Part One: Introverts Can Sell | Developing a Sales System [Podcast]

Mon, 20 Jan 2020 07:30:37 +0000

Can introverts sell?  Jeb Blount author of Sales EQ, and Mathew Pollard author of The Introvert...

Sales Productivity and Time Management Strategies [Podcast]

Sun, 19 Jan 2020 08:46:48 +0000

On this podcast, you get the uncut replay of Virtual Sales Kickoff with Jeb Blount, Anthony Iannarin...

Rain Makers vs Rain Barrels [Podcast]

Tue, 14 Jan 2020 16:15:05 +0000

There are two types of sellers - Rain Barrels and Rain Makers. One waits for leads to show up, the o...

Salespeople Suck at Negotiating – This is Why

Tue, 31 Dec 2019 19:50:32 +0000

Every author of every book on negotiating is quick to point out that in business and life, everythin...

3 Keys to Your Best Year Ever [Podcast]

Tue, 31 Dec 2019 17:19:58 +0000

As you look ahead into the new year, your future is unwritten. At this pivot point you have the oppo...

5 LinkedIn Mistakes That Kill Your Sales and Reputation [Podcast]

Sun, 29 Dec 2019 19:46:11 +0000

Salespeople make egregious mistakes on LinkedIn that kill both sales and reputations. On this podcas...

PART SIX: Competitive Differentiation [Podcast]

Mon, 23 Dec 2019 21:42:22 +0000

On this podcast, Anthony Iannarino and Jeb Blount discuss why is critical to find the CEO of the pro...

PART FIVE: Competitive Differentiation [Podcast]

Mon, 23 Dec 2019 21:39:47 +0000

On this podcast, Jeb Blount and Anthony Iannarino do a deep dive into discovery - the most important...

PART FOUR: Competitive Differentiation [Podcast]

Mon, 23 Dec 2019 21:35:16 +0000

On this podcast, Jeb Blount and Anthony Iannarino discuss why it is so important to capture mindshar...

PART THREE: Competitive Differentiation [Podcast]

Mon, 23 Dec 2019 21:29:18 +0000

On this podcast, Jeb Blount and Anthony Iannarino discuss how great questions help you get below the...

PART TWO: The Art of Competitive Displacement [Podcast]

Mon, 23 Dec 2019 21:25:55 +0000

In part two of The Art of Competitive Displacement, Jeb Blount and Anthony Iannarino discuss why YOU...

PART ONE: The Art of Competitive Displacement [Podcast]

Mon, 23 Dec 2019 21:23:01 +0000

Jeb Blount (Fanatical Prospecting) and Anthony Iannarino (Eat Their Lunch) discuss why getting in th...

Make This Your Independence Day [Podcast]

Mon, 23 Dec 2019 21:14:14 +0000

True freedom is accepting and believing that you and you alone must be responsible for your life. Th...

3 Choices With Time [Podcast]

Mon, 23 Dec 2019 21:10:37 +0000

Each moment of the day there are three choices you make about how to invest your time. You can do tr...

Quick Tip 10: 7 Keys to Effective Listening [Podcast]

Mon, 23 Dec 2019 21:08:03 +0000

For human to human relationships, no skill is more important than listening. On this Sales Gravy Qui...

Leading Sales Teams in Hyper-Growth and Rapidly Changing Environments [Podcast]

Mon, 23 Dec 2019 21:03:31 +0000

On this podcast Jeb Blount, author of People Follow You, and Will Frattini, Sales Leader at Zoominfo...

7 Rules of Sales Negotiation [Podcast]

Mon, 23 Dec 2019 20:58:50 +0000

In this podcast, Jeb Blount gives you seven rules that will help you win for your team in sales nego...

Quick Tip 9: Smile [Podcast]

Mon, 23 Dec 2019 20:49:55 +0000

On this Sales Gravy Quick Tip, you learn why the easiest and fastest way to connect with another per...

PART SEVEN: Sales Differentiation – Personal Value Differentiation [Podcast]

Mon, 23 Dec 2019 20:46:14 +0000

On this final podcast of our series on Sales Differentiation, Jeb Blount and Lee Salz discuss that t...

