Sales Gravy: Jeb Blount

In this engaging discussion, sales expert Alex Niswander shares his journey from tech support to becoming a top salesperson. He reveals effective strategies for maximizing outreach, such as using multiple touchpoints to engage prospects and leveraging text messaging as a softer follow-up tool. Alex emphasizes the power of personalized video messages and High-Intensity Prospecting sessions for productivity. He also highlights the 90-day prospecting payoff, reminding listeners that consistent efforts build fruitful client relationships.

This discussion emphasizes the importance of having a personal business plan to boost sales success. It highlights how randomness hinders effectiveness and the need for clear goals. Listeners are urged to adopt an entrepreneurial mindset, treating their sales territory like their own business. The insights provide actionable steps for strategic planning, ensuring every day is purposeful rather than drifting aimlessly. Ultimately, it’s about steering your own ship toward desired outcomes instead of hoping for good fortune.

Kirk Richardson, author of "Craft Beer Country," shares his insights into the vibrant craft beer industry. He discusses the 13% rise in craft beer market share despite economic challenges and emphasizes the importance of hops for flavor and shelf life. Kirk dives into the historical roots of sour beers from Belgium and how they cater to seasonal preferences. He also busts stereotypes around craft beer enthusiasts, highlighting the community's accessibility and warmth, making craft beer a welcoming experience for everyone.

Discover how to boost sales by targeting small and medium-sized businesses as the year ends. SMBs are eager to invest in their operations to cut down tax payments. Learn effective sales strategies that adapt to changing financial climates. Find out tactical tips for maximizing year-end business investments, ensuring every dollar spent helps reduce taxable income. This is the perfect time to refine your outreach and help these motivated business owners while hitting your own quota and maximizing your earnings!

In this discussion, Keith Peiris, CEO of Tome, dives into the transformative role of AI in sales. He emphasizes the importance of strategic alignment with a prospect's business, shifting focus from demos to effective discovery. Vetting opportunities wisely saves resources, while developing a strong point of view before outreach enhances prospects engagement. Peiris stresses that, despite automation, building genuine human relationships remains crucial for trust and sales success.

As the year wraps up, there's a unique chance for sales professionals to tap into unused budgets. Following a positive election, business leaders are feeling optimistic and ready to spend. By asking clients about their leftover budgets, sales teams can unlock significant opportunities. A recent case study illustrates how effective communication can lead to more deals being closed quickly. It's all about capitalizing on this moment and connecting with clients at the right time!

Kristie Jones, a sales expert and author of "Selling Your Way In," dives into how positivity fuels decision-making in sales. She stresses the importance of financial transparency for strategic money management and the long-term benefits of planning. Kristie also emphasizes self-awareness, urging listeners to discover their unique sales superpowers. By understanding personal strengths, individuals can maximize their potential. Plus, she shares methods for cultivating a winning mindset and the vital distinction between confidence and self-confidence.

In this conversation, Patrick “Pops” Garrett, Founder and CEO of DrinkCurious, shares inventive strategies for using bourbon tastings to enhance sales engagement. He delves into how virtual tastings can attract clients and improve word-of-mouth promotion. Pops highlights the cultural significance of bourbon and its renaissance in popularity, influenced by media. He also discusses gamification in tastings to deepen client connections and the flexibility of hosting both virtual and in-person events, making bourbon a unique tool for relationship building.

Andy Matheou, a Partner at RHM Staffing, shares his impressive journey from sales contributor to leadership in the staffing industry. He emphasizes the power of resilience and a strong work ethic as keys to success. The conversation highlights the unique challenges of selling staffing solutions, including managing client skepticism. Andy stresses the importance of a supportive team culture focused on humility and collaboration, along with effective strategies like cold calling to build relationships and ensure success.

Neil Cameron, a digital sales expert with over 15 years of experience working with giants like Google, shares insights into the shifting landscape of B2B sales. He emphasizes the need for sales professionals to embrace digital skills and adapt to millennial buyers. Neil discusses the buyer-driven process, highlighting that 68% prefer researching before engaging vendors. He also introduces his 'Virtual Persuasion Engagement and Psychology Pyramid,' offering strategies for connecting emotionally with buyers and leveraging data for predictive insights.