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On this episode of The Sales Gravy Podcast, Jeb Blount Jr. and special guest Victor Antonio, renowned sales expert and author, dive deep into the world of sales, AI, and mindset. Victor offers valuable insights on how to leverage cutting-edge technology to boost your sales productivity, overcome common challenges, and achieve peak performance in 2024 and beyond.

Key Takeaways: 

– The Role of AI in Sales: Sellers are being inserted deeper into the sales process, with AI managing much of the early stages such as lead generation and pipeline building. This shift makes human skills even more essential in later stages of the sales process.

– Mindset Shift for Sellers: Salespeople often need to adjust their mindset when handling objections and friction. For example, instead of fearing customer reactions based on past experiences, sellers should prioritize addressing concerns promptly, reducing anxiety and maintaining customer trust.

– Value-Based Selling: One of the major challenges in sales is convincing prospects to see beyond the initial costs and focus on the long-term benefits. This is crucial for sellers to prevent buyers from shortchanging their own success by opting for cheaper but less effective solutions.

– Action Over Avoidance: Procrastination in sales, such as delaying difficult customer conversations, can lead to missed opportunities. A proactive approach, where sellers “rip the Band-Aid off” and address issues head-on, often leads to smoother resolutions.

– Continuous Improvement: Moving from a “B+ seller” to an “A+ seller” requires mindset improvements, including overcoming mental blocks, addressing challenges quickly, and refining the approach to proposals and customer interactions.

– Networking and Learning at OutBound: The OutBound Conference offers a unique opportunity for sales professionals to learn from top industry experts. Attendees can network with peers, gain insights from successful speakers, and improve productivity, prospecting, and sales pipeline strategies.

Unlocking Sales Success at OutBound 2024

Sales professionals are constantly looking for ways to improve their strategies and stay ahead in a competitive market. The OutBound Conference, taking place from November 6th-8th, 2024, at the J.W. Marriott Resort in San Antonio, Texas, is the perfect event for sellers who want to sharpen their skills. With top industry speakers, practical sales strategies, and opportunities to connect with fellow salespeople, this year’s OutBound promises to deliver the ultimate sales bootcamp.

Whether focusing on mindset, productivity, or pipeline building, OutBound 2024 has something for every salesperson looking to finish the year strong and charge into 2025 with fresh energy.

Embracing the Role of AI in Sales

One of the key topics discussed at OutBound is the evolving role of artificial intelligence (AI) in the sales process. AI has made significant advances in automating lead generation and building robust pipelines, but that doesn’t mean the human touch is becoming less important. In fact, it’s the opposite.

As AI takes over many of the early stages in sales, sellers are now responsible for mastering the later stages of the process, where human interaction is critical. At OutBound, participants will learn how to use AI to their advantage while refining their interpersonal skills to close deals. This combination of AI and human skill sets the stage for salespeople to be more effective than ever.

Developing the Right Mindset for Sales Success

The mindset of a salesperson plays a crucial role in determining success. One of the major themes of OutBound 2024 is how sales professionals can shift their mindset to overcome common challenges. Every seller faces friction at some point, whether it’s objections from prospects, hesitations in decision-making, or issues with pricing.

What separates great salespeople from average ones is how they deal with these roadblocks. Instead of fearing difficult conversations or avoiding follow-ups because of past rejections, successful sellers tackle issues head-on. Speakers at OutBound will provide actionable advice on shifting from a mindset of avoidance to one of proactivity. Attendees will learn how to embrace challenges and find solutions rather than letting fear hold them back.

Tackling Value-Based Selling

One of the toughest parts of sales is getting customers to understand the long-term value of what they are purchasing. Many buyers look at the initial cost of a product or service and hesitate to invest because it seems like a high expense upfront. However, successful sellers know that focusing on long-term value rather than short-term savings is key to closing bigger deals.

At OutBound, this principle of value-based selling will be a major focus. Sales professionals will learn how to present their proposals in a way that highlights the benefits a customer will gain over time. By shifting the conversation from immediate costs to long-term returns, sellers can help their prospects see that an investment now can prevent bigger problems down the road.

Turning B+ Sellers into A+ Sellers

Sales professionals often find themselves stuck in a middle zone of competence. They may be doing well, making decent money, but they aren’t reaching their full potential. OutBound 2024 aims to help these “B+ sellers” break through to the next level.

A key element of this transformation is overcoming mental barriers that hold people back. Many salespeople have moments where they delay responding to emails or avoid making a follow-up call because they are afraid of what the customer might say. This type of procrastination can cost valuable deals. At OutBound, experts will provide insight into how sellers can develop the confidence to act quickly and deal with challenges as soon as they arise.

Speakers will focus on techniques to help sales professionals avoid letting past negative experiences influence future decisions. With the right mindset, salespeople can move from good to great, taking control of their outcomes rather than letting fear dictate their actions.

Why You Should Attend OutBound 2024

OutBound is unlike any other sales conference. It brings together some of the biggest names in sales, like Victor Antonio, Anthony Iannarino, Jeb Blount, and Amy Franko. These experts have not only mastered the art of selling but have also become renowned speakers and trainers. They know what it takes to succeed in sales, and they are ready to share their insights with attendees.

The J.W. Marriott Resort in San Antonio provides the perfect backdrop for this event. Situated just outside the city, the resort offers everything you need in one place, allowing attendees to fully immerse themselves in the conference without distractions. Whether you’re looking to boost productivity, sharpen your prospecting skills, or build a more efficient sales pipeline, OutBound 2024 is the event that will take your career to the next level.

Beyond the main conference sessions, there will be plenty of opportunities for networking. OutBound brings together a diverse group of sales professionals facing similar challenges. The chance to connect with peers, share strategies, and learn from each other is one of the highlights of the conference. It’s a rare opportunity to meet industry leaders and discuss sales strategies with those who truly understand the field.

Join the OutBound Experience

For anyone serious about sales, attending OutBound 2024 is a must. The combination of cutting-edge sales techniques, mindset coaching, and the unique opportunity to learn from the best in the business makes this event an invaluable experience. Whether you’re a seasoned sales veteran or just starting out in the industry, OutBound will equip you with the tools and knowledge you need to succeed.

If you haven’t already secured your ticket, head over to OutboundConference.com to grab yours today. Don’t miss out on the chance to learn from the best, network with top professionals, and take your sales game to the next level.

You can learn more about value-centric selling, creating compelling virtual sales presentations, and having better business conversations in Victor Antonio’s courses on Sales Gravy University.