Gryphon Networks sat down with Jeb Blount, CEO of Sales Gravy and bestselling author of Fanatical Prospecting and Sales EQ, to discuss misconceptions about cold calling and overcoming the fear of picking up the phone and being rejected. His main point— don’t be…
Although there are many prospects who are open to talking when you demonstrate empathy and relevancy, there are also some emotionally charged jerks that seem intent on hurting you and making it personal. The pandemic has changed everything. It’s added…
In every sales conversation, the person who exerts the greatest emotional control has the highest probability of gaining the outcome they desire.
Get Jeb Blount's New Book INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal At the strategic level, sales negotiation is like a chess game, but at the tactical level, it’s…
Projecting, which is all too common for salespeople, will cost you dearly at the sales negotiation table. A few years back, my wife and I bought our dream home. It was on a stretch of farmland—exactly what we’d always wanted.…
On part FIVE of our podcast series on Why Introverts Can Sell, Jeb Blount (Inked) and Mathew Pollard (The Introvert’s Edge) discuss the pursuit of happiness and why knowing what makes you happy is one of the keys to success for introverts…
On part FOUR of our podcast series on Why Introverts Can Sell, Jeb Blount (Inked) and Mathew Pollard (The Introvert’s Edge) discuss a powerful technique that introverts and extroverts may leverage, in emotionally charged situations, to make better, rational decisions.…
With all the technology and social media we have at our fingertips, it only makes sense that connecting with our customers & prospects and blowing out our numbers is a piece of cake, right? Think again. As it turns out, …
So what’s your team’s Sales EQ? Here are three emotional intelligence skills to look for in your next hire. You’ve met this person. They are brilliant. Their ideas are creative. Yet no one wants to work, interact, or ‘hang’ with…
In one of our most intense podcast episodes ever, Jeb Blount and Alex Goldfayn discuss why salespeople who want to make more money must re-learn how to use the phone.
If you are using these three words you need to stop. They add no value, trigger reflex buyer scripts, and stall your deals in the pipe.
In sales, its easy to become the buyer's little puppet - they pull the strings and you dance. On this podcast episode you will learn how to use engagement tests, take aways, and emotional detachment to flip the script and…