these goals are essential to helping you maintain sales discipline throughout your sales year. Personal Goal Buckets When developing personal goals, I break them down into three buckets: To-Have Goals These are the things you want to acquire or buy. For example, this year, I set a goal to purchase a new home—and I did. Whether it’s a house, a new car, or building up your savings, to-have goals are about acquiring something that enhances your life. To-Be Goals These are about evolving into the person you want to become. Maybe you want to be a sales manager, or if you’re a manager, you want to be a director or VP of sales. You might want to go back to school for a degree or an MBA. Or you want to be a better spouse, a better leader, or a better peer. Maybe you want to be a President’s club winner or be recognized as an expert in your industry—whatever it is, to-be goals help you level up as a person and a professional. To-Do Goals These are experience goals. My wife and I had a big one a couple of years ago: going on a horseback trek across the Masai Mara in Kenya. It was a massive, life-changing adventure we saved for, planned for, and worked toward. Think about experiences that create lifelong memories—maybe you want to travel somewhere special or take on a meaningful project or hobby you’ve always dreamed about. Four Reasons Why Personal Goals Matter Number one, goals massively increase the likelihood that you’ll actually achieve the things you want. Speaking your goal out loud, writing it down, and being intentional about it has a powerful psychological effect. Number two, goals make life meaningful. It’s unbelievably fulfilling to look back and see what you accomplished—how far you’ve come over the course of a year, five years, or a decade. Number three, we work in a tough, competitive profession, and it’s just plain satisfying to put your commission checks, bonuses, and hard-won earnings toward something that improves your life or the lives of the people you love. But the biggest reason to set goals—especially in sales—is that the sales profession is hard work and it can be brutal.  It’s loaded with rejection. At every turn, we face potential “nos,” whether it’s prospecting calls, asking for next steps, pushing to level up to a decision-maker, or closing the deal. We even face internal rejection when we try to sell a complex deal internally to our own company or get approval for special pricing. Rejection is everywhere, and the fear of rejection—or avoiding it—is the number one reason salespeople fail to perform. Add to that the grind: making call after call, stuffing data into the CRM, pushing through proposals, handling endless follow-ups and selling becomes tedious, hard, rejection dense work. For this reason it requires discipline to stay on track and keep grinding day after day and month after month over the course of the sales year. But here’s the rub: discipline can wane, especially if we’re not hyper-focused on a bigger prize. The Real Definition of Discipline I want you to pay attention to this next part because understanding the real definition of discipline it’s critical.  Discipline is sacrificing what you want now for what you want most. Human nature wants easy. We’d rather that customers call us than having to chase them. We’d rather deals close themselves than investing hours into multi-step follow-ups. We don’t want to face that “no.” But in success in sales is paid for in advance with facing rejection and hard work. Therefore If you don’t have a clear, compelling reason—something you want most—it’s easy to cave in and take the easy route instead of doing what really needs to be done. This is the reason why having a strong set personal goals is crucial for sales professionals.