Sales Gravy: Jeb Blount

Jeb Blount Solves Mastermind Group Incredible’s Sales Challenges

11 snips
Aug 25, 2023
Sales expert Jeb Blount provides solutions to tough sales challenges for Mastermind Group Incredible. Topics include standing out in interviews, targeting bigger accounts, contacting hard-to-reach stakeholders on LinkedIn, and scaling a business. Strategies discussed include putting a wedge between the incumbent vendor and the customer, personalized service for small companies, and using voice messages or video messages on LinkedIn. The power of persistence, challenges of LinkedIn for sales, and the impact of chat GPT on salespeople are also explored.
Ask episode
AI Snips
Chapters
Transcript
Episode notes
ADVICE

Win Final-Round Interviews With ROI

  • Speak last and use availability bias to increase memorability in final-round presentations.
  • Build a quantified business case showing measurable, personal, and emotional ROI to win the decision.
ADVICE

How To Scale Into Bigger Deals

  • Start pursuing larger accounts now and keep selling smaller deals to de-risk your pipeline.
  • Qualify relentlessly, map micro-steps, build strategy, and murder-board to raise win probability.
INSIGHT

Why Incumbents Get Displaced

  • Small incumbents mostly lose accounts because they take customers for granted and stop actively engaging.
  • A competitor can win by doing deep discovery that surfaces latent problems and creates a change rationale.
Get the Snipd Podcast app to discover more snips from this episode
Get the app