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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Episode edited by the great J Scott Donnell

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