Sales Gravy: Jeb Blount

This is another episode of #AskJeb where Jeb answers a question, from Justin, a sales leader based in Dallas. Justin asked: "What's the best predictive indicator of a person becoming a sales champion." Sales Champions Are Optimists This is a question that sales leaders all across the globe grapple with because they all want to hire sales champions and build sales champions. The answer is relatively simple, and it's based on studies that have come from numerous places. It comes down to optimism. Salespeople who have a higher degree of optimism tend to become champions, and for good reason. Salespeople face a lot of defeat, a lot of rejection, and so many things can go wrong in sales that salespeople who wallow in that defeat have a tendency to crash and burn pretty quickly. Sales Champs Forget Failure Fast However, the salespeople who forget rejection fast or forget failure fast and see the next yes, the next opportunity around the corner— those are the salespeople who are more likely to be more mentally resilient. They have a stronger ability to make a shift or be more agile. They're the ones that when things go wrong, rather than saying, "Why me? Why is this happening to me?" they're more likely to say, "What am I supposed to learn from this failure? What am I supposed to learn from this defeat?" Therefore, they continue to grow and improve over time. So How Do You Find Salespeople Like That? The key is in your interview process. During the interview, you're looking for that glimmer of optimism. You need to ask questions about what they have done in the past when they faced defeat. Have them give you a specific situation where they failed and what they did next. Create A Winning Atmosphere As a leader, you want to hire people who have a high degree of optimism, but you also want to build that optimism by creating an atmosphere that people want to be in. That's a winning atmosphere that rewards people for the good work that they do by patting them on the back and doesn't beat them up for the things that they do wrong. Instead, it coaches them when they do things that don't work out to get better or to learn from that. Through your coaching and through your leadership, you want to build an environment where you're fostering and nurturing that optimism because optimism is the greatest predictor of a person becoming a sales champion. Take your prospecting campaigns to the next level, get into more doors, build deeper relationships, and close more deals with the techniques in our FREE guide, The Seven Steps To Building Effective Prospecting Sequences.

It's How You Sell That Matters Most On this episode of the Sales Gravy Podcast, Jeb Blount Jr. and Larry Levine, author of Selling From the Heart, discuss why how you sell is often more important than what you sell. Larry and JBJ break down why sales professionals who demonstrate authenticity and empathy gain a clear competitive advantage and what it really means to sell from the heart. Watch the Video 

On this #AskJeb, Jeb Blount takes a question from Becca who wants to know what to do when prospects hang up on cold calls. Getting hung up on can be disconcerting, discouraging, and often feel like rejection. But, they don't have to be. Jeb gives you tips and tactics for dealing effectively with prospects who hang up during cold calls.

Learn how picking up the phone proactively can double your sales, exploring sales, manufacturing, and business growth, evolving consumer electronics and messaging trends, transitioning to proactive sales strategies with Five-Minute Selling, building value in sales, and strengthening relationships through consistent proactive efforts.

This hard-hitting and thought provoking episode of the Sales Gravy Podcast features a deep conversation on the state of sales leadership. Jeb Blount, author of People Follow You and Frank Cespedes, a Harvard Business school professor and author of the new book Sales Management That Works, discuss modern sales leadership challenges in a world that never stops changing. With so much data coming at sales leaders these days, the failure to separate fact from hype, can create faulty assumptions leading to poor decisions. Cespedes makes the point that leaders, at all levels, who embrace data while executing the tired and true fundamentals of sales management are better positioned to accelerate sales productivity and capture marketshare. Listen to more episodes of the Sales Gravy Podcast

On this episode of the Sales Gravy Podcast, Jeb Blount, author of Virtual Selling, discusses the power of collecting video testimonials from your customers with film maker and producer Bruce Himmelblau. You'll learn just how easy it can be to grab these short videos and leverage them to close more sales.

On this #AskJeb, Jeb Blount takes a question from Jennifer who is looking for the best times of the day or week to make outbound cold calls. Jeb offers three of his best Fanatical Prospecting tips for timing prospecting calls. You may be surprised at his answer. Listen above or watch the video below. Pro Tip: Play this at your next weekly sales meeting.

On this episode of the Sales Gravy Podcast, Jeb Blount who is the author of People Follow You, sits down with Wanda Wallace, author of You Can't Know it All. In this power-packed conversation Wanda and Jeb discuss why exceptional leaders don't need to have all of the answers. Instead, top leaders focus on making themselves obsolete through coaching and developing a team of experts who know how to get the job done. There is so much truth about leadership to unpack in this episode that you'll likely want to listen to it again and again. Check out Jeb's Zip Line trip that was arranged by Blueboard:

Brett asks Jeb, "I made 40 prospecting calls and couldn't get anyone to pick up the phone. How to I get people to answer the telephone when I call?" On this Ask Jeb episode, Fanatical Prospecting author Jeb Blount gives Brett three reasons why he is struggling to get people to answer his cold calls and what to do about it. Listen above or watch the video below. Pro Tip: Play this at your next weekly sales meeting. Got a question you want to ask Jeb just text it to 1-706-397-4599 or CLICK HERE TO TEXT.

AJ and Johnny, hosts of The Art of Charm podcast, discuss engaging sales conversations with Jeb Blount. They focus on creating value, asking effective questions, emotional intelligence, authenticity, and balancing control. The importance of empathy levels, tension in interactions, and authenticity in building relationships and sales are also explored.