PART SIX: Sales Differentiation – When They Ask for References [Podcast]

Mon, 23 Dec 2019 20:41:57 +0000

In part six of the Sales Differentiation series, Jeb Blount and Lee Salz teach you exactly what to d...

PART FIVE: Sales Differentiation – Prospecting Strategies [Podcast]

Mon, 23 Dec 2019 20:33:21 +0000

On this podcast, Jeb Blount and Lee Salz discuss tips and tactics for standing out and grabbing the ...

PART FOUR: Sales Differentiation – Positioning Questions [Podcast]

Mon, 23 Dec 2019 20:29:21 +0000

In part four of this multi-episode series on how differentiation can give you the winning edge in sa...

PART THREE: Sales Differentiation – How Stories Set You Apart [Podcast]

Mon, 23 Dec 2019 20:20:09 +0000

In part three of this multi-episode series on how differentiation can give you the winning edge in s...

PART TWO: Sales Differentiation – How to Stand Out and Win [Podcast]

Mon, 23 Dec 2019 20:17:13 +0000

In part two of this multi-episode series on how differentiation can give you the winning edge in sal...

PART ONE: Sales Differentiation – How to Stand Out and Win [Podcast]

Mon, 23 Dec 2019 20:14:19 +0000

In this multi-episode series Jeb Blount, author of Objections, and Lee Salz, author of Sales Differe...

Discovery and the Art of the Close [Podcast]

Mon, 23 Dec 2019 20:11:05 +0000

On this podcast, Jeb Blount and MixMax CRO - Don Erwin - discuss Discovery and why this crucial part...

Leaders are Always on Stage [Podcast]

Mon, 23 Dec 2019 20:07:38 +0000

Leaders must never forget that every action they take and word they speak is being analyzed by their...

The Sales Rut [Podcast]

Mon, 23 Dec 2019 19:58:11 +0000

On this podcast, Jeb Blount shares the real secret to emerging from a sales rut.  ...

Quick Tip 8: Be Bold, Lean Into Fear, Think Big! [Podcast]

Mon, 23 Dec 2019 19:53:58 +0000

On this Sales Gravy Quick Tip, Jeb Blount teaches that it takes just as much energy to think small a...

Relationship Prospecting and The Power of Human Connection [Podcast]

Mon, 23 Dec 2019 19:43:09 +0000

On this podcast, Jeb Blount (Fanatical Prospecting) and Kody Bateman (The Human Connection) discuss ...

Quick Tip 7: A Pony In There Somewhere [Podcast]

Mon, 23 Dec 2019 19:38:22 +0000

On this Sales Gravy Quick Tip, Jeb Blount explains why optimism is fuel for winners. You will love t...

Quick Tip 6: Never Let Anyone Out Hustle You [Podcast]

Mon, 23 Dec 2019 19:35:20 +0000

There will always be people who are smarter than you, stronger than you, more talented than you, and...

The Foundation of Exceptional Leadership is Humility [Podcast]

Mon, 23 Dec 2019 19:29:35 +0000

We live in a society that thrives on the 24 hour news cycle where there always seems to be an endles...

In Sales, Attitude is Everything [Podcast]

Mon, 23 Dec 2019 19:25:54 +0000

Sales is a grind filled with ups and downs. In this grind it is easy to allow your attitude to turn ...

4 Principles of Effective Sales Conversations [Podcast]

Mon, 23 Dec 2019 19:10:59 +0000

On this podcast, Jeb Blount gives you a four part framework for sales conversations that keeps you i...

Quick Tip 4: Contentment is the Mother of Mediocrity [Podcast]

Mon, 23 Dec 2019 19:08:12 +0000

On this Sales Gravy Quick Tip, you will learn why becoming content after achieving a goal can keep y...

Quick Tip 3: The Five Levers of Effective Leaders [Podcast]

Mon, 23 Dec 2019 19:05:41 +0000

On this Sales Gravy Quick Tip, Jeb Blount introduces you to the five levers of effective leaders. Th...

