Playing three games: sales, buying, decision

Episode 187: Jeb Blount - How To Never Have An Empty Pipeline (Fanatical Prospecting)

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The Learning Leader Show

"Repetition is the mother of learning."

In This Episode, You Will Learn:

• Common themes of the best sales professionals:
  • They have high Emotional Intelligence AND
  • Sales Intelligence
  • A full pipeline
• The #1 Reason for failure is an empty pipeline
• Ultra High Performers:
  • They prospect constantly -- driven to keep the pipeline full: it builds confidence
  • Focus on deals they can win -- they are a good judge of win probability
  • Have the luxury to choose the deals they work on
  • High EQ -- they have the ability to manage their emotions
• Average sales people focus on a linear sales cycle... The ultra successful focus on the buying process, they shape the buying process, decision making process, and they are masters at influencing decision makers
• You CAN move from great to ultra performer -- with work
• Hiring process:
  • The culture must support ultra high performers
  • Using Sales Drive -- An assessment to learn if people will hunt. Must have intelligence/competitiveness, an optimism to hunt
• 4 Parts -- Interview process
  • 1) Intelligence - must be able to connect the dots that don't seem connectable
  • 2) Acquired Knowledge - desire to build knowledge, growing, learning, curious
  • 3) Technology Intelligence - have to build new technology into your life
  • 4) Emotional Intelligence - management of emotions, situational awareness
• Why the average sales person is good in an interview
• Examples of great "Turnaround Statements"
• A live discussion of the cold email I sent Jeb to get him on my show (really interesting part)
  • You have 2 seconds to get their attention
  • Hook in the subject line
  • 1st sentence -- talk to them, not you. Relate to them. Don't write "Hey Jeb," write "Jeb"
  • Situation -- bridge -- connect the dots, then ask
• Social selling
  • Must have a great social profile
  • Monitor what you say
  • DO NOT tweet about politics or religion
  • Connect with people in your industry on LinkedIn

Continue Learning:

• Follow Jeb on Twitter: @SalesGravy
• Read: Fanatical Prospecting
• Connect with me on LinkedIn
• Join our Facebook Group: The Learning Leader Community
• To Follow Me on Twitter: @RyanHawk12

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Episode 078: Kat Cole – From Hooters Waitress To President of Cinnabon

Episode 071: Nate Boyer - Green Beret, Texas Football, The NFL

Episode 179: How To Sustain Excellence - The Best Answers From 178 Questions

Episode 107: Simon Sinek – Leadership: It Starts With Why

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If you enjoyed hearing Jeb Blount on the show, please don't hesitate to send me a note on Twitter or email me.

Episode edited by the great J Scott Donnell

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