Sales Gravy: Jeb Blount

In a lively discussion, the misconception that great salespeople are merely smooth talkers is debunked. Instead, the focus is on the art of listening and asking the right questions to unlock customer insights. Top performers thrive in the discovery phase, building connections that lead to successful closes. The podcast also explores how negative stereotypes about sales evolve from media portrayals and how persistence in sales careers pays off, even when facing rejection.

Ever wonder why your prospecting takes a backseat? Packed calendars often mask the truth: prospecting isn't prioritized. Sales pros frequently use internal meetings as an escape, rather than actively protecting time for outreach. The secret? You only need 15 minutes for impactful prospecting. Simple activities like making calls or sending LinkedIn requests can build your pipeline. It's all about consistency and claiming those short time blocks. Reassess your priorities and elevate your sales game!

Josh Hulsebosch, a fitness coach focused on helping sales professionals, shares insights on overcoming the struggles of New Year’s fitness resolutions. He emphasizes that most salespeople operate at 110% capacity, making radical changes overwhelming. Josh introduces the concept of focused, manageable habits over all-or-nothing approaches. He discusses how to define purpose, track key metrics, and the importance of self-care for leaders. The key takeaway? Start with achievable goals like walking 8,000 steps a day to build momentum.

Taylor Deadrick, a business advisor at Insperity, joins to tackle the challenge of crafting a personal brand without clashing with her company's identity. Jeb Blount emphasizes that conflict arises only when one's message contradicts company values. He urges professionals to amplify their company's mission through their unique voice. They discuss how authority is crucial for personal branding and outline the Five S's framework for optimizing LinkedIn presence. Ultimately, Jeb highlights building trust through authentic content and personal interactions.

Kicking off the 20th season, the host reflects on the podcast's journey and its evolution over the years. He delves into the importance of personal goals, categorizing them into to-have, to-be, and to-do. Discover why setting clear goals is vital for sales success, emphasizing the discipline required to push through rejection. Learn five essential questions for effective goal-setting and the significance of daily systems to accomplish them. The episode wraps with practical homework to create a personal goal sheet, urging listeners to stay accountable.

Struggling to meet sales goals? Many confuse wishes with actionable plans. The key lies in specificity; vague goals lead to failure. A four-step system translates annual quotas into manageable weekly tasks. Embracing accountability and consistent goal writing fosters improvement. Visualizing goals and setting milestones keeps focus sharp, while flexibility allows adjustments along the way. Small daily gains can lead to significant achievements, reminding us that true success comes from a disciplined approach, not just motivation.

In this engaging conversation, sales professional Brady Thompson seeks expert advice on negotiating his compensation amid tempting job offers. Brady shares his dilemma of wanting a raise without jeopardizing his current relationships. Jeb Blount emphasizes the importance of framing the conversation positively, highlighting loyalty over ultimatums. They also explore balancing higher commissions versus base pay, negotiating commission structures, and weighing money against company culture. A must-listen for anyone navigating tough salary talks!

Exploring the gap between logic and emotion, the discussion highlights how a simple price tag change can trigger buyer interest. The failure of JCPenney's 'Fair and Square' pricing is examined, revealing how eliminating promotions alienated customers. The host underscores that buyers often prioritize emotions and rituals over straightforward logic. Practical sales strategies are shared, focusing on understanding customer behavior and valuing relationships over mere features. A fascinating dive into the psychology behind buying decisions!

What keeps top sales performers motivated in tough times? One standout tip is to find a personal 'carrot' that anchors motivation. Discover how a simple Christmas ornament can represent deeper family goals. The reality of sales rejection is undeniable, and understanding this mindset is crucial for success. Learn effective strategies for identifying ideal customers while avoiding poor-fit deals. Unique insights into using AI tools for sales tasks can shift your approach too. Tune in for strategies that empower resilience and boost results!

Dylan Noah, a craft cider sales representative from Toronto, tackles the challenges of selling more cider than his small producer can make. He shares insights on territory management and the struggle with production constraints. The conversation dives into effective selling strategies, emphasizing simple account management over costly CRM systems. Dylan learns to view scarcity as an advantage in prioritizing top accounts while also negotiating for compensation due to lost opportunities. It's a practical and engaging discussion about navigating the complexities of sales in a constrained environment.