Outselling the Holidays [Podcast]

Mon, 23 Dec 2019 18:54:10 +0000

The holiday season holds peril for sales professionals who let their guard down and discipline slip....

Quick Tip 5: Life is Too Short to Spend it Doing Something You Hate [Podcast]

Mon, 23 Dec 2019 16:51:22 +0000

On this Sales Gravy Quick Tip, Jeb Blount gives you the real secret to living a long, healthy, and h...

Quick Tip 2: You Talk Too Much [Podcast]

Thu, 19 Dec 2019 21:06:10 +0000

Are you boring your prospects and customers because you are talking rather than listening?  ...

Skipping Past the 4 Types of Sales Objections [Podcast]

Thu, 19 Dec 2019 20:48:18 +0000

On this podcast, Jeb Blount explores strategies and techniques for effectively skipping past the 4 t...

Quick Tip: Leadership is Personal [Podcast]

Thu, 19 Dec 2019 20:19:19 +0000

On this Sales Gravy Quick Tip, Jeb Blount explains why leaders must engage people at the human level...

Time Discipline [Podcast]

Thu, 19 Dec 2019 20:01:14 +0000

Discipline with time means giving up what you want NOW for what you want MOST. When you master time,...

Ultra-High Performers Are Fanatical Prospectors [Podcast]

Thu, 19 Dec 2019 19:53:25 +0000

The difference between average salespeople and UHPs is, more often than not, their mindset about pro...

Why You Suck at Prospecting and What to Do About It [Podcast]

Thu, 19 Dec 2019 19:42:43 +0000

In this podcast, Jeb Blount tells the real truth about prospecting and gives you the tips, tactics, ...

The Long-Distance Leader [Podcast]

Thu, 19 Dec 2019 19:34:11 +0000

On this episode Jeb Blount and Kevin Eikenberry give you best practices and actionable tactics for l...

Trust is the Currency of Sales [Podcast]

Thu, 19 Dec 2019 19:02:35 +0000

In sales, you are always on stage. Prospects watch your every move to determine if you are trustwort...

Red Herring Objections [Podcast]

Thu, 19 Dec 2019 18:48:16 +0000

Red Herrings derail sales calls and cause you to lose control when not handled effectively. On this ...

PART FOUR: Unlocking Yes – Sales Negotiation Strategies [Podcast]

Thu, 19 Dec 2019 18:29:34 +0000

In part four of this impactful conversation on sales negotiation strategies and tactics, Jeb Blount ...

PART THREE: Unlocking Yes – Sales Negotiation Strategies [Podcast]

Thu, 19 Dec 2019 17:55:56 +0000

Jeb Blount and Patrick Tinney continue their conversation on sales negotiation and examine specific ...

PART TWO: Unlocking Yes – Sales Negotiation Strategies [Podcast]

Thu, 19 Dec 2019 17:34:48 +0000

In Part Two of Unlocking Yes, Jeb Blount and Patrick Tinney dive deeper into strategies that will he...

PART ONE: Unlocking Yes – Sales Negotiation Strategies [Podcast]

Thu, 19 Dec 2019 16:07:33 +0000

Every sales professional must negotiate at some point in the sales process. This is Part One of a co...

Battle Objections [Podcast]

Thu, 19 Dec 2019 15:30:48 +0000

On this podcast, Jeb goes head to head with the great Jeffrey Gitomer on some of the toughest object...

The Relentless Pursuit of Yes [Podcast]

Thu, 19 Dec 2019 15:13:46 +0000

Rejection points you in the right direction. It toughens you up and makes you stronger. It tells you...

4 Questions You Must Answer Before Your Next Sales Meeting [Podcast]

Thu, 19 Dec 2019 14:50:43 +0000

Winging it in sales is stupid. For this reason you must always plan for each sales call. On this pod...

Sales-O-Nomics: The Science Behind Sales Rep ROI [Podcast]

Thu, 19 Dec 2019 14:44:28 +0000

On this podcast, Jeb Blount and Chris Beall (CEO of ConnectAndSell) discuss the keys to getting real...

