Jeb Blount

Sales experts discuss productivity tips, time management strategies, prospecting techniques, and managing sales pipelines. Highlights include separating research from prospecting, strategic prospecting efforts, and the importance of maintaining a full pipeline and securing clear next steps in sales deals.

On this Sales Gravy Podcast episode Jeb Blount (Virtual Selling) and Anthony Iannarino (Eat Their Lunch) get down and dirty about why salespeople need to adopt a phone first approach to outbound prospecting sequences. Three Reasons Salespeople Default to Email for Outbound Prospecting There is no tool in your sales arsenal that is more powerful than the phone. None. Yet sales professionals across the spectrum have abandoned the phone for spamming prospects with an endless stream of email. Fear of the Phone In many cases this destructive behavior has its origin in fear. These salespeople are afraid of rejection and therefore avoid talking to people. Email allows them to keep people at arms length. Ignorance of the Power of the Phone in Outbound Prospecting In other circumstances, it is a case of ignorance. Salespeople have been blasted with the false message that the "phone no longer works." They've been lead to believe that the only way to effectively prospect is by email. Therefore, they stuff outbound prospecting sequences with spammy emails rather than leading with the phone first. Leadership Failures Finally, there is the failure of leadership. From sales managers to marketing organizations, salespeople are not being taught how to do outbound prospecting by phone or held accountable for talking to people. Leaders, through their actions and inaction, encourage email first vs phone first outbound prospecting sequences. This results in thin pipelines and, in many cases, a negative impact to the company's brand. Phone First Outbound Prospecting Sequences The objective of outbound prospecting sequences is to improve the probability of engaging a prospect. For this reason, sequences deploy multiple communication channels and prospecting touches over set duration of time. The key to effective outbound prospecting is talking to people. So, for best results, front load your outbound prospecting sequences with phone touches. The phone is the easiest and fastest means of engaging in conversations with and setting appointments with high quality prospects. Therefore, to fill your pipeline faster, in less time, lead with a phone first approach on outbound prospecting sequences. We created a new FREE guide to help you build better prospecting sequences called Seven Steps to Building Effective Prospecting Sequences

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.

Sales experts Jeb Blount and Alex Goldfayn emphasize the importance of utilizing phone calls in sales for increased conversations and better results. They discuss proactive revenue growth, impactful daily actions, and the power of phone calls in building relationships and creating opportunities.

Clare Dorrian, SugarCRM's CMO, joins Jeb Blount to discuss prioritizing customer service, outbound prospecting for pipeline growth, and building a strong sales culture. They explore the role of relationships in modern selling, multichannel engagement, and delivering a next-level buying experience through real connection.

Practical sales tips on prospecting first thing in the morning and handling objections. Insights on valuable sales tactics and navigating rejection effectively. Strategies for overcoming gatekeepers and mastering sales prospecting with tools like Boomerang and Otter AI.

Jeb Blount, sales expert and author, shares actionable leadership takeaways for in-person meetings, emphasizes effective communication channels in sales, discusses criteria for in-person vs. virtual meetings, highlights the importance of open-ended questions, and provides tips for successful in-person meetings.

Authors Jeb Blount and Alex Goldfayn share insights on eliminating cold calling by connecting with people you already know. They discuss the importance of planning who to call each week, focusing on recent, past, and inactive customers for successful sales. The podcast emphasizes building sales success through personal connections rather than cold outreach.

Jeb Blount, a renowned author and thought leader on sales, dives into the crucial role of emotional intelligence in sealing complex deals. He critiques traditional sales tactics, urging a shift towards more meaningful communication strategies, particularly avoiding empty phrases like 'just checking in.' The discussion highlights the importance of understanding buyer motivations and engaging with cognitive dissonance. Jeb also emphasizes the power of storytelling in sales, enhancing emotional connections and advocating for ongoing learning through impactful reading.

Jeb Blount, a renowned sales expert and bestselling author of Fanatical Prospecting, shares valuable insights on maintaining a full sales pipeline. He emphasizes the significance of high Emotional and Sales Intelligence in top performers. Jeb contrasts the traditional linear sales cycle with a strategic approach that shapes the buying process. He discusses the essential traits to look for when hiring, including technology and emotional intelligence. Additionally, he provides tips on effective prospecting techniques and the importance of cultivating a supportive team culture.