The Learning Leader Show With Ryan Hawk 187: Jeb Blount - How To Never Have An Empty Pipeline (Fanatical Prospecting)
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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