How Stakeholder Mapping Can Help You Crush Your Competitors [Podcast]

Wed, 18 Dec 2019 19:30:26 +0000

Building relationships with stakeholders who make and influence buying decisions in your deals is ke...

Psyched Up for Sales [Podcast]

Wed, 18 Dec 2019 19:18:48 +0000

In this podcast, Jeb Blount discusses how to get Psyched Up for sales with psyched up Dan McGinn. ...

Mastering the Sales Pipeline [Podcast]

Wed, 18 Dec 2019 19:11:29 +0000

Jeb Blount and Izabella Bray (ClearSlide) discuss how to engage prospects and accelerate pipeline ve...

A Powerful Technique for Getting Past Objections [Podcast]

Wed, 18 Dec 2019 18:50:41 +0000

The Social Proof Heuristic is a powerful way to minimize fear. On this podcast, you'll learn ho...

Activating the Self Disclosure Loop [Podcast]

Wed, 18 Dec 2019 17:27:44 +0000

When prospects put up emotional walls and smoke screens that impede discovery, this technique can ge...

How to Build Your Pipeline With Referrals [Podcast]

Wed, 18 Dec 2019 17:04:22 +0000

Referrals are higher quality leads, easier to close, and shorten the sales cycle. And, most salespeo...

Do Not Allow Losers and Haters to Keep You From Your Dreams [Podcast]

Wed, 18 Dec 2019 16:50:13 +0000

Whenever you have a dream or goal there will always be someone there to steal your joy or put up roa...

Selling to the Invisible Stranger [Podcast]

Wed, 18 Dec 2019 16:33:02 +0000

On this podcast, Jeb Blount and Chris Beall (CEO of ConnectAndSell) discuss why salespeople are afra...

Shed Your Wishbone and Grow a Backbone [Podcast]

Wed, 18 Dec 2019 16:09:06 +0000

The reason salespeople fail to get what they want is they fail to ask. Instead of asking they beat a...

Pick Up the Damn Phone | Sales Prospecting [Podcast]

Tue, 17 Dec 2019 23:20:06 +0000

In one of our most intense podcast episodes ever, Jeb Blount and Alex Goldfayn discuss why salespeop...

Crushing Your Quota in Q4 [Podcast]

Tue, 17 Dec 2019 23:15:13 +0000

The fourth quarter is prime time for sales teams. Manage Q4 well and you'll make your number an...

In Leadership Trust is Built One Brick at a Time [Podcast]

Tue, 17 Dec 2019 23:08:37 +0000

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

Leading and Coaching Ultra-High Performing Sales Teams [Podcast]

Tue, 17 Dec 2019 23:01:36 +0000

On this podcast episode learn the keys to leading and coaching ultra-high performance from respected...

The 3 Words You Should Never Use in Sales [Podcast]

Tue, 17 Dec 2019 22:53:43 +0000

If you are using these three words you need to stop. They add no value, trigger reflex buyer scripts...

Challenges and Roadblocks Facing Modern Sales Leaders [Podcast]

Tue, 17 Dec 2019 21:40:56 +0000

On this podcast episode, Jeb Blount and sales leadership guru, Ken Thoreson, discuss how and why mod...

The Only Question that Really Matters [Podcast]

Tue, 17 Dec 2019 15:04:40 +0000

When it comes right down to it, there is only one question that matters in life. On this podcast epi...

How to Gain Control of the Sales Process and Avoid Becoming a Puppet [Podcast]

Mon, 09 Dec 2019 16:46:55 +0000

In sales, its easy to become the buyers little puppet - they pull the strings and you dance. On this...

Emotional Engagement Matters [Podcast]

Mon, 09 Dec 2019 16:39:39 +0000

When buyers are not engaged at the emotional level your deal will stall. This is why ultra-high perf...

PART FIVE – Jeb Blount and Tom Hopkins – Professionalism in Sales [Podcast]

Fri, 06 Dec 2019 23:28:37 +0000

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

PART FOUR – Jeb Blount and Tom Hopkins Discuss When Buyers Say No [Podcast]

Fri, 06 Dec 2019 23:23:54 +0000

For many salespeople, the fear of getting a no is real and holds them back. In part four of Jeb Blou...

PART THREE – Jeb Blount and Tom Hopkins on the Power of Follow Up [Podcast]

Fri, 06 Dec 2019 23:19:52 +0000

In part three of Jeb Blount's conversation with the legendary Tom Hopkins, they discuss the pow...

PART TWO – Jeb Blount and Tom Hopkins on Why You Should Never Give Up on Your Dreams [Podcast]

Fri, 06 Dec 2019 19:58:49 +0000

In part two of Jeb Blount's interview with the legendary Tom Hopkins, the two discuss the power...

PART ONE – Jeb Blount and Tom Hopkins on the Fear of Rejection [Podcast]

Fri, 06 Dec 2019 19:53:55 +0000

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

How to Avoid Wasting Time on Bad Deals [Podcast]

Fri, 06 Dec 2019 19:49:02 +0000

Each working day salespeople are surprised to find out, after investing blood, sweat, and tears, and...

Making the Shift From Sales Rep to Sales Leader [Podcast]

Fri, 06 Dec 2019 17:12:00 +0000

As individual contributors top Sales Professionals have the luxury of only thinking about themselves...

You Cannot Build Relationships Inside a CRM [Podcast]

Thu, 05 Dec 2019 23:11:20 +0000

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

Let’s Play 21 Questions [Podcast]

Thu, 05 Dec 2019 22:49:59 +0000

Despite all of the bright, new, shiny apps and digital tools that promise to make sales easier, a fa...

Is Your CRM a Trashcan or a Goldmine [Podcast]

Thu, 05 Dec 2019 22:36:41 +0000

Your CRM can either be your most valuable sales tool or your greatest waste of time. It depends on h...

Competitors Make You Better [Podcast]

Thu, 05 Dec 2019 22:32:02 +0000

It often feels like life would be better without competitors. But more often than not, our hated com...

The Real Secret to Leveraging Social Media in Sales [Podcast]

Thu, 05 Dec 2019 22:26:32 +0000

On this podcast episode, Sales Gravy's Jeb Blount discusses the key to blending social media in...

Bad Sales Habits Die Hard [Podcast]

Thu, 05 Dec 2019 22:13:58 +0000

Many salespeople become so comfortable with bad habits that they continue to repeat these behaviors ...

Poetry and Probability – How Ultra-High Performers Bend the Odds in their Favor [Podcast]

Thu, 05 Dec 2019 22:10:16 +0000

Ultra-High Sales Performers are masters at levering sales specific emotional intelligence to bend wi...

The One Question Ultra-High Performers Never Ask [Podcast]

Wed, 04 Dec 2019 23:47:48 +0000

You have done it. I have done it. And most of us will do it again. We ask this question without cons...

Virtual Sales Kickoff 17 [Podcast]

Wed, 04 Dec 2019 23:36:23 +0000

The most pressing issues facing sales professionals and sales leaders are, Prospecting, Pipeline, &a...

Fanatical Prospecting – Eat the Frog [Podcast]

Wed, 04 Dec 2019 23:10:40 +0000

On this podcast episode Jeb Blount answers the number one question we get about prospecting and give...

The Value of Getting Next Steps and Micro-Commitments in the Sales Process [Podcast]

Wed, 04 Dec 2019 22:59:50 +0000

Stalled deals are the bane of the sales profession. The number one reason why deals stall is the fai...

To Buy is Human [Podcast]

Wed, 04 Dec 2019 22:48:39 +0000

People buy on emotion and justify with logic. In fact, human emotions have a massive impact on buyin...

Accelerating Sales with LinkedIn

Fri, 29 Nov 2019 20:22:51 +0000

On this episode of the Sales Gravy Podcast we discuss the value of Linkedin to sales professionals a...

Selling With Stories

Fri, 29 Nov 2019 20:04:33 +0000

What is the most persuasive communication style in sales? How to you draw your prospects in and keep...

How to Engage Prospects Using Cold Email

Fri, 29 Nov 2019 18:08:58 +0000

On this episode of the Sales Gravy podcast, Kendra Lee and Jeb Blount discuss cold email prospecting...

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